Did you know that 97% of verbal negotiation tactics used during the B2B sales process follow a predictable pattern? In fact, the strategies that purchasing decision-makers use follow two patterns: 1) making direct comparisons to a competitor; and 2) articulating problems with the standard pricing. As a business looking to stay competitive in today's economy, how can you combat these "comparison" and "give away" tactics? How can you anticipate—and change—the nature of negotiation you have with customers?Length: 1h 1m 7s
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