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Upcoming Events

Complimentary Webinar

Winning the Sale Without Thinning the Sale: Negotiating with the Modern Buyer

Date: October 28, 2019

Time: 11:00 am EST

Successful sellers are moving beyond the adversarial approach to negotiating. Winning the sale today requires a consultative style. In the end, the relationship between the buyer and seller strengthens winning the sale today and tomorrow.

Join Richardson on October 28th at 11:00 AM EST for a complimentary webinar, Winning the Sale without Thinning the Sale: Negotiating with the Modern Buyer. The webinar topics will include:

  • Strategies and countermeasures needed to control and guide negotiation and successfully shape the perception of value to increase deal size, reduce discounting, and attain a higher win/loss ratio
  • How sellers can avoid resorting to concessions by using questioning that converts inflexible customer demands into needs
  • How sellers can influence the customer’s receptiveness to the value of a solution with “priming,” which, in turn, maximizes the scope of the solution

Register here