If you have been a regular reader of this blog for some time, you know that I absolutely love to scour sales training materials for ideas that we can implement in purchasing. Well, I found another great article on businessbyphone.com called “One Word Could Kill The Sale.”
In this article, the author describes an example of how a buyer negotiated free shipping on an order (geez, this buyer sounded like me). He then goes on to suggest some strategies that the supplier could implement in countering the buyer’s negotiating tactics.
Definitely a fun read. I hope that you enjoy it.
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Recommended Reading
- 7 Steps for Negotiating Optional Procurements
- 8 Bad Negotiation Assumptions
- Basics of Smart International Procurement
- Championship-Caliber Negotiation Preparation
- Creative Negotiation for Buyers
- Incorporating Value-Driven Procurement Into Negotiations
- Making the Right Negotiation First Impression
- Negotiation Checklist
- Negotiation No-No’s
- Powerful Negotiation for Successful Buying
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