Video: Ineffective Trading in Negotiations
Improving win rate
In a negotiation, trading means meeting the customer’s needs while ensuring they offer something of equal value in return.
Maximising the value of the deal means knowing how to trade effectively. A strong trading strategy also enables the seller to maintain the momentum of the sale even when the customer presents late-stage demands.
Watch the video below for an example of a seller employing an ineffective trading strategy.
Watch this video to see what it looks like when a seller makes a trade that wins the deal while preserving the value of the sale.
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