Do you think about where you’re going to negotiate your sale as part of your sales strategy? You should.
A recent article in Money magazine cited some interesting findings. People act differently on their own turf. They’re more assertive and less willing to make concessions. Is that what you want in your next sale?
Try to get the “home field advantage” and negotiate in your office. If you can’t get that advantage, another option is to arrive first in a meeting and spread your papers out. On a conference call, you would arrive first. The study found that buyers paid less for a coffee contract when they negotiated on familiar turf.
Use that finding to your selling advantage!