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Always prepare for a negotiation and a sales call—even if you have to stay up all night or, worst case, excuse yourself to the bathroom to gather and spend five minutes organizing yourself. Best case, however, will find you the day before listing on paper the issues from both points of view, yours and the other side, whether it's a customer or a prospect. Try to rank, in order, the selling points or negotiating issues from least important to most important. This will enable you to dispense with the easy negotiations first.
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