When the Buyers is Saying Bad Things . . . it is a Good Thing . . . for YOU by Kordell Norton Your buyer calls in a panic.  They were about commit to huge amounts of business, but are now asking for last minute concessions, extra conditions, better pricing . . . or else. What  was a solid sale, now looks shaky.  What happened? As sales people become more conversant in consultative selling, an advanced selling skill that is often helpful is to understand the psychological processes that the buyer is going through. Several years ago, Xerox did research
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