Negotiating

Negotiating

• 5 Top Sales Negotiation Tactics

  Sales negotiations are as much about tactics as about products and price. Here's a full hand of tactics to make sure you maintain the upper hand.

   

• Forced Negotiations

  Veteran LBM executive Don Magruder says he has noticed a disturbing increase in "forced negotiations"--situations in which builders promise to buy materials and then come back later and, by hook or crook, try to get the dealer to accept a lower payment for what it's already delivered. Magruder...

   

• The Price Is Right

  The reality is that sales-people commonly offer price concessions unnecessarily.