To become an excellent channel salesperson, having good negotiation skills is essential. Sometimes you just can’t give you intermediaries what they want. Unfortunately bargaining is hard to master. Here are 3 tips to avoid negotiation pitfalls while dealing with your indirect saleschannels.

  1. Stop pushing for what you want. Focus on the needs of your intermediarie so that you can reach an agreement that suits you both. Try not to push or convince the other person but make them figure out what they want and how you can help them get it.
  2. Don’t just answer “yes” or “no” if you’re not totally satisfied with the agreement. If you have issues with the negotiation, deal with it right away. If you don’t ask for it, you’ll never have it.
  3. Try to not worry too much about the worst scenarios possible but be well prepared for the other person’s apprehensions.

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