Just Because There's a Winner, Doesn't Mean There Needs to Be a Loser
There are four possible ways a sale can end. You intuitively know the right choice here, but what can you do to ensure you achieve the best outcome?
Win-Lose. You win and your customer loses. This could be a situation where your solution delivers less than the desired results.
Lose-Lose. Both you and your customer lose. Not a common scenario, but it does happen.
Lose-Win. You lose and your customer wins. A discount given to try to "buy" future business can be a slippery slope if expectations are not managed properly.
Win-Win. The ideal end result of any sale is a win-win because it is the best way to ensure long-term business.
Not to say that you can't manage your way to Win-Win from one of the other options, but it is always the best choice to start with Win-Win as the goal.
Read this month's tip for ensuring you arrive at Win-Win every time.
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