Negotiating tips: pushing back

Negotiating tips: pushing back

Last time we spoke of ways in which the competition can act as a source of power for you in a negotiation. Yep, that's right, they're not always a thorn in your side. Sometimes the competition can be doing you a favour. The problem is unless you stick to your guns and follow a smart negotiating strategy, you'll never know. You can liken it to a card player who always folds - you never force the other players to show their hand. It's the same in negotiating. If at the first sign of push back  … read more
Negotiating tips: Competition and discounting

Negotiating tips: Competition and discounting

Most people's main fear when negotiating is that they will lose the job to the competition. I often hear reps complain that they can't gamble in a negotiation because the prospect will buy from the competition, or the competition are cheaper so I have to discount, or I can't risk losing the sale because my Sales Manager will go mental. I get the objections, really I do. But you're not going to win every sale. And frankly, you shouldn't want to as some of those sales are so anaemic and po … read more