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 61

Negotiation Sales Decision-making Suppliers 61

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

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 60

Sales Suppliers Decision-making Sales Training 60

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 71

Sales Sales Training Brainstorming Communication 71

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