If At First You Don’t Succeed, Then Keep On Talking

The goal of any sales negotiation is for both sides of the table to eventually reach an agreement that they both can live with. Although this sounds simple, sometimes such an agreement can appear to be unobtainable. However, never say never – it turns out that there is a simple technique that may yet snatch … Read more If At First You Don’t Succeed, Then Keep On Talking

Hidden Needs Drive Sales Negotiations

All sales negotiations are driven by both public and private needs. If you can understand and deal with the other side’s hidden needs, then you’ll have more power during the negotiation. It’s What Lies Below The Surface That Really Matters When we enter into a sales negotiation, we like to kid ourselves that we know … Read more Hidden Needs Drive Sales Negotiations