RAB Insights

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: Tom Reilly, Sales Trainer