Sales Negotiation: Three Strategies for Improving Results With Purchasing Organizations

In a recent study by ES Research Group, 72% of buyers and 62% of sellers agreed that buyers have gained power in supplier negotiations over the past three years. In many companies, purchasing organizations have gained C-level influence, reflecting a growing sense that effective supply chain management can drive strategic success.

At the same time, new developments in online purchasing technology (such as e-Auctions and online bid management processes) have made it difficult for sales teams to establish their full value. This “power shift” has important implications for today’s B2B sales teams.

What does it take to succeed in this new, more challenging sales negotiation environment?  We offered three proven strategies during a recent webinar on the subject:

  1. Move beyond price to frame new value in order to avoid commoditization of your solution and premature focus on pricing in your negotiations.
  2. Negotiate the process before the price in order to gain access to critical information and influential people who can help you shape a proposal that is easier to defend in negotiations with purchasing managers.
  3. Manage the tension to maximize results in order to avoid costly negotiation mistakes that give purchasing professionals the

You can download a complimentary copy of the “State of Sales and Purchasing” research study here.