The ABC's of Negotiating the 9 Main Steps in a Buy-Sell Cycle
Just for fun go to Google or Bing and search negotiating or the art of negotiating in business to business sales. You will most likely conclude that the discussions on negotiating are like mouths! Everybody has one!
Over the next several months we are going to write about all facets of negotiating in business to business sales based on some fundamental and practical approaches. As many of you who know us know, we are pragmatists. We know what can work in complex buy-sell cycles in a business to business environment and are going to share those ideas with you.
These practical strategies and tactics have evolved over more than 30 years of learning, implementing and consulting with organizations all over the world using sales methodologies such as SPIN®, Solution Selling®, CustomerCentric Selling®, and The Vision Group Methodologies™.
Take a few minutes and preview the subjects we will be writing about when discussing practical negotiating with buying committees and individuals as you work with your prospects and clients in B2B sales in complex sales situations.