Our research has revealed some common traps negotiators fall into and some of the skills and strategies used by their more successful counterparts to avoid these pit falls.
Some common traps in sales negotiation:
- Sellers make concessions early in the sales cycle before formal negotiations begin,
so they have often given away the things they could trade later.
- Many people simply make concessions to win the business; they fail to trade them
for other things of value.
- Some sellers agree to reduce prices today in return for promises of 'jam' tomorrow.
- Too many sellers think price is the only real issue; as a result it becomes the only
real issue.
Our whitepaper covers this plus several more negotiation issues. Register and download it below.