K&R Negotiation Associates: Our Philosophy
About K&R’s Business Negotiation Philosophy While some negotiations can be adversarial, negotiations as a defined business activity should be viewed as a positive process. The word itself often...
View ArticleYour Three Rewards from Effective Sales Negotiations
I’m occasionally asked by clients or business colleagues: “What actions can I take that will have the biggest effect on my top line (revenue) or bottom line (profit)?” This is a great question and...
View ArticleSell Impact or Don’t Sell at All
Negotiation Example: Seeing K&R’s ViO Formula in Action At our BrightTALK Sales Expert webinar last month, I spoke about Six Ways to Shorten the Sales Cycle – you can listen to the replay here....
View ArticleSeven 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...
View ArticleMladen Kresic’s Article to Help You Achieve Greater Success in 2020
How to Craft a Pitch that Stands Out, was published at Forbes.com last week. Mladen discussed the circumstances under which you should attempt to sell to a customer who has an established vendor – and...
View ArticleHow 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...
View ArticleDiscounting, 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...
View ArticleAttributes of a Successful Sales Negotiator
The thought for this post originated from my recent interview by Paul Watts of Sales Reinvented. Paul asked great questions about how sales reps can improve their negotiations with prospects and...
View ArticleMessaging Consistency Is Vital For Sales And Negotiation Success
I was recently asked to provide my thoughts on how to better align sales and marketing teams for a Forbes Councils expert panel. Given limited space, I answered as follows: “To align the combined sales...
View ArticleNegotiate Like a Pro: Gaining and Maintaining Positive Leverage
A few weeks ago, I had the opportunity to join Kison Patel, CEO, and Founder of M&A Science, as his guest on the M&A Science podcast. Kison and I spent over an hour talking about negotiation...
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