White Paper: Winning the Sale Without Thinning the Team Sale, Negotiating With The Modern Buyer

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Summary: Skillful negotiation is closing without conceding. However, the drive to close is strong and sellers today need to be prepared to leverage insights to protect the full value of the sale. In Richardson’s white paper, Winning the Sale without Thinning the Sale: Negotiating with the Modern Buyer, we offer a renewed perspective on how sellers can leverage a consultative approach to effectively shape the customer’s perception of value to turn a commitment into a close. The white paper outlines: academic research illustrating why making the first offer matters, how sharing information wins the sale today and tomorrow, the six ways consultative negotiating is different than conventional strategies, the psychology behind “priming” and how sellers can use it to help customers key in on the value of your solution.

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