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:
TIME
The clock is ticking, you need to close the deal by the end of the month and buyers know it. |
ROUNDS
Buyers systematically run you through multiple people; each of whom extracts a pound of flesh |
TEST
Salespeople make missteps when buyers make demands to test price elasticity. |
POWERLESS
Salespeople begin negotiations in a position of weakness due to mental mindset. |
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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