Do You Need to Add Value to the Buyer During the Selling Process?

Sellers have to be able to add value to the buyer during the selling process. If you're not adding value for them why should they even speak to you and they know that now. You've got to add value but I think that that as he was reading the book it struck him as on several occasions is that if you're to ask most sellers they'd say well negotiation is something we do after the buyer has decided they want to buy from us. And so in any sort of complex sale even there's a relationship going on you've built a relationship. Now you want to make sure that you do the process in a way that will lead to your ability to do future business.

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