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RAB Research Archive

Know what you're willing to concede



Successful salespeople make it a point to know which concessions they're willing to make before the negotiation begins.

Sometimes concessions are an effective way to overcome an impasse, but only when salespeople:

-- Ask for something in return (e.g., a long-term contract or minimum purchase level), and

-- Gain a reasonable assurance that granting the concession will allow the sale to move forward.

Source: Sales trainer Tom Reilly





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