A Sales Leader's Guide to Negotiations
Do you feel your sales team members cave too early on price? Or maybe they just aren’t as confident or effective in their negotiations as they could be? Consider these tips for cultivating effective negotiation practices through leadership excellence.
The "Odds Are" Factor
In order to successfully initiate the customer-sales professional relationship, a very important phenomenon must be taken into consideration. As a result of surveying over 30,000 sales professionals, we have determined that the “Odds Are” 2 to 1 that salespeople will experience a customer’s message in terms of how that message impacts themselves, rather than in terms of how that message is perceived by the sender (customer). Carew refers to this as the “Odds Are” Factor, and we explore the concept in this whitepaper.
Defending The Price
Sales professionals deal with the timeless challenge of handling price objections and defending against price erosion during negotiations. This whitepaper explores solutions to the underlying problems that drive pricing issues, as well as sales process and negotiation skills that can help offset pricing concerns.