Tag: Negotiation

dangers-discounts
Your customers may love discounts but are they good for business? We shed some light on the dark side of discounting and how they might negatively impact your business.
procurement-sales-negotiation
Today’s B2B sales landscape has changed vastly; relationship selling is dead and procurement departments are more stubborn than ever. We discuss how to win in such a volatile landscape.
haggle-negotiate-pricing-winning
Good negotiation is a commendable talent, but businesses need the skills to deal with good negotiators. Protecting your profitability from good negotiators requires ardent compliance to pricing policies, a flexible pricing infrastructure and the ability to say “no”.
For many lost deals, price was not the factor; perceived quality was the driving force behind the decision. Collect customer feedback and use lessons learned to refocus your service-delivery model and win more deals.