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I've got the power.
I've got the leverage.
You need my business more
than I need you.
So you think you’re ready
to negotiate with me?
Get real.
Successful business negotiation has never been easy, but today’s complex business environment and increasingly competitive market presents unique challenges. Many salespeople are under pressure to generate short-term revenue, even at the expense of healthy long-term business. Buyers have become better informed about alternative products and services. And they’ve learned to play “hard ball” with salespeople who are willing to accept win/lose deals. · Sustainable differentiation of products and services is more difficult than ever. So profit margins are slimmer and product life cycles are shorter. Everyone wants first-class custom solutions, but they also want bargain basement generic pricing.
If you are negotiating in a competitive environment with
challenging customers, maybe it’s time to get real:
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