Create a comprehensive strategy for each account so you are consistently presenting new ideas that maximize profits for you and your clients.
Develop tools and processes that document requests and tradeoffs already made as well as how to turn every customer request into an opportunity for a tradeoff.
Using a business case or ROI projection, help your buyer recognize benefits in order to validate the value received for your price.
Use the Sales Excellence Negotiation Process to identify and overcome objections, reach mutually beneficial agreements, and bring business to closure.
Internalize and apply the Top 10 Rules of Effective Negotiation to position yourself to win while commanding a premium price.
Establish primary and secondary negotiation strategies and the top three tactics for each.
Establish parameters that detail what’s negotiable and what isn’t.
Establish effective competitive differentiation based on what your buyer values
Learn to minimize price erosion and protect profitability using tradeoffs, counter offers, and hypothetical resolutions.
Learn and practice the Top 10 Most Effective Negotiation Techniques.