Chapter 10

The Vise Gambit

The last of the Beginning Sales Negotiating Gambits I call the Vise, which is the simple little expression, “You'll have to do better than that.” Here's how Power Sales Negotiators use it: The buyer has listened to your proposal and your pricing structure. You ignored his insistence that he's happy with his present supplier and you did a good job of building desire for your product. Finally, the buyer says to you, “I'm really happy with our present vendor, but I guess it wouldn't do any harm to have a backup supplier to keep them on their toes. I'll take one carload if you can get the price down to $1.22 per pound.”

You respond with the Vise. You calmly say, “I'm sorry, you'll have to do better than that.”

An experienced ...

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