Concession Strategy in Complex Negotiations–Planning Your Give-And-Take: Part 2
In “Concession Strategy Part 1” we explored what goes into a concession strategy, the importance of detecting your counter-part’s approach to negotiation (collaborative vs. competitive) and four guidelines for conceding. In Concession Strategy Part 2 we’ll focus on the five skills you should develop or refine to become a better practitioner of “win-win” negotiations. It […]
Concession Strategy in Complex Negotiations–Planning Your Give-And-Take: Part 1
Consider this situation. Your manager offers you a newly created sales management position that includes an increase in salary and a $30,000 bonus. As you reflect on the offer you realize that if you earn your bonus, your total compensation will increase but not markedly since you are paid a salary plus commission now and […]
Is Sales Planning a Waste of Time?
The Context In a recent sales workshop we had lunch with three sales representatives. For purposes of anonymity we will call them Abbie (A), Bill (B) and Charlie (C). It was 10 months into their fiscal year and the conversation turned to their sales funnels, sales planning activities and their efforts to close the year […]
Lesson Learned: No Response! Why?
In a recent sales workshop a participant asked us for some help to solve a problem that perplexed her. We asked for some context before she asked her question. Here is the scenario she (we’ll call her Sally to protect her identity) painted for us rather graphically. Have you ever found yourself in this situation? […]
A Sales Skill That is Often Ignored: Listening!
“Most people do not listen with the intent to understand; they listen with the intent to reply.” Stephen R. Covey Are you a great listener? Most, if not all, sales professionals would say that they are great listeners. While most sales professionals would receive high grades many would be wrong if their clients or customers […]
Do’s & Don’ts for a Successful Negotiation
Background No matter the complexity or size of the deal, there are certain Do’s and Don’ts that you should follow prior, during and following the negotiation. Your goal should be to reach a compromise that is fair and equitable to both parties. Remember–if you close the deal both parties will be partners. Negotiate a win-win […]
Questions You Should Ask About Hospital Committees!
If you sell a MedTech product, service or solution that occasionally or always has to go to a committee for scrutiny prior to a purchase or contract here are some questions that you need to know. Don’t be afraid to ask these questions. You may not always get the answers but it’s a sin of […]
Handling Disruptive Negotiation Tactics: Defusing Anger, Threats & Ultimatums
During the lunch break for a recent negotiation workshop a participant asked “How do you handle a customer who seems friendly during the sales process but turns into a monster when negotiating?” He shared with us a story of a mild mannered executive who was engaging and value-focused throughout the sales process but became aggressive, […]
Three Deal Killing Blind Spots in Negotiations
One factor common to all sales professionals is the nagging suspicion and doubt that surfaces in our thoughts as we approach negotiating a close to a major deal. Have I answered all my customer’s questions? Is my price low enough or has someone else brought in a low-ball number at the last minute? Can I […]
The Sales Representative’s Checklist for Collaborating with Procurement: Part 2
Do you see view procurement as a threat and necessary evil that must be managed carefully on each sales opportunity or do you view them as an ally that can help you facilitate the procurement process? Last week in Part 1 of this blog we described the changing role of procurement and the lens of […]
