This is the fifth article in a series.
This continues my series of blog postings about the top negotiating traps in which you could unknowingly find yourself when dealing with a corporate buyer. Here is the fifth trap to avoid.
Negotiating Trap #5: Trying to Speed Things Up
The process for selling large quantities of your books to corporate buyers sometimes takes on a life of its own, moving ahead at a pace that is usually slower than you want. Do not force the process to move faster. Allow it to unfold without making unnecessary concessions – or trying to force unwanted terms on your prospects -- to move it ahead.
There are a variety of parts that must come together in order for a deal to work. Some people have different, sometime hidden, agendas that must be fulfilled for them to agree. There could be corporate politics at play where people must be allowed to make their position known, even if it hinders the outcome. Budget money may need to be re-allocated to pay for your recommendation.
Buyers are spending company money and have to justify the expenses to their bosses. They may not want to be perceived as rushing into something, particularly if the result is questionable.
Similarly, it may be in your best interests to take a breather and think about what is going on. If nothing else, it will give you time to consider all the implications of the terms on the table.
It is easy to get caught up in the momentum of the process, especially if the amount of the potential order is significant. Give yourself time to carefully consider all the ramifications of saying yes. Once you sign the letter of agreement, you are obligated to fulfill its terms.
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Brian Jud is a book-marketing consultant, Executive Director of the Association of Publishers for Special Sales (APSS – www.bookapss.org) and author of How to Make Real Money Selling Books and Beyond the Bookstore. Contact Brian at brianjud@bookmarketing.com or www.premiumbookcompany.com and twitter @bookmarketing