Video: How To Negotiate with Customers

Last week, in the post "Are You Truly Ready to Negotiate" I asked you to vote on which item of information was not very useful during a final negotiation. To my surprise, few of you identified the LEAST important element (competitive intelligence), and many of you named as LEAST important the item that is actually the MOST important (knowledge that you're the #1 choice).

That tells me that many of you are entering negotiations too early in the sales cycle. To help you correct this apparently common error, here is Ron Hubsher of the Sales Optimization Group explaining how (and when) to negotiate with a customer:

Full Disclosure: I also write for SellingPower magazine, the producers of this video, which also has a distribution agreement with BNET for video content.