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Think! Inc. - business negotiation, redefined

Archive for December, 2007

Want Negotiation Power? Continuously Expand and Exploit Your Value
Brian Dietmeyer - December 13th, 2007

I turned away a client the other day, the senior vice president of sales for a major manufacturing organization.  It could have meant tens of thousands of dollars in potential business for Think!

“You’re problem isn’t negotiation - - it’s a value proposition that’s just too simple.  Fix that and most of your negotiation issues will solve themselves,”  I assured him.  “You’ve got to be willing to find a way to give your customer more than your product’s face value.  Otherwise, I can’t help you…”

 

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