The Business Case
1% = 8.7% = 4%
A 1% change in pricing/discount drives an 8.7% change in gross margin. And if you do the math, for most large publicly traded corporations, this can result in upwards of a 4% swing in stock price.
If you’ve trained your sales team on basic selling skills, but they:
- make concessions too early in the sales process without getting enough or anything in return
- fail to understand the customer’s needs and underlying business and personal motivations
- don’t take enough time to plan a sound negotiation strategy
Then start achieving the business results you deserve through Situational Negotiation Skills.
Use a systematic approach to improved situational negotiation planning.