Tuesday 12 February 2013

When the buyer does not benefit personally/directly from your rebate..

S:   …and of course, you also have a 2% early payment discount…

B:   ..that money goes to the Finance department.., it doesn’t benefit me..

S:   So, you’re saying it’s not important…

B:   Correct!

S:   Tell you what, I’ll take it from the Settlement  Discount bucket and add it to your margin, how about that?

B:   No, you can’t do that!

S:   You just said it wasn’t important….

B:   Well, it is important to my company, you can’t just remove it

S:   I am not taking it away from your company, I am simply transferring to a more important bucket…the total value stays the same…

B:   No, I can’t authorise that..

S:   Now let’s start again…. I represent the whole of my company in these negotiations. I had assumed you represented all of yours…

B:   Correct!

S:   But you have just implied that you are not responsible for all of the cake… I need to talk to someone who is responsible for the whole deal with us, someone who can factor in each piece…

Buyer:    I am responsible for the whole deal…

SuperNAM:   Great, so taking into account the 2% Settlement Discount, that makes your company’s total take equal to….

Adventures of SuperNAM! (12)

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