Mastering Major Account Negotiating
Chicago, IL — Jun 11, 2014 / (http://www.myprgenie.com) — Sales professionals seeking to take their B2B sales performance up a notch as business development experts Sales Momentum publish their second ebook in the Sales Mastery Series.
Mastering Major Account Negotiating contains best practices from top performing salespeople along with the authors experiences working with Fortune 1000 companies.
Based on more than a quarter century of structured observations of top sales performers, carried out across a wide variety of industries, the lessons contained within Mastering Major Account Negotiating are tried, tested and proven to achieve success when negotiating in major accounts. All of the best practices can be put to use right away.
Richard Ruff, Ph.D., Co-founder of Sales Momentum, said, “Because we have trained thousands of salespeople and sales managers on the content of the ebook, we know that the best practices are learnable. Mastering Major Account Negotiating contains the best practices top performers use in major B2B accounts.”
Created purposefully as an ebook, Mastering Major Account Negotiating is short and easy to navigate. Nine key topics covered include:
- building the customer relationship
- creating and sustaining trust
- creating a bigger pie
- planning a negotiation strategy
- selling value first, not price
- executing a negotiation strategy
- price discounting and optimizing profitability
- face-to-face negotiation best practices
- handling deceptive negotiation tactics
Janet Spirer, Ph.D., Co-founder of Sales Momentum adds, “You dont have to read the whole ebook to succeed in B2B negotiating, you can go straight to the topic where you need help.”
Mastering Major Account Negotiating explores the negotiation strategies and skills used by top performers selling in major accounts. To find out more and to download the ebook, visit http://www.