cost

We’re getting 5-star reviews for Same Side Selling (Amazon #1 seller!), and many of them praise the benefits of our collaborative approach for both the seller and the buyer. These words are great to read, because improving the buyer/seller relationship is the point of the book that Ian Altman and I wrote. Both parties are…
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In most industries, sales are difficult. Every new customer and project is a victory. The revenue from those customers propels the company forward, but after the costs of selling and delivery are factored in, the profit that remains may be disappointingly small. That’s not to say that generating money is the end goal of business;…
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Business school negotiations classes are often promoted with this promise: you can pay for your whole education with one negotiation. If that’s true – and it certainly can be – then the next five minutes of reading this article might provide the best return on investment of any time you’ll spend this year. Do I…
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So, why do we buy? – It turns out this is a pretty easy question to answer: I will buy something when its price is less than its value to me. It sounds simple, and it is… at least at a concept level. In practice, dissecting value can get thorny, and we’ll explore that in…
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Below The Buying Surface: The Iceberg Of Total Cost

What lurks below the surface of the “iceberg” of total cost? This video presents a simple framework to identify the hard costs, soft costs, and silent costs that drive every “build or buy” decision.

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