A sales executive’s guide to: Spotting an opportunity to improve performance quickly
The ability of a sales executive to differentiate between whether the organization has a selling problem or a negotiating problem can mean the difference between delivering the performance expected or not.
The truth is that a skilled negotiator (with the emphasis on “skilled”) will produce a good deal where a skilled sales person may not. And a skilled negotiator will do it without damaging the relationship. Negotiating skills are not “super” selling skills; there is a difference between the two that creates more ability to close good business. Negotiating skill is next lever to pull when the current approach isn’t working. Having skilled negotiators in your organization will improve performance measurably. For example, we know that the investment made in our workshop will produce a ten-times ROI in the first 90 days as a start. One client improved margins from 9% to 29%.READ MORE >
With millions of dollars at stake, many pharmaceutical companies have sent their Account Managers through some sort of negotiating training. But buying negotiating training is a bit like going in for surgery; it’s hard to really assess the quality of what’s been done unless you have some expertise. The ability to differentiate as to whether [...]READ MORE >