Tag Archives: negotiation

Negotiation strategy – positioning the glass as half full

Role of anchoring in crafting and executing a successful sales negotiation. Continue reading

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Sales negotiation – 4 table stakes

In today’s B2B buying environment, negotiation is likely to be part of any sales cycle.  It is also true that the buying process is no longer a simple linear step-by-step interaction between the customer and the seller; hence negotiation may … Continue reading

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Sales negotiations – trust is imperative!

The critical centerpiece of a great customer relationship is always that fragile element: trust. Trust is never something that comes easily, but it has many payoffs, including customer loyalty. However, it can sometimes be tough to maintain if a difficult negotiation is taking place. This blog post shares best practices for building trust. Continue reading

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3 pitfalls when developing an account strategy

In major accounts, one-size-does-not-fit-all is a cornerstone proposition for formulating a winning account strategy. There are no generic customers in major accounts. So there are no winning generic account strategies. Each customer is unique and each major account strategy must take that uniqueness into consideration. Here are three pitfalls that will make a successful account strategy less likely.
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Combating dirty tricks in sales negotiations

In most B2B sales both the account executive and the customer are interested in achieving a win/win result because the relationship is one that has existed and will continue to exist in the future. So attempting to gain some short-term advantage, particularly by trickery, does not make a lot sense for either side. This blog shares three common “tricks” and how they might be addressed. Continue reading

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Negotating in major accounts

Because of the complexity of the negotiation itself and the significance of getting it right, the actual plan for a major account negotiation must be developed with care. In any major account, if the sales team does not develop a well-conceived and coordinated negotiation plan, they are playing Russian roulette with the long-term relationship with the customer and with the profitability of the sales opportunity.
In major accounts, the negotiation process is complex with many false starts, barriers along the way, and from time to time unanticipated good fortunes. Very few, even the most talented, can navigate the journey without a well-developed road map.
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Developing a road map for a major account negotiation

Because of the complexity of the negotiation itself and the significance of getting it right, the actual plan for a major account negotiation must be developed with care. In any major account, if the sales team does not develop a well-conceived and coordinated negotiation plan, they are playing Russian roulette with the long-term relationship with the customer and with the profitability of the sales opportunity.

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Posted in Negotiation, Sales Negotiation, Sales Strategy, Sales Training, Sales Training Best Practices, Uncategorized | Tagged , , , , , , , , , ,

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