This PRINCIPLE addresses the need to understand your competition and the critical need to understanding your customer’ drivers (yes, again) at risk of losing value. And what is your position in the marketplace?
There are 4 strategies for this principle.
Customer drivers and motive identification.
It is critical in the negotiation process to understand your customer’s drivers - why are they interested in your product or service? Is the purchase or the sale of your product complementary to your customers business? Are they angling for a take...
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