Whether you work on a sale for 9 days, 9 weeks, or 9 months, you can lose it in an instant during the negotiation.
Even if you win, you may watch your margin slip away, the buyer piecemeal the product or solution set, or find yourself fighting against any number of hardball tactics.
Plus, many sellers make serious negotiation mistakes that drive down profits and damage customer relationships.
For our global Top Performance in Sales Negotiation study, we analyzed 264 sellers and 449 buyers representing $2.59B in purchases to understand the factors influencing negotiation outcomes, tactics used by both sellers and buyers, and to learn what works and what doesn’t in sales negotiation.
In this on-demand webinar, Mike Schultz, President of RAIN Group and Director of the Center for Sales Research, will reveal the top findings from our research, including:
If you’re dissatisfied with negotiation outcomes, failing to achieve pricing targets, struggling against procurement, or damaging valued relationships, this webinar is a must-watch.
To watch the on-demand webinar, fill out the form to the right.