Executing profitable sales negotiations: selling value, not price

Abstract

Purpose

To identify the keys to executing profitable sales negotiations based on analysis of the negotiation approaches of high‐performing salespeople.

Design/methodology/approach

BayGroup International (a leading global sales consultancy) conducted a research study involving 2,000 salespeople at all levels from Fortune 500 companies across a wide range of industries. Respondents participated in an actual buy‐sell negotiation. BayGroup collected and analyzed data on the negotiation approaches taken by study participants, and determined how the approaches taken by the sales professionals who negotiated the best agreements differed from others in the study.

Findings

BayGroup concluded that high performers raise their customers’ perception of value by using six fundamental strategies, summarized in the form of principles of sales negotiation. The paper not only describes the principles, but also reveals the unique, counterintuitive manner in which high‐performing salespeople plan and execute profitable sales strategy.

Practical implications

Owing to increasing pressure to improve earnings (and share prices), value‐based sales negotiation has become more critical than ever to corporate success. Use of the research conclusions and analysis from this article can provide useful guidance to sales professionals and their managers on how to execute more profitable customer agreements throughout the sales process.

Originality/value

The importance of “selling value, not price” has been fully embraced by the world's leading sales organizations, but effective approaches to implementing behavioral change in this area have been rare. This paper presents provocative findings that suggest new ways to approach this critical strategic challenge.

Citation

D'Andrea, R. (2005), "Executing profitable sales negotiations: selling value, not price", Industrial and Commercial Training, Vol. 37 No. 1, pp. 18-24. https://doi.org/10.1108/00197850510576448