From the course: Sales Time Management
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Negotiate and manage expectations
From the course: Sales Time Management
Negotiate and manage expectations
- So if you think saying no won't work, or you've tried to say no and they won't accept it, then plan B is to negotiate. So this is to say, "Okay, I can do it, "but another factor needs to change, "in the same way in that you give and I give." A simple tool to look at this is one used in manufacturing, putting cost, quality and time in a triangle and saying, "You can only have two." Something must always give. So let's say you're making widgets in a factory and the customer says, "I need to order 100 more widgets "and we need them tomorrow." So they're asking for time to go up. Then you'd say, "Okay, we can do that, "but you're going to have to sacrifice "either quality or cost. "We're going to have to either do a shoddy job "and rush them through, so quality down, "or it's going to cost you more "because we need to hire additional staff, "so then cost goes down." But it's impossible to have the widgets quickly to a…
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