Negotiation That Succeeds: Companies need to follow a 10-step approach to successfully close a deal with their customers

摘要

A difficult part of the sales cycle is negotiating and closing. How often has a deal seemed closed, only to have the customer try to reopen it with new demands? In this column, we'll discuss negotiation, which is part of the Close step of Solution Selling for Agriculture. Start with two guiding principles: If You Are Not Ready To Walk, You Are Not Ready To Sell. If you are not ready to walk away from an opportunity, you are likely not in a position to reach final agreement either. If you don't know the value your solution provides to the customer, you are at a disadvantage because you have little bargaining power. It is easier to walk when you have a full pipeline and know the quantifiable value your capabilities deliver after implementation.