In a perfect world your customer will understand the benefits you and your product and/or service brings to the table. They will also be able to equate these benefits to actual dollars and clearly realize how much they will be saving by dealing with your company.
We all know the world is far from perfect and there is also the competition to factor in. This brings us a something known as negotiation.
Over the next few weeks the topic for Thoughtful Thursdays be the process of negotiation.
In my experience the need for negotiating comes when the customer wants to do business with you as a result of your stellar selling skills, but your proposal as it stands is not acceptable. They are giving you a chance to save the deal and your success will depend on your ability to negotiate.
So what is it that you need to know before going into your next meeting? I will make a list and talk about it next week. Why don't you think about it as well and we can compare lists.
Good selling,
Richard
Thursday, July 9, 2009
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