What will I do if the negotiation fails? For example, if my client will not commit to making some kind of purchase should their evaluation of our product be successful, what will we do? Support their evaluation anyway, at a reduced level of effort? Politely disengage?...
This video has focused on the negotiation aspect of Taking Control. We started with two Golden Rules: The first was that, in a B2B context, its invariably best to aim for a Win-Win. In fact ,we went further than that and decided that “No Deal” would be preferable to a...
This is the first of three videos that discuss the third component of Challenger’s 3 Ts : Taking Control. As always, this dicussion is oriented towards Customer-Facing Engineers, and so we are concerned just as much with technical support as with pre-sales situations....
