Negotiation is one of the most difficult, and in my opinion, poorly understood aspects of the sales process. If there's at least one thing I've learned about leading sales reps, epecially less experiences ones, they do not know how to negotiate effectively. Even if they run a flawless sales process, they give up loads of value after having created so much in everything they did prior. While the customer ultimately gets the better end of this deal, it's not effective for building a business over the long term. Heavy discounting erodes margin and eliminates a business's ability to invest back into their own people, which in turn, limits the quality of the total customer experience.
You know those prospects who just "yes" you to do, then tell you they need a few days to think about it? The ones that give you buying signs the entire way through your mutual exploration and then... they just go dark?
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