The Vision Group

Negotiating to a Win-Win in B2B Sales - Step 4

May 2012 News Letter

The ABC's of Negotiating - Step 4 - Buy Cycle Steps

Win-Win NegotiatingIn 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 to gain agreement that the buyer has a "VISION" of a solution and wants to continue to evaluate your company and that you want to document this conversation in a letter and suggest some next steps.

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).

NOTE: In the article we will be referring to the small box label 4 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:

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