It\u2019s been a while since I\u2019ve cited piece of sales education here, so I am a bit overdue. Fortunately, our student Oleg Puleyev, SPSM turned me on to a sales negotiation blog entitled \u201cThe Accidental Negotiator.\u201d<\/p>\n
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There was one post entitled \u201cDeadlines Make Sales Negotiators Give It All Away\u201d that I loved. Against much of the negotiation training that I had early in my career which preached avoiding deadlines at all costs, I teach how to use deadlines to your advantage as a procurement professional.<\/p>\n
This post illuminates \u2013 from a sales perspective \u2013 why my strategies are so effective.<\/p>\n
It says when salespeople \u201cbecome aware of an approaching deadline, all too often we start to make big concessions to the other side of the table that we wouldn\u2019t normally make\u201d and this is because \u201chumans have a [tendency] to make very bad decisions when we are under pressure. Clearly, the last few minutes of a negotiation is the worst time for us to be making concessions.\u201d<\/p>\n
You now have a little more insight into the minds of your suppliers. Use this insight to the advantage of your organization.<\/p>\n","protected":false},"excerpt":{"rendered":"
It\u2019s been a while since I\u2019ve cited piece of sales […]<\/p>\n","protected":false},"author":12,"featured_media":4040,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-2694","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-procurement"],"yoast_head":"\n