Negotiation & Dealmaking
What impact do these common challenges have on your business?
Account managers giving away freight/ shipping without a thought.
Sellers not understanding the full spectrum of customers' decision criteria.
“Curveballs” showing up at the last minute of a negotiation.
“Curveballs” showing up at the last minute of a negotiation.
Stalled deals with no clear path forward.
Negotiations not being conducted with all the right decision makers.
Sellers not being able to monetize the value of your solution.
Costly Seller Mistakes in Negotiations
Price Erosion and Discounting
5% discount on a $1 million deal could reduce gross profit by 10-40%, depending on the margins.
Over-Reliance on Key Clients
Relying heavily on a few major clients puts up to 20% of your revenue at risk if just one is lost.
Complex Decision Making
Deals stall or collapse when sales can’t negotiate with diverse stakeholders.
Longer Sales Cycles
Prolonged sales cycles can negatively affect cash flow, resource allocation, and forecasting accuracy.
Dealing with Procurement
Procurement-driven price reductions can erode profitability by up to 10-20% per deal.
Poor Contract Terms
Bad contracts can lead to a 20-30% reduction in deal profitability.
Avoiding Difficult Conversations
Salespeople who cannot effectively negotiate through objections have a 30-40% lower close rate.
Transactional Sales Relationships
Long-term partnership focus can increase customer retention rates by 15-25%.
Unlock Winning Sales Management Strategies
We focus on key behaviors to prepare your team to close deals faster, protect margins, and secure long-term customer relationships. Here are some of the critical areas we’re currently helping customers master:
Improving Negotiable Variables
Introduce high customer valued negotiable variables that help shift the conversation from price to value, allowing them to defend their pricing structure.
Increasing Customer Intelligence
Understand customer trends and concerns which allows sales to proactively address competitive threats.
Uncovering Decision Criteria
Understand and address the needs of multiple stakeholders, align them on the value proposition, and close deals that benefit all parties.
Gaining Micro-commitments
Understanding principles of gaining customer commitments after every sales call to drive buyer momentum.
Gaining Early Access to Procurement
Identify key procurement decision-makers and customize value propositions to their unique criteria.
Utilize Value Calculators
Understand how to calculate quantifiable value for solutions and present expanded options to increase sales and overall customer ROI.
Applying Advanced Concession Strategies
Understand multiple concession principles and how they relate to company terms and conditions.
Leveraging Neuroscience-based Engagement Tactics
Understanding the dynamics of difficult conversations and the neuroscience principles that increase success with stressful customer interactions.
Strengthening Team Negotiations
Understand the dynamics of multiple internal stakeholders and how to orchestrate key relationship matchups.
Other Areas of Focus
Sales & Account Management
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Sales Management & Productivity
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