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Tim Caito

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Categories: Sales Negotiation  |  Sales Process

Is Your Internal Process Crippling Your Sales Negotiations?

There are two sides to every sales negotiation - the negotiation with the customer and the internal process that's going on in your own company, as your salespeople try to move a deal forward. When we ask sellers if their internal process helps or hinders their customer negotiations, the answer is always the latter. Most of sales leaders agree their internal process isn't really a process at all, rather a series of one-off requests and fire drills. That's why we encourage growing organizations to develop a negotiation strategy at the organizational level that's aligned with the company's overall growth strategy. Developing that plan requires intention and a concerted effort across your company, but the measurable results are worth the effort. The negative consequences of not taking action may be the very things that prevent your organization from truly realizing your revenue goals.

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Categories: Sales Conversation  |  Sales Negotiation

How Do You Define Value Specific to Your Customer?

One of the most-often missed points from salespeople using a value-based selling methodology is how  to define value. Here’s one definition: Something that provides incremental benefit to the customer, beyond what they would achieve from their most likely alternative (e.g., a competitor, doing it themselves, or even doing nothing). However, the pivotal point in regards to this definition is that it must align with what the customer wants to achieve. What are the positive business outcomes the customer is looking to achieve?

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Digging Deep Creating the Right Questions Flow for Effective Discovery

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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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Blog Feature

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. Most organizations know their approach to customer negotiations could probably use some work. In a fast-paced selling environment, competitors are 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 get it right on every deal from the start of the sales process. 

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Blog Feature

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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Blog Feature

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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