Sales Training Tip #233: Sell First, Negotiate Second

Negotiating is a waste of time unless the two parties have agreed on what they’re negotiating over.  Sell first, negotiate second.

I can’t begin to tell you the number of times I’ve watched salespeople give away the farm by starting to negotiate long before the customer has determined what it is they are looking for.  Just because a customer can’t make up their mind is not a reason to start negotiating.  This is the time to ask more questions so you can expose more of their pain and intended gain.  Next time you have the urge to start negotiating, do one very simple thing:  ask 3 more questions.  Based on what you’ve already heard, asking 3 more questions will give you a good chance of being able to close the deal.  In my book you sell first, negotiate second.

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