A negotiation with a customer should be a two way street. Before conceding a point to a customer, make sure your are going to get something in return. For example, if you need to reduce the price say to the customer: "Mr. Customer, If I can meet the price you've requested will you agree to advertising at least once a month throughout the remainder of the year." If you are making a concession, it is only fair that you get something in return. In addition to making you some additional money, taking this stance also changes the relationship you have with the customer. Instead of being a doormat the customer will see you as more of a partner or an equal. Every negotiation should be a Win/Win proposition.
Keep Smiling, Keep Selling!
Thanks Jim Busch
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