by Tom Williams & Tom Saine | Mar 5, 2018 | Negotiation, Price Demands, Procurement, Sales Skills, Sales Strategy, Selling to Procurement
If you have been in sales for more than a week you have encountered someone from Procurement telling you one or more of the following: “Your price is too high.” “I need a discount.” “Can you do better?” “Your solution is too expensive.” “You’ll have to do better than...
by Tom Saine & Tom Williams | Oct 5, 2015 | Healthcare Industry, Hospital Strategic Procurement, Negotiation, Sales Performance Management
Over the last several years, we have had the opportunity to work with a number of companies servicing the healthcare industry. While our discussions with sales managers and executives have spanned a broad range of topics, one of the most frequently asked questions...
by Tom Williams & Tom Saine | Jun 22, 2015 | Negotiation, Sales, Sales Strategy
In our everyday life, we negotiate “on the run” frequently. Your spouse says, “I won’t be able to pick up the kids from school today. I was hoping you could.” And you say, “That’s fine…but can you pick up the dry cleaning?” Relationships require frequent...
by Tom Williams & Tom Saine | Jun 1, 2015 | Hospital Sales, Hospital Strategic Procurement, Negotiation, Selling to Hospitals
If you sell to hospitals, it is imperative that you understand there is a new normal in hospital strategic procurement. We will use this as a generic term to also include hospital supply chain management, materials management and purchasing. Each of these terms are...
by Tom Williams & Tom Saine | Mar 16, 2015 | Hospital Strategic Procurement, Negotiation, Pricing, Sales Strategy, Selling to Hospitals
Is your sales organization throwing money down the drain with each deal that they are selling to hospitals? Be honest with yourself. It happens every day. You think you have the deal won and then someone says, ” all we need now is to get the PO through Strategic...
by Tom Saine & Tom Williams | Feb 17, 2015 | Call Planning, Negotiation, Sales Strategy, Selling Value
Recently we were asked by a client to develop a brief but interactive negotiation workshop that provided insight into handling the objection “your price is too high…we need a lower price.” In preparation for the session we developed a detailed case study that outlined...
