Very few of us are born negotiators. As a matter of fact, our instincts in negotiations are frequently the exact opposite of what we should do to gain the upper hand. And these small negotiating mistakes can cost you big money. Do you wait until the end of the deal to negotiate? Do you flee when the stress and tension of negotiations get too high? Do you constantly give away value by adding on free services?
According to McKinsey & Company, a 1% increase in discounting can results in a 9% drop in operating margins – and that translates into a significant amount of money. But fear not, our hot-off-the-virtual-press negotiating eBook, “Fleeing the Tension, and other sales negotiation mistakes that kill deal profitability,” highlights five common negotiating mistakes and then gives you the tools to take a different approach.
So before you engage with your next prospect or client, you might want to make sure you’re not making any of these negotiation errors.
Read the eBook now!
Corporate Visions is a leading marketing and sales messaging, tools, and skills company that helps global B2B companies create more sales opportunities, win more deals and increase sales profitability by improving the conversations salespeople have with customers.