from my email:
Daily Sales Tip: Know What You're Willing to Concede
Successful salespeople make it a point to know which concessions they're willing to make before the negotiation begins.
Sometimes concessions are an effective way to overcome an impasse, but only when salespeople:
-- ask for something in return (e.g., a long-term contract or minimum purchase level), and
-- gain a reasonable assurance that granting the concession will allow the sale to move forward.
Source: Tom Reilly, president and founder of Reilly Training
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