Top Performance in Sales Negotiation Research Report

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: 

• Most sellers cave and give into pure price concessions, but most buyers admit to being able to pay more
• Top-Performing Sales Negotiators know how to come in high on price and negotiate down
• According to buyers, sellers do not understand ROI (even though sellers think they do!)
• Many sellers miss the mark when it comes good selling (sharing ideas, articulating value and differentiators, knowing the competition, etc.)
• Top-Performing Sales Negotiators are much more likely to receive extremely effective negotiation training (9.3X! more likely to be exact)
• The #1 factor most separating Top Performers from The Rest is understanding the power and leverage held by each side in the negotiation 
• Despite what they tell sellers, procurement professionals cite cost as a negotiation success metric 12X more frequently than quality

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:

• What metrics were used to determine the success of the specific negotiation?
• What’s the biggest challenge you/your team face during negotiations?
• What’s the one thing suppliers could do differently to make negotiations more successful for everyone?

If you’re getting beaten up in negotiations, want to know which tactics to expect, and which strategies actually work, download this report now.