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
Before your next sales negotiation, ask yourself these questions to ensure a successful outcome. A great sales negotiation process to increase your leverage.
Managing difficult negotiations is not easy, the TACTIC model can help you deal and communicate with a manipulative sales negotiator.
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
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
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
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
"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
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
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.
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