Sales & Marketing Performance Center
Your resource for actionable advice, tools, events and whitepapers for tackling your sales or marketing challenges.
Uncomfortable presenting to Senior Executives?
We can help. Learn to tailor the way you sell to the way they make decisions, with Executive ImpactSM.
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Have buying decisions moved to a higher level in your customers' organization?
Match your presentation to how executives make decisions with Executive ImpactSM.
Find A Workshop Near YouSteer Clear of Last-Minute Price Arguments
You've invested months with your account and are about ready to close. But even after all of your hard work, your customer wants a price reduction before signing.
How can you avoid haggling in the future to achieve an ideal outcome for both buyer and seller without missing out on revenue? The key is to remember that while negotiations typically arise at the end of a cycle, it should be an activity that begins at the start of the sales cycle and continues to the end. Remember a couple of key rules for successful negotiations:
- Negotiation impacts long-term relationships.
- What you do now with your customer can affect the opportunity to close sales with them in the future.
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