Negotiation & Dealmaking

What impact do these common challenges have on your business?

Account managers giving away freight/ shipping without a thought.

Sellers not understanding the full spectrum of customers' decision criteria.

“Curveballs” showing up at the last minute of a negotiation.

Stalled deals with no clear path forward.

Negotiations not being conducted with all the right decision makers.

Sellers not being able to monetize the value of your solution.

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Seller Mistakes Negotiation Strategies Other Areas of Focus

When buyers say 'your competitor is 20% cheaper,' most reps cave on price. We help teams position the value competitors can't articulate—by revealing the hidden costs, implementation risks, and capability gaps your solution actually solves—so deals close on value, not discount.

Costly Seller Mistakes in Negotiations

Price Erosion and Discounting

5% discount on a $1 million deal could reduce gross profit by 10-40%, depending on the margins.

Over-Reliance on Key Clients

Relying heavily on a few major clients puts up to 20% of your revenue at risk if just one is lost.

Complex Decision Making

Deals stall or collapse when sales can’t negotiate with diverse stakeholders.

Longer Sales Cycles

Prolonged sales cycles can negatively affect cash flow, resource allocation, and forecasting accuracy.

Dealing with Procurement

Procurement-driven price reductions can erode profitability by up to 10-20% per deal.

Poor Contract Terms

Bad contracts can lead to a 20-30% reduction in deal profitability.

Avoiding Difficult Conversations

Salespeople who cannot effectively negotiate through objections have a 30-40% lower close rate.

Transactional Sales Relationships

Long-term partnership focus can increase customer retention rates by 15-25%.

Unlock Winning Sales Management Strategies

We focus on key behaviors to prepare your team to close deals faster, protect margins, and secure long-term customer relationships. Here are some of the critical areas we’re currently helping customers master:

Improving Negotiable Variables

Introduce high customer valued negotiable variables that help shift the conversation from price to value, allowing them to defend their pricing structure.

Increasing Customer Intelligence

Understand customer trends and concerns which allows sales to proactively address competitive threats.

Uncovering Decision Criteria

Understand and address the needs of multiple stakeholders, align them on the value proposition, and close deals that benefit all parties.

Gaining Micro-commitments

Understanding principles of gaining customer commitments after every sales call to drive buyer momentum.

Gaining Early Access to Procurement

Identify key procurement decision-makers and customize value propositions to their unique criteria.

Utilize Value Calculators

Understand how to calculate quantifiable value for solutions and present expanded options to increase sales and overall customer ROI.

Applying Advanced Concession Strategies

Understand multiple concession principles and how they relate to company terms and conditions.

Leveraging Neuroscience-based Engagement Tactics

Understanding the dynamics of difficult conversations and the neuroscience principles that increase success with stressful customer interactions.

Strengthening Team Negotiations

Understand the dynamics of multiple internal stakeholders and how to orchestrate key relationship matchups.

See more about how we approach big challenges and our strategies for driving skill development

Learn more about our core skill training program offerings.

Other Areas of Focus