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Secrets of Power Negotiating for Salespeople by Roger Dawson

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Chapter 15The Hot Potato

The Hot Potato is when buyers want to give you their problem and have you make it your problem. It’s like tossing you a Hot Potato at a barbecue.

What Hot Potatoes do your buyers toss you?

Do you ever hear, “We just don’t have it in the budget”? Whose problem is it that they didn’t budget properly for your fine product or service? It’s their problem, right? Not yours. But they’d like to toss it to you and make it yours.

How about, “I can’t authorize that”? Whose problem is it that she hasn’t developed the trust of the people to whom she reports? It’s hers, right? Not yours. But she’d like to toss it to you and make it yours.

You’ve probably had a customer call you to say, “I need you to move my delivery up. If those parts ...

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