Sales Negotiation Techniques – Trade-Off and Trial-Balloon Tactic
Sunday, April 5th, 2009Of all the sales negotiating tactics, the trade-off is used most often. Trading is the "heart and soul" of negotiating, and, for that reason, it may be the most important tactic. Trade-off basically means making an offer (issue) in return for the customer's concession(s). It's a technique of give-and-take, voluntarily ...
