For Immediate Release
Aly Jamison, APR
PR Manager, RAIN Group
713 buyers and sellers reveal what tactics work and what doesn’t in sales negotiations today; According to buyers 6 out of 10 sellers cave on price
BOSTON (February 12, 2020) — RAIN Group, a global sales training company, announced today that its research division released key findings from its newest global study Top Performance in Sales Negotiation.
Spearheaded by the RAIN Group Center for Sales Research, the group of analysts studied responses from 264 sellers and 449 buyers (247 business buyers and 202 procurement and purchasing professionals) representing $2.59 billion in annual purchases in over 26 industries across the Americas, EMEA, and APAC.
"Negotiation is different than it was even just a decade ago. We wanted to better understand the factors influencing negotiation outcomes, the tactics used by both sellers and buyers, and to learn what works and what doesn’t in negotiations today,” said Mike Schultz, president of RAIN Group and director of the Center for Sales Research.
The study looked at what top performers in sales negotiation do differently from the rest, negotiation tactics used by both buyers and sellers, what buyers want, the role of price, and the impact of negotiation training.
Schultz added, “We studied major factors that affect negotiations such as how prepared a seller is, to what degree the buyer is price sensitive, seller understanding of power and leverage as well as negotiation tactics. What we found is fascinating.”
Below are a few discoveries from the study:
Top Performance in Sales Negotiation
Negotiation Success Factors and Tactics
What Buyers Want
Role of Price
Impact of Training
"One in five sellers are Top Performers in Negotiation. There’s a lot of room for improvement. To achieve the greatest sales success, your team needs to know which tactics to expect and which strategies are actually going to work. If you’re getting beat up in negotiations, this report will give you the insights to turn it around,” shared Schultz.
For more data, access the on-demand webinar, The State of Sales Negotiation, here: https://hubs.ly/H0mYZyS0.
Purchase the full 81-page report, including graphs and analyst commentary, here: https://hubs.ly/H0mYZ1j0.
Since 2005, the RAIN Group Center for Sales Research has provided leaders with critical insights to support strategic decision making and sales performance improvement. The division produces rigorous research reports and benchmarks the company’s clients across a variety of topics, with a special focus on learning the keys to top performance and understanding the psychology behind why buyers buy.
About RAIN GroupFounded in 2002, RAIN Group is a global sales training and performance improvement company that has helped hundreds of thousands of salespeople, managers, and professionals in more than 75 countries significantly increase their sales results. Headquartered in the greater Boston area, office locations include Bogotá, Geneva, Johannesburg, London, Mumbai, Seoul, Sydney, and Toronto. To learn more, visit http://www.raingroup.com/. Follow RAIN Group on Twitter and LinkedIn.