Chapter 30

Questionable Gambits and How to Counter Them

Many a salesperson has had to endure an embarrassing interview with a sales manager who can't understand why the salesperson made a concession that the manager didn't think was necessary to get the sale. The salesperson tries to maintain that the only way to get the order was to make the concession. The truth was that the buyer out-maneuvered the salesperson with one of the questionable gambits outlined in this chapter.

There's no point in getting upset with the buyer who does this. You must deal with the world the way it is, not the way you would like it to be. Power Sales Negotiators remember to concentrate on the issues and think of negotiating as a game. The buyer is simply doing his ...

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