Categories: Sales Negotiation
When companies are giving away too much in the sales cycle, they often lack a repeatable process that enables sales teams to effectively negotiate. We see the problem frequently, especially when greener reps have to push deals through with seasoned procurement professionals.
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Categories: Sales Negotiation
Successful sales negotiation depends on more than just an individual seller’s set of skills. Mastering tactical maneuvers will never provide the kind of framework your sales team needs to consistently win great deals for your company. An effective sales negotiation process leverages the value and differentiation of your company’s offerings, creates alignment across internal departments and provides sellers with a repeatable framework to use successfully in the field. You may have a relatively young sales force that's frequently having to negotiate with seasoned procurement professionals. Perhaps, you find yourself getting increasingly frustrated with the fact that your team is always having to discount on price. Or, you know as a leader, that there is a lack of consistency in how your salespeople approach deals. If you're dealing with any of those challenges, it's likely your organization could benefit from developing some key negotiation tools that support your salespeople's ability to negotiate on value.
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Categories: Sales Negotiation | Sales Process
When a sales negotiation results in a less than desirable outcome for your company, there’s often one thing that’s missing. It’s likely there was a lack of realization that negotiation starts very early in the sales process.
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Categories: Sales Negotiation
For most sellers, their negotiation experience comes from a personal frame of reference. If their experience has been that negotiations is tactical and they’ve traditionally included procurement at the end of the deal, that’s probably how they’ll continue to approach professional buyers within the sales process.
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Categories: Sales Leadership | Sales Negotiation | Sales Process
A great sales process should include a great negotiation strategy - one that helps professional buyers fully understand the value and differentiation of each option. And one that helps them make the best decisions for their company. As a sales leader, you need to enable your team to prove the fit and justify the value of your offering in a way that allows you to preserve margin and charge a premium for your product and services.
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Categories: Sales Negotiation
Despite what many of your sellers may believe, procurement is not where good sales deals go to die. A shift in your team’s mindset about when and how to communicate with professional buyers can increase opportunities and create great deals. As a sales leader, your negotiation strategy should help your sellers communicate the value of your offering and mitigate risk for the buyer. These six truths can help your sellers demystify the professional buyer and understand how to successfully work with procurement to negotiate winning deals:
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