Better Handle Pricing Pressure During Sales Negotiations
Almost every sales leader wants their sales team to better handle pricing pressure during sales negotiations to increase win rates, reduce sales cycles and improve margins. Our sales negotiation research backs up their desire. Based upon research over 3 years in 19 countries, across a wide range of industries, we identified the “most difficult” and “most common” verbal sales negotiation tactics. The results surprised us.
97% of Negotiation Tactics Are Predictable
While negotiations often feel unpredictable and challenging, 97% of the verbal tactics used globally followed a very, very predictable pattern that could be reduced to just two main propositions related to how to better handle pricing pressure during sales negotiations.
So Prepare For Your Negotiations Accordingly
All of us in complex sales understand that when clients pressure us on price, we need to clearly articulate value in a way that matters to our buyer during the sales negotiations process. But it is easy to get flustered in the moment and offer concessions or discounts that will haunt us in the end…with less revenue and/or with a precedent that will dictate every future negotiation with this client.
Three Sales Negotiation Tips
However, sales negotiation training professionals have three tips on how to better handle pricing pressure during sales negotiations and better manage the conversation when a client pushes back on price:
The Bottom Line
While high stakes sales negotiations often feel unpredictable, 97% of the verbal negotiation tactics follow two main propositions related to alternatives and price. Is your sales force adequately prepared for pricing pressure during sales negotiations?
To learn more about being better prepared for pricing pressure during sales , download the full research report How to Prepare For High Stakes Sales Negotiations
Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.
Want to know how you stack up against leading organizations? Receive a complimentary benchmarking analysis courtesy of an LSA Expert.
Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.
First we identify the key metrics you want to improve. Then we assemble a dedicated team of elite experts who have successfully solved similar problems with similar clients.
Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.
Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.