The ultimate newsletter for outside sales professionals
Have you ever heard this old piece of advice? Let the buyer offer first.
The thought was that the buyer would reveal their hand. But, time has proved this strategy to be counterproductive.
ALWAYS make the first offer.
The first offer sinks a price anchor into the ground. It becomes the starting point for the rest of your negotiations. So, instead of handing all the power over to your buyer, know the value of what you’re selling and ask for a number you would be thrilled with first.
Want to learn more negotiating tips–and discover what advice is woefully outdated? Read on!
Sales technology allows you to set more accurate sales quotas that balance pushing your team without leaving them discouraged.
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