Blog-Banner

13 Tactics to Prevent a Heated Price Negotiation

By Ray Makela

Discounting is expensive. Learn how to prevent a heated price negotiation by maximizing the value of the deal using fundamental principles and tactics.

Read More

Effective Sales Negotiation Process to Increase Leverage

By Ray Makela

Before your next sales negotiation, ask yourself these questions to ensure a successful outcome. A great sales negotiation process to increase your leverage.

Read More

TACTICs For Managing Difficult Negotiations

By Ray Makela

Managing difficult negotiations is not easy, the TACTIC model can help you deal and communicate with a manipulative sales negotiator. 

Read More

How to Partner and Build a Long-Lasting Relationship with Procurement

By Ray Makela

Instead of struggling to negotiate with Procurement, learn how to work with them. These questions will show you how to build a strong procurement relationship.

Read More

Maximizing Your Negotiation Leverage with Power Sources

By Ray Makela

Learn how to develop a stronger value proposition. These reasons will help you improve your negotiation leverage to sell on value rather than price.

Read More

Selling Value Instead of Price When Prospect Wants Discount

By Ray Makela

On this episode, we discuss how to respond when a prospect asks for a discount. Our Chief Customer Officer Ray Makela takes a deeper look about why the prospect may request a discount in the first place, and key questions to consider for selling value instead of price.

Read More

3 Types of Negotiation Tactics and How to Respond

By Ray Makela

shutterstock_196770977

In the Star Wars saga, “The Force” can be used for good or evil, depending on who’s wielding the power and how it's utilized. While types of negotiation tactics may not have the power to move heavy objects or control the mind, they can be instrumental in achieving a mutually beneficial outcome to a business to business transaction. They can mean the difference between successfully moving a deal forward and getting taken advantage of from a manipulative buyer.

Read More

Effective Negotiation Techniques to Use in Your Next Big Deal

By Ray Makela

determined-sales-leader

"Begin with the End in Mind"

Over 35 years ago, Steven Covey identified this as one of the Seven Habits of Highly Successful People. First create a vision of where you want to end up, then develop the steps needed to get there.

Read More

5 Counter Negotiation Tactics When Buyer Makes the First Offer

By David Jacoby

shutterstock_197694494

One frequently discussed issue by negotiation experts is when should you make the first offer in a negotiation? Conventional wisdom is never make the first offer in a negotiation. After all, by making the first offer you risk “showing your cards” too early and leaving money on the table. On the other hand, there are many cases where it is to your advantage to make the first offer. So how do you know?  This answer depends on information.

Read More

A Successful Sales Process to Beat the Competition

By Debbi Conger

shutterstock_194560145

I recently spoke with a key account manager at a major pharmaceutical company who shared with me the following anecdote. He was part of a “bake-off” among vendors competing for a major account and presented first. After the second vendor presented, our account manager heard back from the decision maker informing him that he won the business.

Read More

Choosing the Best Sales Negotiation Style

By Debbi Conger

successful-sales-negotiation-handshake

Much of the advice on how to conduct effective sales negotiations counsels you to use a collaborative sales negotiation style to achieve a "win-win" outcome, but there are situations where you are better off to be competitive in your negotiating style.

Read More

Get Email Updates

ASK US A QUESTION