Live Virtual Workshop - Coming Soon!
Do you and your sales team understand the difference between selling and negotiating processes? Most people think of negotiating as part of the sales process – a virtual business arm-wrestling step that’s a necessary evil. But is it? Not really.
We are talking to many business owners and one of the biggest concerns we are hearing revolves around negotiation and how to support their sales teams to close deals in a manner that’s good business for everyone. The top three things we’re hearing:
1. Financial: buyers/owners are mindful of cash flow, and there are more conversations regarding discounts or specific payment terms.
2. Operations: when it comes to the delivery of products and services, there are conversations around options that may be different than how things have been done in the past, and some of those changes may come with additional costs and expenditures.
3. People: with an evolving marketplace, the way we do business must evolve as well. How do you communicate with and enable your team to adapt to any new changes that may be happening, instead of waiting for business to return to “normal?”
• Free for all clients on retainer