Step 3 – Gain Agreement on a Summary Letter and a meeting to discuss it – Negotiating to a win/win in B2B Sales

This month’s article is about gaining agreement on what the next steps would be after a 45-60 minute meeting has occurred between you and a buyer. Remember, in all of these steps we’ll be discussing, use the concepts of ‘quid pro quo’ and ABC (Always be closing – for the next step!).

A reminder to the readers! This is a buy/sell cycle which is considered a complex sale. That means that more than one buyer will be involved in making a decision to buy from your company. The strategy and tactics we are pursuing in these articles is HOW to successfully work with a company that will ask multiple key buyers to be involved in making a buying decision. Our negotiating strategies and tactics are designed to include ALL relevant buyers in the buying process.

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