5. Develop Give-Gets
Effective tools are critical for Backbone. The best tools give customers choices and allow them to make fair trade-offs based on their budgets and needs. They also give salespeople needed structure to help them to conduct more effective negotiations. I call one of these important tools give-gets. These little gems are either product or service options, or business terms and conditions, that deliver different levels of value to your customer. With them, customers can more easily discriminate higher- and lower-value options. Ultimately, give-gets are your playing cards in the negotiations game, to be played or pulled off the table along the way.
A give-get is an important sales tool because you can use it when a customer demands ...
Get Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value, Second Edition now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
