Remove Blog Remove Negotiation Remove Sales Training Remove Suppliers
article thumbnail

The 9 Sales Negotiation Skills Your Reps Need Now

Brooks Group

Sales negotiation can be a source of dread for many sales professionals. With the right sales negotiation strategy & sales negotiation skills training, even this part of the sales process can remain warm and result in a mutually beneficial outcome for all parties.

article thumbnail

The Perplexing Power of Process & Methodology in Complex B2B Sales

Mike Kunkle

The above diagram is only one possible example and is a consultative example, where a solution is sourced and implemented (rather than a transactional example where a supplier is sourced and products are purchased, used, and replenished). There are so many things wrong with this approach that it’s hard to know where to start.

B2B 231
article thumbnail

3 Tips To Ensure You’re Selling To The Decision Maker

MTD Sales Training

Sometimes it may be a ploy used by the customer, to either boost their own ego or to bypass the stringent processes the company use decide the supplier list they are going to use. You may not want to discuss any negotiating positions with this person at present. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

article thumbnail

Value-Based Selling: 7 Essential Tips for Sales Leaders

Brooks Group

Using a 3-deep questioning strategy, the conversation with a prospect might go something like this: Seller: So, you’re having quality issues with your current supplier. Prospect: We spend a lot of time, energy, and money negotiating the returns and tracking down deliveries. How do those issues impact your business?

Sales 69
article thumbnail

The Top 7 Consultative Sales Approach Strategies for Your Sales Team

Brooks Group

Using a 3-deep questioning strategy , the conversation with a prospect might go something like this: Seller: So, you’re having delivery issues with your current supplier. Prospect: We spend a lot of time, energy, and money negotiating the returns and tracking down deliveries. How does that translate to your business?

Sales 83
article thumbnail

7 Steps To Build & Maintain Connections With Your Clients

MTD Sales Training

Ask any buyer what cements the relationship between them and their best suppliers, somewhere down the line this concept of connection will rise up. So, developing great negotiating skills can help you connect well with the businesses you deal with. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

article thumbnail

5 Quick Tips On Building Better, Long-Term Client Relationships

MTD Sales Training

When entering negotiations, we try to work on the same side of the table as clients. We like to partner with suppliers because it’s efficient and gets rid of the clutter. That helps salespeople to formalise and structure a strategic approach so the customer knows exactly what they can expect from their supplier. You should too.