Negotiating with Both Customers and Principals
Speaker: Nicki Weiss, Sa1eswise
Description: Negotiating is a very sexy sounding word. It speaks of power, win-lose or win-win, skill, authority, professionalism and being in control. Who wouldn’t want this? Yet most manufacturers’ reps aren’t sure what negotiating really is. What is the difference between selling and negotiating? When does one stop and the other begin? If you don’t know the difference, it is very easy to drift into a negotiation and lose your shirt. In this session, you will discover: the difference between selling and negotiating, and why you need to know in order to make more $$; the four key negotiating alternatives that will help you navigate a win-win solution; how to collaborate with your customer and principal on a negotiation; and how to get to “yes.”
AUDIO
