RAIN Group

SEPTEMBER 13, 2021

Whether you work on a sale for 9 hours, 9 weeks, or 9 months, when you get to the negotiation phase of the selling process, you can lose the sale in an instant. And even for those sellers who win the sale, the negotiated outcome may not be the best.

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RAIN Group

SEPTEMBER 22, 2021

The #1 essential rule of sales negotiation is Always Be Willing to Walk Away. You know when you should walk when you know your BATNA, or best alternative to a negotiated agreement. When you’re feeling calm, clear-headed, and confident, you’re more likely to be a successful sales negotiator.

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Negotiation Management Sales 105

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.

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Hubspot Sales

AUGUST 21, 2023

Price negotiation is central to virtually every sales process, and understanding how to properly prepare for one can be a big help in reducing stress and improving results — especially if you're new to the process. 10 Key Steps to Preparing for a Successful Price Negotiation 1. Confirm that there is actually a deal to negotiate.

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Negotiation Decision-making Sales Management 76

The Center for Sales Strategy

FEBRUARY 4, 2020

The sales pitch is delivered, objections are resolved, and the contract is sent. But then — the email comes through, and suddenly you’re scheduling a sales negotiation. And while negotiations can go in an infinite number of directions, honing-in on these six sales negotiation tactics will help close the deal.

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Negotiation Sales Management 77

Zendesk

NOVEMBER 2, 2022

Looks like it’s time to begin negotiations. Life in sales isn’t so different from navigating the delicate conversation of movie preferences with your partner. There are real benefits to be had from honing your diplomatic skills and establishing a set strategy for guiding leads from the top of the sales funnel to the bottom.

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Sales Readiness Group

APRIL 11, 2019

Negotiating with Procurement can be challenging. In this video, you'll learn five sales negotiation tactics you can use when negotiating with Procurement.

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Procurement Negotiation Sales 109

Hubspot Sales

OCTOBER 3, 2022

Plus, how you can leverage BATNA's key negotiation tactics to ensure your business and your customers are both benefitting from a deal. BATNA stands for Best Alternative to a Negotiated Agreement. When you're negotiating, you need to ask yourself, 'What are the concessions I'm willing to make? What does BATNA stand for?

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Sales Gravy

DECEMBER 23, 2019

In this podcast, Jeb Blount gives you seven rules that will help you win for your team in sales negotiations. In this podcast, Jeb Blount gives you seven rules that will help you win for your team in sales negotiations.

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Software Sales Guru

FEBRUARY 12, 2024

Put Some Snot In Your Potatoes I’ve said before that sales negotiations are a game, and one of the most common plays a buyer has is the flinch: you state the price and they almost fall out of their chair. Read more The post Put Some Snot In Your Potatoes appeared first on Software Sales Gurus.

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Negotiation Software Software Sales 130

Hubspot Sales

JANUARY 17, 2019

By the time a sales engagement reaches the negotiation stage, the rep can see the revenue at the end of the tunnel. But negotiations can go awry quickly and in any number of ways. Here are the worst mistakes reps make when they negotiate. 6 Negotiating Mistakes Sales Reps Make. Negotiating Too Quickly.

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Negotiation Decision-making Sales 97

Sales Readiness Group

SEPTEMBER 29, 2022

If you dread the final negotiation, you’re not alone. One minute you’re about to close a large sales opportunity and the next, you’re facing a series of roadblocks.

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Negotiation Procurement Sales Management 62

MTD Sales Training

DECEMBER 16, 2019

Being able to negotiate effectively is one of the most important skills you can build in your sales armoury, as it has a direct effect on your margins and overall profitability, as well as ensuring your customers get the best service possible. It’s your next ‘point of negotiation’ and they can start from there.

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Hubspot Sales

FEBRUARY 1, 2018

Like most skills, your ability to negotiate improves with practice. There’s a lot on the line during a negotiation with the buyer. Enter negotiation role play exercises. Sales Role Play Exercises. Sales Role Plays. The same concept can apply in sales. However, getting opportunities to practice isn’t easy.

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Negotiation Sales Sales Training Sales Management 129

Sales Readiness Group

MAY 23, 2019

Before your next sales negotiation, ask yourself these questions to ensure a successful outcome. A great sales negotiation process to increase your leverage.

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Negotiation Sales 83

Force Management

JULY 7, 2021

A defined negotiation strategy is a critical component to an organization’s success. If you’re seeing these challenges across your sales organization, it’s time to shift your sales team’s approach:

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Negotiation Sales Organization 65

RAIN Group

JANUARY 30, 2019

One of the biggest mistakes sellers make in a sales negotiation is letting buyers take control of the negotiation, leaving you to play defense. In our white paper, 6 Essential Rules of Sales Negotiation , Rule #3 is: Lead the Negotiation.

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Sales Gravy

DECEMBER 19, 2019

Jeb Blount and Patrick Tinney continue their conversation on sales negotiation and examine specific sales negotiation techniques and tactics. Jeb Blount and Patrick Tinney continue their conversation on sales negotiation and examine specific sales negotiation techniques and tactics.

Negotiation 57

Negotiation Sales 57

Red Star Kim

FEBRUARY 21, 2024

See the section below on negotiation. Questions in persuasion and negotiation – Influencing Questions play an important role in persuasion and negotiation too. Some negotiators suggest you avoid using “ Why” questions as it can imply criticism. How can I help to make this better for us?” “How

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RAIN Group

FEBRUARY 12, 2020

What are the best strategies for success in sales negotiations? How is negotiating with procurement different? The RAIN Group Center for Sales Research recently studied 713 buyers and sellers in a major global study to answer these questions and more. What do buyers really want? Which tactics work best for buyers?

