Customers have all the power in B2B sales because they have all the alternatives. And that’s not the only thing preventing you from claiming more value in your negotiations. The multi-party buying cycle has made it trickier than ever to align all the players in a consensus-driven deal.
The power balance is clear: You’re in a low power position relative to your customer. But what if you could use creative, counterintuitive skills to turn your low power position into a low power advantage? Download our infographic to learn five techniques that can help you:
- Create value that your prospects don’t expect, differentiating you from the alternatives.
- Get more favorable decisions by building consensus among multi-party buying teams.
- Claim the value you create and enjoying the premium price that comes with it.