Categories: Sales Conversation | Sales Negotiation
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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Categories: Sales Negotiation
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 | Sales Productivity
It's the age-old question. How can you get your sales teams selling more, faster? We have spent countless hours helping some of the most successful sales organizations do just that. So, today on the blog, we're sharing a short list of ten small changes you can make with your sales team that will help boost sales.
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Categories: Sales Negotiation
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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Categories: 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There are several misperceptions about sales negotiations that have carried over from outdated, old-school beliefs about negotiating with customers.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
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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