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 …
Author Archives: Ken Jondahl
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 …
Continue reading “Step 2 – Gain Agreement on Next Steps – Negotiating to a win/win in B2B Sales”
An Article from the Economist I thought you might find interesting!
I recently read this article by the Economist “The Art of Selling” (The death of the salesman has been greatly exaggerated), and thought you might find it of interest. A couple of thoughts! If you sell, manage, or market products and services in a B2B (Business to Business environment) that require the following, I would maintain …
Continue reading “An Article from the Economist I thought you might find interesting!”
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 …
Continue reading “Step 1 is the Initial Meeting – Negotiating a Win/Win in B2B Sales”
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 …
Continue reading “Negotiating a Win-Win in B2B Sales – The 9 Main Steps”
How to Be Effective in Sales Using a 3 Legged Approach
The sales people who are achieving the highest success have 3 areas in common, based on a recent survey by Achieve Global. Have a high understanding of the customers marketplace Stay alert to buying signals to close at the right time Discover needs which the customer may not be aware of today
How to Align Sales and Marketing Around a 3 Legged Stool
The best of breed are aligning sales and marketing in 3 main areas. A common language How customers make buying decisions, (the buying process) A common sales method These 3 areas provide the best stability in the alignment of sales and marketing based on a recent study by Aberdeen and were found to lead to …
Continue reading “How to Align Sales and Marketing Around a 3 Legged Stool”
Buying Evaluation Plans Help Win More Opportunities
Last month we discussed the usage of a transition plan to gain consensus with the buying committee to move forward with the products and services offered. Let’s circle back to the beginning of the Evaluation Phase and discuss more around how to increase sales with the use of a Buying Evaluation Plan. Most buyers are trained …
Continue reading “Buying Evaluation Plans Help Win More Opportunities”