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Negotiate Now: A Strategic Perspective on the Role
Negotiations Play in Achieving Sales Excellence
In partnership with Miller Heiman, Accordence recently conducted a survey of over 600 sales people to explore the idea of how negotiation differentiates success. The conclusion from analyzing the survey responses was that negotiation can be a competitive advantage if you don't discount or discount less, if your difficult negotiations create better outcomes; and if negotiation helps you beat the competition.
Why Negotiations are critical in today's selling environment:
Symptom:
- 66% of respondents believe buyers are requiring discounts before they purchase.
Cause:
- 67% of sales leaders agree buyers are finding it increasingly difficult to differentiate the value of the products and services they purchase.
- 64% of respondents believe buyers are treating their specific industry as a commoditized market.
The survey asked three questions:
- When you must reduce prices to close a deal, what is the typical discount?
- How do difficult negotiations typically impact your relationship with the customer?
- What is the biggest reason why you feel you have lost deals?
The results:
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Salespeople are experiencing unprecedented pressure to discount in today's economic climate. When you must reduce prices to close a deal, what is the typical discount?
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How do difficult negotiations typically impact your relationship with the customer?
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What is the biggest reason why you feel you've lost deals?
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"At Eli Lilly and Company, our goal is to have the premier sales and marketing organization in the pharmaceutical industry. Negotiation is a crucial part of the selling process." |
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Vice President, US Sales and Operations
Eli Lilly and Company |
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