According to Forrester Research, buyers now have access to 60-90% more information than sellers.
And not surprisingly, buyers are leveraging
that information for deeper discounting at every turn while attempting
to "commoditize" seller offerings to gain even deeper concessions.
Unfortunately most sales approaches used today to combat
increased negotiation pressure were developed in the 1970's and 1980's and
are no longer relevant to today's marketplace. In a nutshell, too many
sellers are losing the negotiation game.
The highest performing sales negotiators:
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Voice of the Customer
"What I liked best was the 100% focus on live sales
negotiation opportunities. We put over 100 negotiations through the process
and had immediate impact. Furthermore, using the blended approach of
technology and live consulting, we achieved these results with our sales team
quickly."
Monte Roy | Senior Vice President of Sales | Information
Builder
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About LSA Global
Founded in 1995, LSA Global is a leading performance consulting and training firm that helps high growth technology, services, and life-science companies create a competitive advantage by powerfully aligning their culture and talent with their strategy. Learn more about getting aligned
