4. Understand Your Foundation of Value
Value is the holy grail of successful negotiations. In a marketplace with so many suppliers, knowing your value and your difference is vital. After you’ve done all the qualifying and planning required and before you get to the negotiating table, the next step is to develop an understanding of how you and your company are going to create value for the customer.
After all, business should be about the exchange of value. Yet with the complexity of running even a local business, it’s hard to get back to that basic truth. For many businesses, the notion of demonstrating value in a meaningful way appears to be just an idealistic and impossible notion. Fortunately, regardless of your business, scale, and scope, ...
Get Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value, Second Edition now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
