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).

B2B 198

B2B Sales Decision-making Negotiation 198

MTD Sales Training

NOVEMBER 13, 2017

Account dominance (becoming the preferred supplier). If you can get to the position of being the dominant supplier, then the account becomes even more profitable. However, this is often done unequally and major supplier often has a number of advantages in terms of prices and profitability. Learning to negotiate is key!

Management 48

Management Suppliers Profitability Account Management 48

MTD Sales Training

APRIL 18, 2018

When we ask buyers what makes them purchase from particular suppliers, the answers can range from great prices to great value to great people and many others. When negotiating, how do you gain a clearer understanding of their positions and why they take the specific decisions they do? MTD Sales Training. Happy Selling!

Value Proposition 72

Value Proposition Decision-making Suppliers Negotiation 72

5600 Blue

OCTOBER 5, 2017

When they think they have found the answer, they reach out to suppliers to ask for quotes on a solution that aligns to the change they have identified. The sales rep then prepares a proposal as requested for their solution. A PROPOSAL IS GREAT, RIGHT?

Suppliers 52

Suppliers Decision-making Negotiation Publishing 52

MTD Sales Training

MAY 10, 2016

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.

Negotiation 48

Negotiation Client Relationships Decision-making Suppliers 48

MTD Sales Training

NOVEMBER 24, 2016

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.

Client Relationships 48

Client Relationships Suppliers Decision-making Negotiation 48

MTD Sales Training

JUNE 5, 2017

You could start by seeing if there’s any way the terms could be negotiated. For example, if they are haggling for a price reduction of 10% and you have found that the savings they will get over their current supplier will save them £10,000 over the year, you can determine if the savings will outweigh the value of the price reduction.

Decision-making 48

Decision-making Sales Suppliers Negotiation 48

Corporate Visions

NOVEMBER 7, 2018

76% of buyers will buy from a company that illustrates a buying vision—rather than another entry in a long list of commodity suppliers. Show your sales reps how to lead to your offerings by creating the urgency for customers to make a change in the way they’re solving for future challenges. Hey, I love a good book, too.

Meetings 64

Meetings Suppliers Sales Decision-making 64

Account Management Skills

JANUARY 11, 2022

He specialises in helping agency leaders and their teams negotiate more profitably. I’ve had it on my shelf for a few years now and it becomes a reference guide for negotiating. Negotiating to become more profitable, have better relationships, increased pricing, which some agencies are not very good at. So Chris, welcome.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

Zendesk

MAY 19, 2022

If you’ve ever taken sales training of any kind, you know that mastering sales vocabulary is shockingly difficult. Many sales terms sound interchangeable when, in fact, they mean drastically different things. Business-to-business (B2B) refers to sales that happen between one business and another. Sales script.

B2C 98

B2C Sales CRM Profitability 98