Don’t Let Them Slice Your Margins!

Don’t Let Them Slice Your Margins!

The mode of buyer negotiations has changed with many implications for sellers as a result.

Shrewd buyers have learned that negotiation is like salami – the best way to get what you want is slice by slice.
Achieving the lowest supplier prices requires an aggressive and sustained approach over time.

The result is a relentless approach that cuts seller margins ‘to the bone’.

This whitepaper provides tips on how it can be managed.

Sales Negotiations: The Salami Technique
Download the paper in pdf

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