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I love giving up something during a negotiation!
Why?
Because it is the very best time to get additional business!
Almost every negotiation includes some sort of concession. And there is no better time to ask for additional business then right before you are about to give one.
What the AVERAGE SALESPERSON does:
The average salesperson gives in...and that's it. When asked for a better price he gives it, and then asks for the order. If he gets the order he considers the negotiation a success.
What the SALES SUPERSTAR does:
The superstar ASKS FOR MORE!
It goes something like this...
Customer: "Can you lower your price 5%?"
Superstar: "If I lower my price can I finally get your (additional) business?"
It's that simple!
What can you do?
ASK FOR MORE!
Never concede anything without asking for something in return. There is no better time to gain additional business from your customer than when he has just asked you to concede something. You MUST take advantage of the opportunity!
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