State of the Art Negotiation
Only 7% of respondents to a recent survey believe their sales teams are "highly effective." Yet we're reporting 90% more professional buyers and 90% more price pressure.
You'd think that the percentage of sales professions who are highly effective negotiators would be far higher!
Traditional negotiation skills training doesn't seem to help:
- only 6.9% consider their teams to be highly effective at negotiation.
- 70% still do not have regualrly scheduled negotiation planning sessions
- nearly 80% said they do not have a negotiation process
- 85% were not "extremely proactive" when managing negotiation
It's no wonder when customers demand a zero-sum concession - something for nothing - a whopping 81% of our sales teams will give it to them!
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