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What suppliers can do mid-contract to future-proof their negotiations

Strategic Account Management Association

By Jeff Cochran, Partner, Shapiro Negotiations Institute. At Shapiro Negotiations Institute, we coach the principle that the best negotiation occurs when you have leverage. This article discusses what you, as a supplier, can do mid-contract to make your upcoming negotiations more successful. We’ve all been there before.

Suppliers 759
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Stakeholders and Key Players: How Do They Think?

Upland

While your product must be viable, numbers and negotiations will be key. There are four types of decision orientation you should consider: Financial, Technical, Relationship and Business: A Financial orientation implies a primary focus on price, cost, and economics. Technical focus is about product functionality and capability.

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Turning lemons into lemonade: Five ways to reset on customer management fundamentals in a post-pandemic world

Strategic Account Management Association

At that time, customers told us they were less focused on price in negotiations and more focused on keeping the business running, with expectations including: Changes (increase or decrease) in supply chain deliveries Delays in payment schedules Changes in allocation of volume contracted.

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Back to the Future: F2F selling is returning, but virtual selling is here to stay

Strategic Account Management Association

The ability to uncover customer needs, develop solutions, communicate value propositions and negotiate effectively doesn’t vanish just because a salesperson can’t meet her customer face to face.

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The Secret to Successful Sales Negotiations

Account Manager Tips

Successful Sales Negotiation Strategy. As an Account Manager, there's always something to negotiate. But there's a simple sales negotiation strategy that works which is. Sooner or later, for one reason or another, you will have to negotiate. Do you need the support of internal stakeholders? We want to be liked.

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Understand the Value You Offer to Your Customer

Holden Advisors

Always look for new ways that your customers might use your product or for other stakeholders that might benefit from your solutions. The most fun part about it is that sellers can use that same value understanding to take back control of negotiations. Most importantly, stay curious. Step 4: Build the financial model.

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A Simple Sales Negotiation Tactic that Works

Account Manager Tips

A simple sales negotiation tactic. To do that, you need sales negotiation skills to convince them to buy more and, when the time comes, to renew. Here's a simple negotiation tactic that will help. A sales negotiation is challenging and means difficult conversations. What is a sales negotiation? Negotiation.