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Deadly Negotiation Strategies – The Bob Chronicles Part 8

Understanding the Sales Force

He shared that he sent out a proposal for well over $1 million and was prepared to begin negotiations. I hate negotiations because most negotiations can be avoided if the salesperson simply conducts thorough qualification and discussion of terms up front, prior to ever sending a proposal. Stop negotiating!

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Negotiating Price Increases

Sales and Marketing Management

Higher costs caused by inflation may appear to make sales negotiations more challenging, but it could actually make them easier. The post Negotiating Price Increases appeared first on Sales & Marketing Management.

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3 Things Your Sales Negotiation Strategy Might Be Missing

Force Management

A well-defined negotiation strategy is a critical component of an organization’s success. A great negotiation strategy goes beyond individual seller skills - leaders should create a repeatable framework to ensure negotiation is being executed consistently across all deals to ensure maximum revenue.

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The Most Successful Negotiation is The Negotiation That Isn't Needed

Understanding the Sales Force

Another thing that doesn't make any sense is the "Negotiate" step I see in the sales processes of most companies. Why are we negotiating? What are we negotiating? How are we negotiating? The only thing that's clear is when we are negotiating and apparently, it's right before closing. Why is it there?

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7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

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Effective Counter Negotiation Tactics to Use when Buyers Lead with the First Offer

SBI Growth

One frequently discussed issue by negotiation experts is when you should make the first offer in a negotiation. Conventional wisdom is to never make the first offer in a negotiation. After all, by making the first offer, you risk "showing your cards" too early and leaving money on the table.

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Refining Your Closing Process to Accommodate Online Negotiations

Sales and Marketing Management

At least some part of sales negotiation has shifted permanently to online. The post Refining Your Closing Process to Accommodate Online Negotiations appeared first on Sales & Marketing Management. Body language and other aspects of in-person conversations won't play a role, but other strategies have become more important.

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In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.