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It is possible that the last demand is innocent. It is also possible that it is something you can give without negative impact to your profitability. It can also be a concession you want to make "for the relationship". But more often than not the final demand is a danger zone in which the concession can be a costly mistake that can erode your profitability.
Regardless of the circumstances or client motivation, before you agree to the final concession make sure you fully understand the cost to you for this and future deals. Also even if it is an easy, no- or low-cost concession that you want to make, don't squander it. If it is doable without negative impact to you, at least get relationship credit in how you make the concession to show it has value. But always specifically figure out what the cost will be before you concede.
Before you make the concession:
Linda Richardson, founder and CEO, of Richardson a global sales training company, author of nine best selling sales books, and faculty member at the Wharton School, is the driving force behind the Richardson sales curriculum. visit www.richardson.com or call 215.940.9255.
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