Chapter 20

Withdrawing an Offer

As we continue with the Ending Sales Negotiating Gambits let me teach you a very effective technique for concluding the negotiations by Withdrawing an Offer. You don't have to use it when the buyer is negotiating in good faith. You use it only when you feel that the buyer is simply grinding away to get the last penny off your price. Or you know that the buyer wants to do business with you, but they're thinking, “How much would I be making per hour if I spent a little more time negotiating with this salesperson?”

Let's say that you sell widgets and you quote the buyer a price of $1.80. The buyer offers you $1.60. You negotiate back and forth and finally it looks as though he or she will agree to $1.72. However, ...

Get Power Negotiating for Salespeople now with the O’Reilly learning platform.

O’Reilly members experience live online training, plus books, videos, and digital content from nearly 200 publishers.