Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value

Introduction

Selling is not as fun as it used to be. That unarguable fact takes its toll on sales professionals and the organizations they represent. If you’re reading this, a good chance exists that you’re a sales pro who once loved his job. How are you feeling about it today, and more importantly, have you taken a hit on your ability to deliver results? Maybe it’s the way you wake up every day wondering where that great get-up-and-go feeling got up and went. Clients put you through the wringer with ever-increasing demands. They organize more and more people to participate in buying decisions. You are put through never-ending rounds of negotiation. More concessions are always demanded, and then even if you score a sale, where’s the celebration? ...