Posted under Sales
from http://thesalesblog.com 1563 days ago

It’s Okay to Want a Deal. It’s Not Okay to Need One. is a post from: The Sales Blog | S. Anthony Iannarino

It’s okay to want a deal. It’s not okay to need a deal.

If you need a deal, then you won’t qualify your prospective client. You’ll choose something less than your dream client, the prospective client for whom you can create breath-taking, earth-shattering, jaw-dropping results. If you need a deal, even a nightmare client starts to look a dream client.

You don’t sell well when you need a deal either. You ignore the sales process that guides you successfully from target to close and take shortcuts instead. To get to that deal, you have to pitch. So you skip ahead and make the ask before you’ve created enough value to have earned it.

When it comes to negotiating, forget about ...

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