There are some customers you simply can’t afford to lose—namely, those who currently account for the majority of your revenue and profit, and who could continue to do so for years or even decades to come.
Unfortunately, standard transactional negotiating tactics can drive these people away.
When one side wins and the other loses, you set the stage for aggravation, wounded pride, and a desire to do business elsewhere—the very last thing you want.
But you do need to negotiate. And using the right strategy, one that honors the relationship and minimizes friction and animosity, results in goodwill and a satisfactory deal all around. Which means you’re able to keep your most valuable customers—and keep them happy—year after year.
If you’re interested in learning how to implement this process at your company, join me for a group coaching session on August 16th.
You’ll learn:
- The fundamentals of securing profitable deals while maintaining important customer relationships
- The key differences between negotiating with a customer you can’t afford to lose vs. one that’s less critical to your business
- Why talking about money throughout the sales cycle, instead of waiting until the end, leads to better outcomes
- How to help customers make the appropriate tradeoffs between price, specs, performance, and terms
- How professional buyers are trained, and what to expect when negotiating with them
- How to negotiate price, specifications, agreement length, terms, delivery, and more simultaneously—and why this approach is more effective than tackling each element separately
- How to respond when buyers:
- Demand to see your costs
- Urge you to “save the relationship”
- Claim all of your competitors are cooperating
- Demand year-to-year price reductions
- Threaten to blacklist you if you don’t comply
- Strategies for smoother, less contentious, and more profitable negotiations
Details
- Investment: $249 per person
- Date & Time: Friday, August 16th at 8:00 am PDT
- Duration: 90 minutes
- Format: Interactive Online Webinar with time for questions and answers
If you’re interested in joining us, please contact me at don.maher@maherrecruiting.com or at 650-862-0688