There are many excellent books on negotiating, including some that cover the complexity of managing multiparty negotiations. Rather than covering the topic deeply here, what is important to think through in the context of effective team selling is the question of how to properly address pricing issues in a group sales or customer meeting.
Common Traps
There are several mistakes that selling squads commonly make in price negotiations. Which ones seem familiar to you?
1. They don’t realize they are negotiating: In the course of a sales meeting, one of the customer stakeholders asks a question about price or terms. When teams sell, they tend to do a lot of finding and pleasing. So, when a customer ...
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