Monday, June 20, 2011

Sales trainer John Reilly knows what he’s talking about and he brings up a great points when he says, “Know What You're Willing to Concede BEFORE the negotiation begins.”

Sometimes concessions are an effective way to overcome an impasse, but only when salespeople ask for something in return (e.g., a long-term contract or minimum purchase level) -- and gain a reasonable assurance that granting the concession will allow the sale to move forward. 

Think about it. Simple, yes. And it just plain makes sense.