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what are you really negotiating and why: What are you really "negotiating" and why? - 06/28/11 11:29 AM
What are you really "negotiating" and why?
" teach me about negotiations!" Why?"Well, because my prospects always want to negotiate the deal."No, they want to negotiate your price."Well, yes." REALITY: People that want to negotiate your price are in reality negotiating your profit. Any time the word "negotiate" appears in a sales situation, it means both your price AND your profit are going down. RETHINK NEGOTIATION: Where's "value negotiation?" Where's "customer profitability negotiation?" Where's "customer productivity negotiation?" Where's "customer improved morale negotiation?" Uh, they're nowhere. That's because negotiations in sales have "lower price and loss of profit to the seller" at … (0 comments)

 
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Kevin Heinrich

Clear Lake City, TX

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Heinrich Group

Address: 5827 Beaver Falls Dr., Houston, Tx, 77346

Office Phone: (281) 488-0607

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Real Estate News with a Value added punch Clear Lake Texas Real Estate

I think this is a good rule to live by! "We are not put on this earth for ourselves, but are placed here for each other. If you are always there for others, then in time of need, someone will be there for you." ~ Jeff Warner

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"Winners Make it Happen, Others Let it Happen!"

kheinrich@firstam.com www.fatcohouston.com

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