Tag: Negotiation
Solving Pains and Gaining Trust: The Nuances of the SME Sales Process
Selling to small and medium-sized enterprises (SMEs) requires a different approach than selling to large enterprises. SMEs have unique needs, priorities, and buying processes that salespeople need to understand in order to be successful. The key point you make is that SME buyers are focused on solving their own problems, not on purchasing your product…
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The right strategy for negotiations or online auctions
Negotiations and auctions are both structured economic exchanges, but the strategies used in the two are radically different. Indeed, the two are entirely different games with different sets of rules and psychological variables. Should you wait for your negotiating opponent to make the first offer? Should you set a high opening price on your eBay…
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