More Negotiation Practice

I’ve written numerous posts on negotiating, and as I continue to study this area, it gets better all the time.  Over and over I have encouraged people to practice!  Use every customer satisfaction issue as an opportunity to work through difficult situations! Become an expert at staying cool, controlling the situation, and methodically moving through […]

Creating an Effective UC Value Prop – Using Discovery

In a recent sales opportunity we (the seller and myself acting as a sales coach) were charged with providing a competitive quote on unified communications (UC) products.  The company already uses UC, so the quote is simply an upgrade.  The seller assembled the quote, listing all of the necessary hardware, software, and services to move […]

The Numbers Game

Time and Material billing focuses on dollars for hours, methodology focuses on process, and features focus on product.  All of this leads to a price sale.  From there expect to be sent to purchasing, pressed for discounts, and pushed off to the end of the month.  I love Michael Bosworth’s explanation of negotiation.  Once you […]

12 Things that Define Consultative Sales People

Twelve things that define a consultative sales person 1. They improve the client’s position – a business level improvement. 2. Product is never the business driver; it is simply a tool being used in the improvement process. 3. Money is not at the center of negotiations, likelihood of successful improvement is. 4. Discovery is an […]

Will you Walk Away?

Will you walk?  I’ve been writing about fee setting, and no fee setting series would be complete without facing the reality of a failed negotiation.  If you’re not willing to walk away from the business, you have no business negotiating.  Once the client perceives your willingness to discount, they’ll require it as part of every […]