Win-Win Sales Negotiations that Strengthen Customer
Relationships
Miller Heiman's Negotiate
SuccessSM program helps senior executives and sales professionals improve
their negotiating skills through a customer-centric, win-win process. This
builds trusting relationships with customers and strengthens the company's
position for future opportunities.
Many people approach negotiations as if something gained by one
party must be taken away from another. However, these individuals miss the
chance to create value because they want to "get what is mine". Adding value to
your negotiation is more likely to produce a win-win outcome for both parties.
If you don't negotiate value, the deal becomes a decision based on price – and
any price is too high.
Miller Heiman's Negotiate
SuccessSM presents a
simple, easy-to-follow blueprint that makes clear what effective negotiators
actually say and do. Selling and negotiating happen simultaneously and include
goal-setting, persuasion, problem-solving and decision making. By seeing and
understanding things from the other person's perspective, sales professionals
can work in a joint fashion and create agreements that satisfy the critical
interests of everyone.
If your organization is trying to address the following
issues, Negotiate Success may
be the right solution.
- Heated negotiations that damage relationships with key customers
- Haggling with customers over price at the close
- Being asked to discount price without being given reciprocal value
“I love the process. It has so benefited me. I just wanted to say
thanks."
-Account Executive, American Red Cross
|
