Do negotiations have to end in a 'win-win?'
Do all sales negotiations have to end in a "win-win" situation? Modern Tire Dealer contributor Jason Miller asks that question in the April 2009 edition of MTD, available soon.
"In fleet tire sales, buyers and sellers don't develop relationships with the product," Miller writes. "Rather, both parties are entering into a new, long-term and very personal relationship with each other.
"Before you talk about features, benefits and price, you must make sure that your prospect wants to do business with you."
In Miller's article -- the latest in a new series about successful commercial truck tire selling -- he also discusses how to read your customer's non-verbal cues, how to find common ground and how to cement the supplier-customer relationship once it has been established.
For more information, see the April issue of MTD!