Preparing to Negotiate

In preparing to negotiate you need to figure out what you want from the negotiations and how flexible you’re willing to be on each of your selling points. Then, for each item, develop an explanation that justifies the position you desire.

Being prepared to make the right concessions—those that cost you little, but give your customer much—is also key to having the actual sales negotiations go smoothly.

Kevin Davis

Kevin F. Davis is the author of The Sales Manager’s Guide to Greatness”, which was named the 2018 Axiom Business Book Award Winner, Silver Medal. Kevin is also the author of Slow Down, Sell Faster!”.