Negotiating Chip
topic on 1 show · 1 statements across 1 episodes
1 statements about Negotiating Chip, every show
Dave Kellogg: Using customer references as sales negotiating chips is flawed
“I don't love it as a negotiating chip because if I'm doing right by your business and if I'm delivering value and if we have a good relationship, you should do it anyway. And if you're only doing it because of a gun to your head, because you promised you'd do …”