Secure The Win, Then Negotiate

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Sticking to the Sales Process
Adherence to the sales process increases win probability during negotiation. Each step plays an integral role in achieving success at the negotiation table.

Many rookies or overly excited sales professionals cater to the whims and requests of prospects. And, by catering, they step outside of the defined sales process.

These sales professionals discuss pricing before discovery thailand telegram data and send estimates before stakeholder interviews. They offer solutions before learning about desired outcomes and success criteria. They negotiate T&Cs before becoming the vendor of choice. These sales professionals even send proposals before holding a meeting to review them.

These are costly blunders that sacrifice leverage and whittle away at profit margins. This behavior makes your ability to win bereft and often leads to lost opportunities and decreased commissions.

Ultra-high performing salespeople take every opportunity to enhance their win probability. They have creative ways of bending malleable requests of prospects to their sales process. They are masterful and purposeful in aligning their customers’ buying and decision-making process to their own sales process.

So, remember that winning starts long before you ever sit down at the table to negotiate. Remain diligent and deliberate. Stick to the process and maintain your emotional control every step of the way. Make these changes and you’ll begin to see a difference in where you need to focus on actual sales negotiation strategies.A Better Virtual Customer Experience Brings Better Results
In a world where everyone is connected, you need to differentiate. As your organization makes the shift from in-person to virtual selling, here are 3 ways you can invest in your virtual customer experience.