You are always negotiating, but are you doing it intentionally enough?
Negotiating is hard! Especially if you're not used to dealing with professional buyers.
Most people are really uncomfortable when they're negotiating and so they find themselves making concessions that they regret later. The value they give away weakens their credibility and costs their business too much during a contract term.
In this episode we look at how to manage ourselves in a negotiation and then how to prepare for negotiations so we feel confident and have a plan we can follow.
We take a look at the different negotiating variables your can leverage as well as some useful techniques and approaches that strengthen your position in a negotiation.
It's important to get the sales stages in place in the right order, if you start to negotiate too soon and you haven't created enough value for your customer, then you'll be in a weakened position!
If you need to, revisit the earlier episodes to put the right steps in the right order.
This episode is another cracker! Feel free to share it with other sales professionals in your network.
I'd love to hear your feedback on this episode and your top tips for negotiating, feel free to get in touch.
Be Inspired by the best sales professionals, sales leaders and coaches in the world of B2B sales. From IT services, medical devices through to coaching and consulting companies these principles will help you accelerate your sales performance and growth.
Using models from the best selling book INSPIRE, Influence, Sell and award winning programmes from Focus4growth, you’ll have the inside track on the psychology, skills and systems used by the world’s best sales teams.
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And I’m your host….. Justin Leigh.
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