Negotiating
is an integral aspect of business operations. Anita Campbell, the founder, CEO and publisher
of Small Business Trends, has extensive experience in the practice. Her
checklist for negotiating a business deal includes this step. It is one worth
emphasizing:
Weed Out Tire Kickers
“We’ve
all encountered them at one time or another — the tire kickers. These are
people comparing prices or “seeing what’s out there.” They will pump you for
information but have no intention of buying from you.
Don’t
waste your time trying to negotiate with anyone not serious.
To
separate tire kickers from serious parties, ask how soon they plan to purchase,
what specific needs they have, and other probing questions. Try to get them to
do something that takes a bit of effort, such as setting up a face-to-face
meeting, or filling out a short questionnaire, or confirming your notes from an
initial phone discussion. Tire kickers usually melt away if called on to get
specific or commit to anything.”
Read her full article here. And bookmark her
organization’s site, Small Business Trends. It is full of free,
helpful guides for entrepreneurs.
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