Return to Step One
Step 1: Pick a Problem - Step 2: Pick a Reason - Step 3: Explore Solutions
Our Recommendations:
Leverage a sales process that establishes key components of a sale (pain, power, vision and value) so that when final negotiations occur, the close is more of a "non-event" or a natural conclusion to the sales cycle because most information has been known and agreed upon in a mutual working environment between the seller and the prospect
Allow sellers to explore a behind-the-scenes look at negotiating tactics of buyers so that they can anticipate and be prepared for them better
Leverage a method of preparing for final negotiations by anticipating potential requested concessions and the value of those concessions, by developing logic-based stands as to why concessions are unnecessary (from the seller's perspective), by seeking alternative options to deliver a "win-win" outcome and when necessary, providing concessions of low cost to the selling organization but of high value to the buying organization
Additional Questions to Consider:
- Do sellers anticipate concessions and prepare for final negotiations or do they generally have a pre-defined position of giving in on certain requests (i.e. built-in concessions)?
- Are sellers able to articulate and defend... the value of their "solution"?... the cost of delay to the negotiating prospect?... claims of competitive offers?
- How effective are sellers at minimizing a final negotiation by doing the right things earlier in the sales cycle (e.g. positioning quantifiable value, establishing a pattern of "quid pro quo", gaining agreement to the value of the solution and business case?)
- How creative are sellers at finding alternative ways to satisfy requests for concessions without giving in on price?
Next Step
Contact Us via the Web to discuss these recommendations
Call 1-704-227-6500
