What to Say in a Typical Negotiation
Sales Negotiations
How important is it to get better at sales negotiation? Very, very important. Imagine that you are the vice president for sales at a company whose revenue last year was $100 million. You have decided to provide negotiation training for all of your salespeople. Your goals are modest. Your minimum objective is a 1 percent overall improvement in your sales negotiations.
Now, if you have had that program in place last year, instead of having a revenue of $100 million, you would’ve had a revenue of $101 million. And all of that extra $1 million would have gone to the bottom line. If your pretax margin was 10 percent, then your profit would have gone from $10 million to $11 million, ...
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