Chapter 5.6.1 Closing – Negotiation – The Principles – Part 1

The first principle is:

Never Concede, Always Trade Value

If the procurement guy asks for 20% discount, ask him what he will give in return, if he answers the deal, then close him and summarise back to him.

“Are you saying that if we concede 20% discount there will be no other issues and we can proceed immediately to signing these terms and conditions?”

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About Michael

After studying Marketing at both Wollongong University and the University of Technology, Sydney, Michael Worked in B2B Marketing for the Cronulla Sharks Football Club for 3 years. Currently at CRMNow, he looks at Customer Relationship Management as a vital aspect of successful business and with a passion for Social Media and Digital Marketing he believes that all businesses have the potential to grow and remain profitable no matter the size.

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