By Simon Hazeldine Discounting is often described as a commercial decision. Sometimes it is. But very often, it is something else. An emotional reaction. A buyer pushes back on price.…
By Simon Hazeldine Discounting is often presented as a commercial decision. In reality, it is often an emotional reaction. A buyer pushes back.Procurement asks for a better price.A customer says…
By Simon Hazeldine Most salespeople think negotiating power comes from confidence, preparation, or holding their price. It does not. Your real power comes from one thing, how deeply you understand…
By Simon Hazeldine There is a dangerous myth that still infects too many sales teams and negotiators: that being “reasonable” is the key to success. Be pleasant. Be cooperative. Keep…