NABC, Inc. » sales negotiating http://blog.nealabc.com Creating a Total Selling Organization Mon, 14 Dec 2009 20:30:37 +0000 http://wordpress.org/?v=2.8 en hourly 1 Closing the Sale is Not All or Nothing http://blog.nealabc.com/index.php/2009/07/closing-the-sale-is-not-all-or-nothing/ http://blog.nealabc.com/index.php/2009/07/closing-the-sale-is-not-all-or-nothing/#comments Thu, 02 Jul 2009 18:44:34 +0000 dneal http://blog.nealabc.com/?p=16 In his book, Give & Take, Chester Karrass discusses negotiating skills and strategies and one of his quotes I find particularly insightful, ”if you can’t get a steak get a sandwich!”

 

Sometime sales professionals view the sales process as an all or nothing game. Developing relationships through small wins takes time; however, it can pay big dividends in the long term.

 

Review this concept  with your team to see if they are walking by a sandwich ( trial orders, one time specials, limited engagements, scales down services, small margin items, etc) these sandwiches create the foundation, trust and face time to selling the steak.  www.nealabc.com

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