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Learn Successful Sales and Negotiation Tips (Collection) by Leigh Thompson, Reed K. Holden

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10. The Realities of the Game

The prior chapters gave you some good advice and hopefully instructive stories. I know that advice works because I’ve been using it and giving it for twenty years. I’ve studied the field of procurement, talked to procurement people, and taken some of the same classes they’ve taken to learn the tricks that we’ve talked about. In the game of procurement, there are some realities that we’ve all got to deal with, and I want to leave you with a few bottom-line pieces of advice.

Sometimes You Have to Discount

Yes, there are times when you just have to discount. It does happens to the best sales professionals. I did it when I was a salesperson, and on occasion I still have no choice but to discount. In my present position, ...

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