Of course, the goal in a sales negotiation is to resist providing concessions. Unfortunately, this isn’t always realistically possible. You may say to yourself, “Concessions are the cost for business.” However, this is not necessarily true if you can change the way that you provide concessions, instead of just going with the concept of quid […]
Just a little planning goes a long way in closing business as forecasted, and with minimal concessions … Eliminate unnecessary delays and needless concessions when closing business, by being properly prepared. Use this handy planning tool to identify potential exchanges of equal value for use in final negotiations.
The risk associated with making a major purchase is not a new emotion to buying and selling, however, it appears to have taken on more significance given the current economic conditions.The first step in overcoming buyer risk is…
Final negotiation is a critical part of the sale. In fact, one can execute perfectly during the sale but at the very end leave large amounts of money on the table. Especially in today’s challenging market conditions, the end of a sales cycle can create anxiety and even desperation. When this becomes systemic company margins suffer and in extreme cases companies go out of business.
Almost half (45%) of sales managers believe that their teams need improvement in their ability to sell the value of their solutions to customers, according to the latest survey conducted by CSO Insights. Sales Teams’ Ability to Sell Value and Avoid Discounting (Copyright 2009, CSO Insights, used with permission.) Why do so many salespeople struggle […]