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Unlike popular belief among most salespeople, we believe that sales is a process of negotiation. In many cases, if the basic requirement, such as establishing credibility, has been implemented correctly, the remainder of the process is much more about negotiating than selling.

The main point, however, is not the differentiation between sales and negotiations but establishing a basic concept: negotiations are not done through scientific examination and analysis but rather by reading the counterpart.

In its most basic terms, negotiations are much more subjective and dependent on participating individuals. Knowing when it is time to avoid or end negotiations is important.

In the future, we will point to particular time-tested techniques that may achieve better results.

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