One of the enduring myths of negotiation is that it is back and forth struggle with your customer that occurs in the final stage of the sale, the “close.” Negotiation, at its best, is comprised of open, honest and straight-forward communication based on mutual respect and mutual trust.
1. Not Every Sell Is A Good Sell
About 35% of all sales are bad sales. In one way or another, they leave the customer disappointed or the seller with excess costs and diminished returns. Often salespeople are so concerned with “getting the order” that they write business that is not good for themselves, their company
Sales are not always won or lost because of what happens in a sales call, but in the void between calls. Why?
1. Retention
Someone once told me that a lecture is the quickest way to get the notes of a professor into the notes of a student, without passing through the mind of either. A sales
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