In the April 2012 article on negotiating we discussed having a ‘roadmap’ in your mind about what the next steps in a buy/sell cycle should/could be after an initial 45 minute to 1 hour conversation with a key buyer at a prospect company. Our recommendation for a next step as we discussed last month is …
Tag Archives: Sales
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 …
Step 2 – Gain Agreement on Next Steps – Negotiating to a win/win in B2B Sales
As we discussed in the article in August 2011, “Negotiating to a win/win in B2B”, we will be providing some ‘HOW TO’ thoughts for the nine steps mentioned in that article. This month’s article is about gaining agreement on what the next steps would be after an initial conversation has occurred. Remember, in all of …
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End of the Year Sales Planning
We are going to take a break from the Art of Negotiating Strategies and Tactics series to bring back a newsletter from 2008. This month’s newsletter is composed of three articles that you may find of value as you race towards the end of 2011 and get ready for 2012.
Step 1 is the Initial Meeting – Negotiating a Win/Win in B2B Sales
As I discussed in the article in August 2011, “Negotiating to a win/win in B2B”, I will be providing some ‘HOW TO’ thoughts for the nine steps mentioned in that article. This month’s article is about negotiating the first ‘substantive’ telephone or in person meeting with a curious or interested buyer. The first of 9 …
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Negotiating a Win-Win in B2B Sales – The 9 Main Steps
If you search “negotiating” in Google, there are over 52 million possible items to read. Next, enter “The art of negotiating in business to business sales”, and there are still ~5 million items. What’s the point!? You can spin your head when trying to understand strategy and tactics to negotiating in a business to business …
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