6 Strategies Buyers Use to Negotiate Price
By Mike Schultz

sales negotiation

Some buyers are conditioned to try certain tactics to lower your price. Maybe they've read about negotiation in books or were trained to use pressuring strategies.

When buyers take this kind of positional and win-lose approach, their goal is generally to gain the most for themselves at the expense of the seller. For example, savvy buyers know that many sellers will be especially vulnerable to manipulation just when a contract is about to be signed. It's tempting at this point for the seller to give the buyer what they want and lower the price instead of digging deeper to uncover if their concerns are valid, or a bluff.

Here are 6 common tactics buyers might use to gain a positional advantage, and ideas for how to respond.

 

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Core Competencies of Successful Sellers
By Mike Schultz

Click to learn the key areas of sales excellence.

Selling works when an organization, and its sellers, excel in certain key areas. The Sales Competency WheelSM is a graphical depiction of these areas. Not every seller must do everything in the Wheel (e.g., not every seller must fill their own pipelines or drive account growth), but every sales organization needs to make sure the right people are good in the right areas to unleash maximum sales potential.

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On-Demand Webinar: 5 Elements of World-Class Sales Training Programs
By Erica Stritch

sales webinar

The most successful organizations implement a systematic sales training process for getting sellers up to speed quickly, developing the skills and knowledge they need, supporting their ongoing sales efforts, and driving top sales performance.

But how exactly do they do this?

In the new webinar 5 Elements of World-Class Sales Training Programs, RAIN Group President Mike Schultz provides insight into how the most successful organizations structure their sales training initiatives to produce sellers who consistently exceed their targets and bring in the most revenue.

Click here to watch the free webinar now.

 

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[New White Paper] World-Class Sales Training: How to Build and Implement Your Own Sales University
By Erica Stritch

sales training

Sales training is often approached with a car wash mentality: You're in, you're out, and you're ready to sell.

But this isn't how real learning happens. This isn't how you help sellers raise the bar and change how they sell.

It's time for an entirely new approach to sales education; an approach that overhauls the way sales training is conceived, designed, and executed over the long-term.

An approach that drives real behavior change and results.

In this white paper, Mike Schultz and John Doerr, Co-Presidents of RAIN Group, show you how developing a sales university not only builds sales team capability, but also enables sellers and transforms the way they sell.

Download World-Class Sales Training: How to Build and Implement Your Own Sales University now.

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5 Decision Roles in Every Sale
By Mike Schultz

B2B Sales

"It was like a phantom swooped in in the eleventh hour and killed the sale."

We've all been there...You had a series of great meetings. You built rapport and developed a strong, trusted relationship. You uncovered (and got agreement) on the buyer's needs—needs that they didn't even know they had. You spent days working with your delivery team to scope the project and craft the proposal. You sent it off to your contact and called him at the time you had scheduled to review it:

Buyer: "Thanks for putting this together. You've really hit the nail on the head outlining our company’s needs. I like the phase-by-phase approach you're proposing, allowing us to make adjustments along the way. I just need to have Brian take a look and give the green light."

You: "Wait. Brian? Who's Brian?"

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