Sales – a game for grown-ups!
We had someone opt-out of a contract today because they wanted to renegotiate the terms of the deal. Now, this can be a frightening event unless you are in a better position…remember there are two sides of every negotiation and both sides have consequences.
So, how do you play your hand? You have to know your client and how badly they need your service and then you can calculate your next move. If you have leverage, use it….play strong, call their bluff,…. Great negotiators know when they have a strong position and that’s when they maximize the outcome.
Pay attention and you will know how to play the game. Otherwise, you are playing russian roulette.
One more day this month to play the game.