Never accept the 1st offer

"His experience isn't really sales material," Mark wrote in his email.

Junior sales atff make the cardinal mistake of 1st-offer-acceptance as a result of their lack of experience.

Euphoria is often generated when a difficult task is accomplished, and those hard-core sales veterans will know how difficult it can be to get that 1st order from a cold-called customer. It is this euphoria (or relief) that leads the inexperienced sales staff to say "Yes" to the 1st offer. They sign, grabit and run.

One rule of thumb of negotation is this: Never accept the 1st offer.