6 reasons for a strategic negotiation process

Take a look at these results from a survey we conducted among salespeople:

  • 85% say negotiations have become increasingly more complex
  • 74% report having to face more professional buyers in the marketplace
  • 67% say they're seeing increased irrational behavior among their competitors
  • 63% report that customer relationships are becoming increasingly long term rather than short term
  • 85% say that more internal negotiation is now taking place than in the past
  • 58% report seeing major consolidations on both the buyer and seller sides

But what do all these numbers mean? Exactly how are they impacting sales negotiations, and in what way do they make the development and implementation of sales negotiation strategies so important?

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