Make It Happen Mondays - B2B Sales Talk with John Barrows cover image

Mark Raffan: Negotiating Lessons from Procurement

Make It Happen Mondays - B2B Sales Talk with John Barrows

CHAPTER

Is There a Difference Between a Vitaman and a Must Have?

Most people go into negotiations thinking about aspirational goals first. But then when we get into the negotiation, we have different needs and wants. When you say i want to make more money, what does that actually mean? How much more money? And then how do you drive that money? Is it by increasing your prices? Or is it by cross selling into a different department? What are the things that will drive more money? Get really objective about that and think about now, ok, what are my aspirational gols.

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