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.
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. Behind every great deal that closes, there’s a great sales leader who is focused on aligning a negotiation strategy around key best practices.
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.
It is our belief that in order for a sales negotiation training to be effective, it has to be meant for salespeople and any other customer-facing role. An effective negotiation process provides a structure that creates and captures value, and gives your teams the ability to execute repeatedly.
You're not negotiating hostages or trying to buy a used car. You're trying to close large deals that preserve margin, grow value & enhance ongoing relationships. That’s why a methodology that focuses on sales creates measurable results for companies. Learn how Value Negotiation created measurable results for Zendesk and ClickSoftware.
Start coaching your sales managers and reps to preserve margin and capture value through the final stages of the opportunity. Our Value Negotiation methodology moves the needle.