“If we had no winter, the spring would not be so pleasant; if we did not sometimes taste of adversity, prosperity would not be so welcome.”

–Anne Bradstreet (1612–1672)
British-American poet

Sales negotiation…

What can you do for me on the price?

A fantastic question when you’re buying. An inevitable inquiry when you’re selling.

How would you and your team respond at this moment?

Many people will respond to the question by immediately giving or implying the possibility of a discounted price. Again – great when you’re buying, a margin killer when you’re selling.

Here are the 2 hard-dollar points to better negotiating (and several sample responses).

Managers: How much more revenue could you add each year by helping your team avoid the immediate jump to a discount?

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Do you have your copy of “A Message to Garcia“? One of our favorites for inspiring initiative and responsibility (and required reading for Marine Corps recruits and at the Naval Academy).

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No going through the motions in 2011… Register for one of this week’s short webinars with Sam (co-founder of JustSell).