BUSINESS HIT

A key thought to remember when you are in sales negotiations is the phrase: No mutual mystification.

Mutual mystification in the sales process is a real deal killer. It happens when either a buyer or seller has different expectations for an outcome of a meeting. Or it can happen when one party does something bewildering that is not clarified-leading to the “two ships passing in the night” syndrome.

The seller must provide leadership throughout the deal flow and must not allow mutual mystification to occur. To ensure that there is no mutual mystification in your deal making, discuss before each meeting: