A reverse auction may land you a new client, but if you are the incumbent, it may be better to say no. Here’s why.
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Topics: Negotiating with Backbone, Selling with Confidence, Uncovering your Value, procurement
This is a scary time for suppliers and their sales teams. Customers concerned with the impact of COVID-19 are canceling or postponing projects and curtailing spending. As a result, suppliers are losing revenue and seriously considering pay cuts and/or layoffs to help them through this difficult time.
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Topics: Negotiating with Backbone, winning proposal, value selling, procurement
Is your product a commodity? Is it really? Or, do your customers cry commodity during negotiations to get you to decrease your price? Watch the video below and listen as Adele McLean talks about how you can get out from under this tough negotiation tactic and avoid the commodity trap.
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Topics: value, sales, procurement