6 Strategies to Negotiating Successful Sales
An Unpleasant but Often Necessary Part of Selling Contrary to what some think, negotiating isn’t something that only takes place at the end of the selling process. We are actually negotiating and laying the groundwork for further negotiations throughout the sale. When the customer has agreed that your solution fits with their needs but there […]
Being Hammered by Discount Requests? Follow These 5 Steps.
Protect your margins while increasing your closing rate Naturally, we always want to sell value and reduce the times that customers ask you for a price discount, but regardless of your attempts, you will not be able to avoid them. You always have the ability to say no and lose the sale but if you […]
Six Steps to Negotiation Success
If you stay cool and follow these steps, your negotiations will produce agreements that last. Contrary to what some think, negotiation isn’t something that only takes place at the end of the selling process. We are actually negotiating and laying the groundwork for further negotiation throughout the sale. When the customer has agreed that your solution […]
3 Steps to Handling Discount Requests
Dealing with a discount request while maintaining profit margins and closing the sales requires delicate balance. By Michael Caron, President, Northbound Sales Despite your best attempts to sell value and remain firm on your price, some clients will press ahead with their request for a discount. After a solid attempt from you to reassure them that […]
Seven Steps to Win-Win Negotiations
We define a win/win negotiation, as an agreement that is equally beneficial to everyone. All parties come out of a negotiation with a workable agreement that benefits everyone involved. If your current negotiation strategies are not working for you, change your strategy. Think win/win and let the other person know about it right away. Be […]