How to Win Deals with One Simple Negotiation Strategy

The KAM Club Podcast

As a key account manager, you not only need to keep your clients, you need to keep them profitable. To do that, you need sales negotiation skills to convince them to buy more and, when the time comes, to renew.

So here's my best advice.

The most straightforward sales negotiation tactic I know is to make the first move.

Psychological research suggests making the first offer gives you a bargaining advantage.

When you start the sales negotiation, you control one end of the negotiating spectrum — either the high or the low price.

And that's what we're discussing in this episode of The KAM Club podcast.

LINKS MENTIONED

• Best Alternative to a Negotiated Agreement (BATNA).
• Weber's Law of Just Noticeable Difference shows after a 10% we sit up and take notice.
• Successful Negotiation: Essential Strategies and Skills. Free course to learn practical negotiation skills and how to apply them in business and life. Discover how to plan and analyse negotiations and key tactics for success.

RESOURCES
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