value selling

I was discussing the OMG Partnership opportunity with a gentlemen from Hong Kong, who objected to our reasonable licensing fees, refusing to pay any fees to a US company.  This is when the conversation began to resemble a sales call.  He did what a lot of buyers do to salespeople and began to boast about how well-positioned his company is to market OMG in Hong Kong and what a huge opportunity this would be for OMG.  He expected me to waive the fees in exchange for the great opportunity he described.

Most salespeople – 74% to be exact – not wishing to jeopardize a great opportunity, start negotiating or worse, agreeing, to the unrealistic requests.  There are ripple effects to this, for example: