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Brief: Gaining Higher Prices with Sharper Negotiation Skills

Sales performance improvement

challenges in sales negotiations

March 1, 2018Article

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What’s Inside

Effective sales professionals are building trust to overcome the increasing challenge of maintaining the value of the sale. Doing so is critical, as factors like commoditization and competition put pressure on pricing.

Download Richardson Sales Performance's brief, Gaining Higher Prices with Sharper Negotiation Skills, to discover specific takeaways to navigate this challenge.

We look at:

  • Why converting demands to needs is a critical negotiation skill
  • The difference between conceding and trading
  • How conceptual buy-in overcomes deadlocks
  • Research showing a link between trust and the monetary value of the sale

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