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Negotiation Procurement Sales 52

Sales Gravy

DECEMBER 19, 2019

Every sales professional must negotiate at some point in the sales process. This is Part One of a conversation with Patrick Tinney, negotiation expert and author of Unlocking Yes. Every sales professional must negotiate at some point in the sales process.

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Negotiation Sales 57

RAIN Group

FEBRUARY 5, 2020

Whether you work on a sale for 9 days, 9 weeks, or 9 months, you can lose it in an instant during the negotiation. Plus, many sellers make serious negotiation mistakes that drive down profits and damage customer relationships. ET Presenter: Mike Schultz Cost: Free.

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Negotiation Profitability Sales 52

Sales Gravy

DECEMBER 19, 2019

In part four of this impactful conversation on sales negotiation strategies and tactics, Jeb Blount and Patrick Tinney help you become a more effective negotiator.

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Negotiation Sales 57

Sales Gravy

FEBRUARY 29, 2020

Get Jeb Blount's New Book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal At the strategic level, sales negotiation is like a chess game, but at the tactical level, it’s like playing poker. Listening is where effective sales negotiators earn their stripes.

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Negotiation Stakeholders Sales 53

RAIN Group

OCTOBER 11, 2017

When it comes to sales negotiations, all too often sellers: Don't plan for successful negotiated outcomes. Let the buyer define the negotiation process and venue. Allow the buyer to set the agenda for negotiation-focused meetings. "Leadership is the capacity to translate vision into reality.".

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Negotiation Leadership Sales Meetings 78

The Center for Sales Strategy

FEBRUARY 1, 2024

Negotiation is an art, often perceived with a mix of hesitation and intrigue. Especially in sales, negotiation is not just a skill; it's a necessity. But the essence of effective negotiation lies in the approach: it's about collaboration, not confrontation.

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Negotiation Sales 122

Software Sales Guru

JULY 5, 2021

Giving Concessions is Not Negotiating Master negotiators make sure their counterpart walks away from the table feeling like a winner. Giving concessions is not negotiating. The post Giving Concessions is Not Negotiating appeared first on Software Sales Gurus. And they do so with a minimum of concessions.

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Software Sales Guru

NOVEMBER 22, 2021

One of my First Negotiations I’ve said before that a master negotiator makes sure his counterpart walks away from the table feeling like a winner. All savvy buyers are players, and they love negotiating, which they treat like a game. The post One of my First Negotiations appeared first on Software Sales Gurus.

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Negotiation Software Software Sales 147

RAIN Group

MARCH 25, 2020

In most industries, sales are stalling. It's essential that sellers are the best they can be, and that includes in sales negotiation. In fact, every dollar preserved in a negotiation goes straight to your bottom line. Buyers are cutting spend and pushing vendors for deep discounts. This is an unprecedented time.

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Negotiation Sales Marketing 45

RAIN Group

NOVEMBER 27, 2019

Preparation is often the greatest determinant of negotiation success. Across negotiation studies and surveys, sellers who get the best outcomes: Know what they sell. Prepare for each negotiation with trades, counteroffers, and knowledge of their walk-away points.

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Negotiation Sales 126

Software Sales Guru

NOVEMBER 8, 2021

Mobile Defense Plan When a salesperson believes the buyer has the money, and thus all the leverage, negotiating a deal feels insurmountable. Instead of turning into a wimpy seller, learn to deploy the Mobile Defense Plan for sales negotiations. The post Mobile Defense Plan appeared first on Software Sales Gurus.

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Negotiation Software Software Sales 147

Red Star Kim

FEBRUARY 22, 2024

It’s helpful in conversations, critical thinking and negotiation. – Kim Tasso March 2010 How do you close a sale? Long before I learned of the value of Socratic questioning in coaching and counselling, I remember an editor asking me to use Socratic questioning in some writing. So what is Socratic questioning? Questioning skills).

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Software Sales Guru

APRIL 25, 2022

Lessons From a Savvy Seller A seasoned sales leader, who I had the privilege of working with, pointed out that, as a young salesperson, he made three mistakes at the end of a long sales cycle as he entered the final negotiation: No real plan. The post Lessons From a Savvy Seller appeared first on Software Sales Gurus.

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Negotiation Software Software Sales 182

Holden Advisors

FEBRUARY 18, 2022

Want to negotiate a winning deal? This even occurs when companies develop their process and systems to the point that a customer should have a positive feeling by the end of the transaction/negotiation. It stands to reason that, in general, the higher on the pyramid your customers’ experiences are, the better your negotiation power.

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Customer Experience Negotiation Decision-making Small Business 195

Engage Selling

JUNE 8, 2018

I was running your sales team and there had to be one thing that I would insist on, it would be this non-negotiable, mandatory behavior from all salespeople. ??????????????????If All salespeople should be required to have four or more active relationships inside … Read More »

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Negotiation Account Management Management Sales 55

Holden Advisors

OCTOBER 21, 2021

Those negotiations are often tough and focus on price. As a result of those brutal negotiations, the oftentimes smaller seller will lose money or barely break even. The truth is that we see large and small sellers often give too much during hard, price-oriented negotiations with big customers. They are on track!

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Negotiation Suppliers Profitability Government 195

The Center for Sales Strategy

APRIL 2, 2024

Given the similarities, a sales team can benefit from coaching the same way athletes do. For salespersons, coaching can help refine critical skills like negotiation, communication, confidence, and decision-making. Salespeople, just like athletes, encounter setbacks like pressure to perform and rejection in their day-to-day work.

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Negotiation Decision-making Communication Meetings 107