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Negotiation Quote by Anonymous

““We found that suppliers of nonstrategic products and services don’t fully appreciate this purchasing task. So when they try to land a deal, they make two common mistakes. THEY FOCUS DOGGEDLY ON THEIR OFFERINGS’ DISTINCTIVE FEATURES EVEN WHEN CUSTOMERS DON’T WANT OR NEED THEM. The hope is that features that go beyond the specifications will win over the customer and get him or her to pay a premium. But trying to persuade a skeptical customer that such extras will add value is no easy task,””

Anonymous

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