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Tag Archives: sales vs negotiation

You don’t have to make negotiation a part of every sale

I often get requests by sales managers for negotiation skills training for their sales people when in fact upon further investigation their people usually need consultative selling skills training first. You cannot negotiate effectively if you cannot sell effectively first. Both are processes which need to be learned and applied in the correct order. However, over 90% of sales people follow no logical process when selling or negotiating, leaving their sales at risk. Everybody negotiates all the time; at work, at home, as a consumer and as a sales person. For some people it seems easy, but …

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