B2B Street Fighting Blog

best practice to negotiate larger deals more quickly

Posted by Carrie Welles on Thu, Nov 07, 2019 @ 04:15 PM

‘I sent my customer a proposal. They accepted it on the spot with no changes, and I closed the deal,’ said no salesperson ever!

Salespeople must understand that submitting a first proposal to their customer is an invitation to the negotiation dance. A dance that includes price concessions, line-item negotiating, demands, and giveaway pressure. Even if you have executed your sales process flawlessly, there will always be missing information and uncertainty in a customer negotiation. With the best intentions, salespeople set out to sell solutions only to end up negotiating price. They believe customers will view and negotiate the package as a whole. When in reality, customers enthusiastically negotiate line by line, and then inevitably pull price out of the equation and place a bullseye on it.

What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is. Multiple Solution Options

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Tags: negotiation skills for sales, effective negotiation, multiple solution options

sales training spotlight: negotiation blueprinting

Posted by Marie Dudek Brown on Wed, Jul 17, 2019 @ 07:57 AM

You could argue that when it comes to sales success, no skill is more important than negotiation.  

For reps and sales leaders, effective negotiation can often be the difference between a crushed number and a missed quota. The best sellers are able to “change the conversation” from price to value.

So how can you train reps and raise the overall negotiation competency of your organization to be among the best in the world?

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Tags: brian dietmeyer, webinars, effective negotiation

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The B2B Street Fighting blog brings you the latest on what's happening in the real world of business negotiation.

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