This playbook contains tools and techniques to help you define an effective Sales Negotiation Process for your team.
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.
A successful Sales Negotiation process is positioning the value you create for your customer and aligning your organization on the definition of a great deal.
Here are three common mistakes organizations make when rolling out sales negotiation training.
See our Value Negotiation training in action in this video.
There are several misperceptions about sales negotiations that have carried-over from outdated beliefs about negotiating with customers. Here are the top misconceptions.
Five widely-held beliefs about sales negotiation that are based on false assumptions.
Here are some tips to figure out if your sales problem is caused by your sales process or sales negotiation.
Negotiation is happening in every sales conversation and at multiple touch points when managing ongoing customer relationships.
Sales negotiation is an organizational competency that should be based on the value you articulate to your customer throughout the sales cycle.
Here are key negotiation tools that support your salespeople's ability to negotiate on value.
Behind every great deal, there’s a great sales leader who is focused on aligning a negotiation strategy around these best practices.
A team strategy can help drive sales negotiation success.
It may be difficult to take emotions out of a sales negotiation. A defined negotiation process can help sales leaders coach their sellers to success.
To improve your sales negotiations with procurement, you have to negotiate on value.
We're sharing the top sales negotiation tactics sellers can use with procurement.
Providing procurement with subject matter expertise can help improve sales negotiations
To truly understand procurement, you’ve got to understand where they come from.
Determining what your customer needs in a solution is a pivotal component to successfully closing a deal. Learn the one thing that's missing in negotiations.
If you want to enable your reps to negotiate on more than price, you need a strategy that enables value-focused negotiations. Four skills to arm your team with.
The best way to minimize a price-only sales negotiation is to provide choices to your customer and present multiple options.
Let go of the power struggle in sales negotiations, close great deals and negotiate on value.
