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Tim Caito

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Categories: Sales Negotiation

How Sales Negotiation Training Courses Can Improve and Bring Value to Your Sales Team

There's a point as a sales leader when you know you need to make an investment in improving your sales team’s negotiating effectiveness. They see their sales teams routinely facing these negotiating challenges:

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Categories: Sales Negotiation

Why Your Sales Negotiation Training Isn't Working

There isn’t a company leader out there that believes his/her team has crafted a perfect negotiation strategy that will work seamlessly in any sales situation. Most organizations find their approach to customer negotiations could probably use some work. In a fast-paced selling environment with competitors constantly pushing new solutions and “incentives” at customers and those same customer’s demanding more “value” every day, you can’t afford to rely on an average approach to sales negotiation. You’ve got to make sure you get it right the first time.

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Categories: Sales Negotiation

3 Common Misconceptions About Sales Negotiation

There are several misperceptions about sales negotiations that have carried over from outdated, old-school beliefs about negotiating with customers. The three most common misperceptions are routinely combined to limit the negotiating effectiveness of customer-facing teams.

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Categories: Sales Negotiation  |  Sales Process

Is Your Sales Process Crippling Your Negotiation Strategy?

We like to say that, “all the sins of the sales process come home to roost in the negotiation.” Meaning there is a clear correlation and intersection between your sales negotiation and sales process. If you’ve got a negotiation problem, it could very likely be tied to the ineffectiveness of your sales process.

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Categories: Company Alignment  |  Sales Negotiation

How to Align Multiple Functions Around Your Sales Negotiation Strategy

Many companies mistake sales negotiation as a function conducted exclusively by sellers. We consider negotiation a team effort. In a complex B2B sales environment, it is rare for an individual seller to negotiate an entire deal on his/her own without the support, guidance and active participation from the rest of the organization. There are multiple functions and teams involved in negotiation alongside the sales team. You would be doing a disservice to your company to only involve your sales team in the creation and execution of your negotiation strategy. Each function must have a clear understanding as to how negotiation is executed and agree upon what a great deal looks like.

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