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Negotiation

Home» Negotiation

Selling On Value, Not Price

Posted on April 8, 2021 by Greenbank in Coaching, Learning and Development, Negotiation, Sales, Training No Comments

“Buyers are treating us as a commodity” “Its all about Price, Price, Price”  “We aren’t competitive at that price point” Given how often we have heard these statements over the last few years, I would be surprised if they were not common phrases within your sales team.- even in complex sales, we find that customers […]

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5 Tips: Preparing For a Price Increase Discussion

Posted on March 15, 2021 by Greenbank in Negotiation, Sales No Comments

As with any ‘difficult conversation’ it’s important to prepare properly for these types of meetings – anticipating objections and developing tactics to explain why the increase is fair and reasonable can help both your own self-confidence and deliver the end result you are looking for. So – ask yourself these questions… How can you explain […]

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Virtual Sales Calls – What is Different?

Posted on February 16, 2021 by Greenbank in Negotiation, Personal Development, Sales, Virtual Training No Comments

Over the last few months, we’ve talked to over a hundred buyers, salespeople and leaders about the challenges they are facing since face-to-face meetings have become difficult or even impossible. Despite virtual meetings now becoming the norm there is little doubt that sales calls over Zoom or Teams present significant new challenges – particularly when you are trying […]

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10 Tips for Successful Price Increase Conversations

Posted on October 3, 2018 by Greenbank in Negotiation, Sales, Training No Comments

Even the most confident among us have had to fight back our nerves when faced with telling a customer about a price increase.…. Over the last few months we’ve worked with sales teams who have been given this daunting task and have now pulled together a handy guide to make these conversations both more comfortable and effective! We’ve […]

View Post Communication, Negotiation, Sales, Sales Training, Selling, Trust, Value

3 ways to protect your margin

Posted on April 25, 2017 by admin in Negotiation, Professional services firms, Project Management, Sales No Comments

When I talk to commercial leaders they frequently focus on the issue of margin. And that’s not surprising – arguably, it’s one of the most important ways in which businesses can protect their profitability, long-term growth and ultimately marketplace survival. Without healthy margins, profitability drops. Without profitability, no business has a future. But although those […]

View Post Business Development, High margin, Negotiation, Sales

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  • Selling On Value, Not Price
  • 5 Tips: Preparing For a Price Increase Discussion
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