It’s amazing how often we negotiate with ourselves in Sales. We offer up things throughout the sales process without getting anything in return for them. We proactively give discounts because we’re so used to people asking for them or we’re not confident in the value our solution provides. When someone asks for the price we […]
Category: Negotiating
Why verbal agreements aren’t worth the paper they’re written on
Why verbal agreements aren’t worth the paper they are written on I can’t tell you how many times I’ve gotten a verbal agreement only to get the rug pulled out from under me at the last minute. I had a VP of Sales one time shake my hand, look me dead in the eye and […]