13Secrets To Avoid

DISCOUNTINGDuring Sales Negotiations

Sales people often give discounts to win business without understanding the

impact on bottom line

This can destroy profit margins when typically not necessary to close

the business

Price becomes important to the customer when they believe all

the options are the same

Understanding the customers needs and having a better solution will win

over the lowest price option

13 Tactics to Improve

the Value of Your Deals

1. PLAN: Planning is the single most important aspect of successful negotiating

2. PROBE: Interests can often be satisfied in multiple ways that don’t involve discounting

3. NEGOTIATE ON VALUE: Be prepared to communicate the tangible worth to the customer

4. PRE-SELL: Pre-sell vertically and horizontally within the organization to build support at multiple levels

5. POWER: Find out where your power lies with this deal

6. COMPARED TO WHAT: Do your homework and position your solution to highlight your strengths

7. SHARED INTERESTS: The customer is at the table because they have something to gain from buying from you

8. OPTIONS: The more options there are to consider, the better chances of coming to a mutually beneficial outcome

9. TRADE: Unless you know the cost of the trades you’re making, you can give away more than you realize

10. SEQUENCE: Hold back on certain offers and trade-offs until later in the negotiation

11. WALK AWAY POSITION: Know those issues you aren’t willing to negotiate and at what

point it isn’t worth it for you to continue

12. TACTICS: Use appropriate tactics and countermeasures to advance your positions

13. DON’T TAKE IT PERSONALLY: Getting defensive or adversarial will only serve to

increase distance between the two parties

With an understanding of negotiation principles and

thoughtful planning...

Sales Reps can negotiate based on value instead of on price

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By Ray Makela

@RayAMakela