What do the best sales negotiators—those who achieve their pricing targets, are more confident in their negotiations, and are very satisfied with the outcome of their negotiations—do differently than those who are not as successful?
What are the best strategies for successfully leading a sales negotiation? What do buyers really want? Which tactics work best for buyers? For sellers? How is negotiating with procurement different?
We set out to answer these questions, and more, in our Top Performance in Sales Negotiation study.
Through the RAIN Group Center for Sales Research, we studied 713 buyers and sellers in a global study. We analyzed data from 449 buyers—including 247 business buyers and 202 procurement professionals—who represent $2.59 billion in annual purchases in over 26 industries across the Americas, EMEA, and APAC.
This report includes in-depth findings of this study and sheds light on what actually happens in negotiations between buyers and sellers, including what works and what doesn’t when it comes to sales negotiation success.
Many sellers today get beaten up in negotiations by buyers who push down margins, demand lower prices, and seek competitive bids to get the best terms and agreements.
To make things even more challenging, negotiations are different than they were just a decade ago:
Negotiation is critical to the success and failure of both sellers and buyers. To handle negotiations such that they result in the best possible agreements, sellers (and buyers) need to be skilled.
They must use the right strategies, approaches, and tactics at the right time, and know how to respond to the other party regardless of what’s thrown at them.
Top-Performing Sales Negotiators outperform The Rest across key metrics. Top Performers are:
More likely to be very satisfied with the negotiated outcome.
More likely to achieve their pricing target.
More likely to be extremely confident participating in negotiations.
What we uncovered in our Top Performance in Sales Negotiation study may very well turn what some thought they knew about negotiation on its head. Key findings include:
This 81-page report, including 100 graphs and analyst commentary, will give you fresh insights into what’s working today for negotiation success. Get a look into your buyers' minds as they share what works, what doesn’t, and what’s most important to them.
You’ll also get verbatim answers to questions from business buyers, procurement buyers, and sellers around questions such as:
Don’t wait. If you’re getting beaten up in negotiations, want to know which tactics to expect, and which strategies actually work, buy this report now.