Sales Negotiation Best Practices Whitepaper Download: The 2 Most Common Sales Negotiation Tactics to Prepare For.
Surprisingly, negotiating boils down to two main tactics. We have been on a relentless pursuit to determine if negotiation tactics followed any kind of predictable pattern or if negotiation is truly as random and unpredictable as most companies think. Our search took over 3 years in 19 countries, involved Fortune 500 firms from a wide range of industries and ended with a collection of the “most difficult” and “most common” verbal negotiation tactics.
The results astounded us. 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. The bottom line is that you and your sales team do not need to prepare for 53 tactics – or 33 or even 23. Nor is it about preparing reactive answers to the “I can get the same thing cheaper” tactic used most commonly to commoditize your solution and focus on price.
Can negotiation really be this systematic and simple? Yes – if you are willing to collect the right data and properly prepare. This can only be accomplished by systematically collecting the data on the negotiation before the actual event. We call it “fire prevention.” This goes a long way in helping you to stop reacting to your customer’s demands and to start taking proactive control of your negotiation outcome. It is about installing a simple, repeatable process for answering the two questions that enable your team to effectively, credibly and professionally handle the tactics used by buyers the world over.
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