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Pitching and Closing: Everything You Need to Know About Business Development, Partnerships, and Making Deals that Matter by Ellen DaSilva, Alexander Taub

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CHAPTER 17

SINCERE SELLING

HALF THE BATTLE with partnerships is getting the other side to agree to a deal. Although we will delve into the mechanics of deal making in Part 3 of this book, part of understanding strategic alignments is recognizing that you have to believe in the partnership in order for it to work. Sincere selling is one of the most genuine business tactics, and it can serve you well in any situation, not just those that involve negotiating a partnership.

The best way to sell something is to truly believe that what you are selling will benefit the buyer. This sincerity is rooted in several beliefs. First, you must genuinely believe in the product, which is probably a prerequisite for working in BD at a company in the first place. ...

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