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PROTECT Negotiating Model

Improve close rates, minimize discounts and increase your ASP

Common Negotiating Problems

Few sales organizations have an established negotiating model for their sales team to follow.  As a result, salespeople struggle to overcome the following common issues associated with negotiating and closing deals:
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TIME
The clock is ticking, you need to close the deal by the end of the month and buyers know it.
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ROUNDS
Buyers systematically run you through multiple people; each of whom extracts a pound of flesh
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TEST
Salespeople make missteps when buyers make demands to test price elasticity.
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POWERLESS
Salespeople begin negotiations in a position of weakness due to mental mindset.
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DYNAMIC
Harming the customer relationship by allowing emotions to take over.

ThisQuarter PROTECT Negotiation Model

ThisQuarter’s PROTECT Negotiating Model arms salespeople with a structured approach to handling sales negotiations and buyer pricing demands in a repeatable manner.  PROTECT enables salespeople to:
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Psychology - Get inside the mind of the buyer to understand how to influence their behavior.

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Value –  Draw on economic value to build a beachhead and maintain price points.

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Drivers – Gain an understanding of the drivers behind pricing demands to better position.

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Structure – Uncover ways to alter deal structure to win more deals and preserve margin.

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Trade-Offs – Minimize discounts and capture additional value from buyers during negotiations.

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ThisQuarter LLC  |   P.O. Box 163661   |   Austin, TX  78716
CALL US: 512-695-7002   |    EMAIL US:  info@thisquarter.com
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