Part of the Instant Sales Guides series The Negotiation Checklist Understanding the Customer ☐ What is the business issue they want to solve? (What’s their ROI?) ☐ Who is involved, who are the buying influences and how do they view us? (Executive Sponsor, User, Technical, Coach, Third Parties) ☐ Who are we actually negotiating with, […]
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- Tag Archives: BATNA
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Negotiation Checklist – Instant Sales Guides
June 2, 2010 – 5:50 pmPosted in Negotiation, Sales Guides Also tagged customer commitment, sales competencies, sales person, value proposition Comments Off on Negotiation Checklist – Instant Sales Guides
The New Buyer
May 19, 2010 – 10:19 amHave you noticed something has changed in sales? Everyone now talks about every sale being price sensitive – is this true or is it just sales people making excuses? Firstly, when I do account/opportunity reviews, I am still amazed how many sales people really cannot articulate their value proposition and show a clear line of […]
Posted in Customer Focus, Negotiation, Sales Process Also tagged business drivers, business issues, change, proposal, sales person, value proposition Comments Off on The New Buyer
BATNA – Best Alternative to a Negotiated Agreement
May 8, 2010 – 6:16 pmOne of the concepts that sales people often have difficulty with on an advanced negotiation skills course is BATNA. I intended to create a blog for this topic in the future but there is such a great BATNA example in the news at the moment, I thought I should cover it now. So the situation […]
Posted in Negotiation Also tagged change, culture, sales person, value proposition Comments Off on BATNA – Best Alternative to a Negotiated Agreement
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