The Vision Group

Negotiating to a Win-Win in B2B Sales - Step 3

Apr 2012 News Letter

The ABC's of Negotiating - Step 3 - Summary Letter

Win-Win NegotiatingAs we discussed in the article in August 2011, "Negotiating to a win/win in B2B - 9 Steps", 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 a 45-60 minute conversation has occurred.

Remember in the Nov 2011 article, step 2, we successfully negotiated another 45 minutes to 1 hour meeting after the initial 10-15 minutes.

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).

NOTE: In the article we will be referring to the small box label 3 in the image below.

Negotiating win-win in B2B Sales

Please feel free to call or email if you would like to discuss ideas around various programs to increase the effectiveness of your sales, consulting, and marketing personnel.

Happy Selling!


All Star 2010

The Vision Group

Phone: 952 475 1475



The Vision Group helps small & medium sized organizations optimize one of their most expensive business assets:

  • Sales representatives
  • Managers of Sales & Marketing
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  • Product management
  • Marketing personnel

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