"Prepare For Successful Negotiation" by Julie Thomas

"In the sales cycle and the sales process, when push comes to shove, it will all boil down to some sort of a negotiation. Especially in today's world where many of us are calling on business-to-business, often what happens is the decision is made to do business with you. Now, it's thrown over to the purchasing department who is incented to make sure they're getting the best deal they can, and salespeople don't typically prepare for that."

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