Know When to Walk Away

For many reasons, salespeople must sometimes walk away from a potential sale. If the customer’s budget doesn’t allow the purchase of your product, don’t press the issue. If the customer’s best offer is not favorable for your company, don’t continue to waste your time. If the buyer is interested only in the lowest possible price, and you represent a marketer committed to a value-added sales strategy, consider withdrawing from negotiations. If you discover that the prospect is dishonest or fails to keep his or her word, discontinue negotiations. Be aware of how much flexibility (your BATNA and ZOPA) you have in terms of price, specifications, delivery schedules, and so forth, and know when you have reached your walk-away ...

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