Integrity Selling Point #9: Negotiation is Never Manipulation

As Willingham says on p. xv of Integrity Selling; How to Succeed in Selling in the Competitive Years Ahead (New York: Doubleday, 1987), "Negotiation is never manipulation. It's always a strategy to work out problems....when prospects want to work out problems."

The best way to avoid the urge to manipulation is to understand what your customers are looking for and to answer or her questions ahead of time so that you don't get any problems. If you do your job right, your customers won't ever object because you know what they want and have shown them the way before you ever try to close the sale. That way you can structure a deal with which everyone can live with.
eels comfortable.

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This is some of the stuff that will go into my entrepreneurship course. The ideas in it supply the life's blood of my professional activities: teaching, writing, and real estate. For entrepreneurial real estate go to www.yourstopforrealestate.com/blog and for entrepreneurial writing to www.kearneymusicschoolmurders.blogspot/com.