Quotes from Keith M. Eades

Having enough other opportunities to work on is the best position a salesperson and his or her company can be in. A full pipeline gives salespeople the strongest position from which to negotiate—the ability to say no.

If you are not ready to walk away from an opportunity, then you probably are not in a position to reach final agreement effectively either. The principle here is simple, but the ability to adhere to it is not. If you don't know the value that your solution provides to the prospective buyer, you are at a distinct disadvantage. Why? Because you have little, if any, bargaining power.

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