"Successful Negotiation" by Colleen Francis

"These days it seems that more and more of my customers are telling me that they're being forced to negotiate at the end of the sale. What I've found as a sales professional myself is that negotiating can be really frightening and quite horrific for a lot of sales reps until they understand that it is a process they need to follow. And once they understand what those steps are, they have a lot more success than simply trying to wing it."

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