Brooks Group

JUNE 12, 2023

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.

Negotiation 63

Negotiation Sales Decision-making Suppliers 63

MTD Sales Training

OCTOBER 14, 2019

Have you heard of the term ‘integrative negotiation’? It’s not a term used often but it’s a concept that can take your negotiating skills onto the next level. Here, we discuss what it is and how you can best utilise it in your negotiating meetings, especially if you need to get to a position during win-win bargaining.

Negotiation 58

Negotiation Suppliers Sales Training Meetings 58

Mike Kunkle

FEBRUARY 5, 2023

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 198

B2B Sales Decision-making Negotiation 198

MTD Sales Training

OCTOBER 5, 2018

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.

Suppliers 96

Suppliers Decision-making Procurement Negotiation 96

Brooks Group

SEPTEMBER 22, 2023

How to overcome need-based objections: In this situation, your sales reps must quickly identify the prospect’s priorities, and determine if there are any weaknesses in the current provider’s offerings. Read more about sales techniques for handling price objections in our 5 Step Formula for Handling Price Objections Like a Pro blog post.

Decision-making 79

Decision-making Sales Suppliers Sales Training 79

Brooks Group

AUGUST 28, 2023

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 62

Sales Suppliers Decision-making Sales Training 62

Brooks Group

JULY 14, 2023

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 74

Sales Sales Training Brainstorming Communication 74