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Tag Archives: BATNA

Negotiation Checklist – Instant Sales Guides

June 2, 2010 – 5:50 pm

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, […]

By John | Posted in Negotiation, Sales Guides | Also tagged , , , | Comments Off on Negotiation Checklist – Instant Sales Guides

The New Buyer

May 19, 2010 – 10:19 am

Have 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 […]

By John | Posted in Customer Focus, Negotiation, Sales Process | Also tagged , , , , , | Comments Off on The New Buyer

BATNA – Best Alternative to a Negotiated Agreement

May 8, 2010 – 6:16 pm

One 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 […]

By John | Posted in Negotiation | Also tagged , , , | Comments Off on BATNA – Best Alternative to a Negotiated Agreement



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