Nogotiation Blog

Insights on Business and Sales Negotiation

Join us for insights on how to negotiate a winning balance, where where both sides understand and appreciate the value they receive. As a result, you are more likely to forge a long-lasting relationship that yields more and better opportunities in the future. This idea underpins K&R Negotiations’ Win Wisely™ approach and underlines the importance of using leverage wisely.

sales psychology

Discounting, Sales Psychology And Behavioral Economics

Not long ago, I spoke with an IT service provider (our client), who related an impactful discussion with a telco customer’s procurement director. The company offered a $5,300 discount as an incentive to begin the implementation of a customer relationship management (CRM) system for $53,000. Here is a summary of the dialogue: Vendor: It’s a smart decision for you to move from managing your customer data with spreadsheets to an automated CRM system. To get started sooner, we are prepared to give you a 10% discount. Buyer: Can you explain that please? Vendor: Our understanding is that starting phase one ASAP is critical because your people are managing hundreds of customer relationships with a spreadsheet-based system, and your sales per customer need to improve relative to the industry. Buyer:…
craft sales pitch

How To Craft A Pitch That Stands Out

I frequently encounter situations with clients who are trying to expand their business into new territories and verticals. The case with one of our B2B clients was particularly dire. Their growth with existing customers was flat, and their sales force had a low win rate with new prospects. In fact, they bid on 200+ new opportunities the previous year, investing millions in requests for proposal (RFP) responses, without any positive results. So, I asked the question: How do you decide whether to respond to an RFP, and how do you craft a pitch that stands out? Adapt And Motivate A New Customer To Consider Your Offer Why would you, as a customer, choose a new vendor with whom you have no experience? There are several factors that would make us, as customers, open to a new vendor relationship.…

Mladen Kresic’s Article to Help You Achieve Greater Success in 2020

How to Craft a Pitch that Stands Out, was published at last week. Mladen discussed the circumstances under which you should attempt to sell to a customer who has an established vendor - and when to walk away. Specifically, he outlines four factors that, when addressed properly, can lead to a successful outcome. Read the article and let’s have a conversation about how to make sure your sales negotiation efforts are rewarded in 2020.
sales negotiation resolutions

Seven Sales Negotiation Resolutions for the New Year

We are at the end of one year and soon, the start of another. A great time to reflect on what we have accomplished, and more important, what we can do to make the next year even better, especially when it comes to revenue and profitability. And if any part of your job involves sales or business negotiations, what better time to reflect upon how a few changes can make a big difference in your business success in the coming year. It’s an area where a small (but strategic) investment can pay big dividends. Here are seven negotiation resolutions that will serve you and your organization well in the coming year: What is the process you will need to go through to make a decision? How long does it normally take? What criteria will be used to make the decision? Resolve to stop rushing…
keep cool tense negotiations

How to Keep Your Cool - Even in Tense Negotiations

I have written quite a bit about how to sharpen you and your team’s professional negotiation skills to close larger deals, faster. However, there are many times professionals lose otherwise quality deals because the seller, the buyer or both, can’t keep their calm when the discussion becomes tense.  We have recently seen a client get so emotional in a discussion that the other side would have walked away had cooler heads not prevailed. Rudyard Kipling talked about this as a virtue in his famous poem If: "If you can keep your head when all about you are losing theirs and blaming it on you.” Great aspiration, but how to accomplish this with rude, inflexible and humorless negotiators?  What if they are even downright nasty? Consider this scene: The chief negotiator for Dewey, Cheatum…

Properly Manage Internal Expectations

Almost every sales organization and every seller operates under some pressure associated with quantifying and then making their sales numbers. The instincts that cause this are positive – the desire to succeed by meeting or exceeding quota, or perhaps to be seen as a top performer within the sales organization. There are three related manifestations of this pressure that negatively impact the seller’s ability to deal with complex buy cycles. We may raise expectations of success with internal management on deals where some of the fundamentals are missing or will take more time to develop. Such expectations can be made through forecasting in the CRM system or by what sales reps promise to their managers. Regardless of how this occurs, not taking reality into account affects the seller’s…

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Creating Value-Based Leverage

In this short video, learn why negotiation is really the art of finding agreement.

Mladen Kresic introduces the concept of value-based negotiations leverage and why it is a powerful tool for moving conversations to an agreement.

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