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Negotiation skills for selling IT Services
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Negotiation skills, Customer service skills, effective negotiation, IT Sales, Sale IT, IT Selling, IT Marketing, Sales Marketing, Successful sales, Sales success, CRM, Sales Call, IT Services, Global Teams, IT Consulting, Offshoring, Outsourcing, Indian IT industry, IT Industry, Information Technology Industry, IT market, IT outsourcing, Outsourcing services, business process outsourcing, business outsourcing, IT consulting, BPO
Industry :
IT Services, Technology Consulting
Functional Area : Organizational Development, B2B Sales |
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About "Negotiation skills for selling IT Services" topic:
Negotiation is your opportunity to demonstrate your commitment to long-term relationships to maximize value for both parties (for those who sell to businesses, value is ultimately synonymous with profit). Negotiation in sales can be a formal event, at a specific time and on a specific date, or it can be an ongoing theme at different points of the sales process. Negotiation is beyond price... it includes the entire value proposition. As a sales professional you're seeking mutually beneficial relationships with prospects and customers which means you're going to seek a true win/win solution. Practiced and applied, negotiation skills can increase the level of trust and credibility you and your company have with your prospects and customers.
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Six Habits of Merely Effective Negotiators The Idea High stakes. Intense pressure. Careless mistakes. These can turn your key negotiations into disasters. Even seasoned negotiators bungle deals, leaving money on the table and damaging working relationships. Why? During negotiations, six common mistakes can distract you from your real purpose: getting the other guy to choose what you want—for his own reasons. Avoid negotiation pitfalls by mastering the art of letting the other guy have your way— everyone will win. The Idea in Practice Negotiation Mistakes Neglecting the Other Side's Problem If you don't understand the deal from the other side's perspective, you can't solve his problem or you...
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Kiran Jain
| Commented
| 2 years ago
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Good points to keep in mind....while selling a company. We are in process of negotiations for acquiring a business which has a turn over of 1.2 crores p.a and one thing which i learnt over a period of the negotiation is that "NEVER BE IN A HURRY...
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Vivek Singh
| Commented
| 2 years ago
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Saved the article with Christina, Sudeep & Naveen's comments. Also looking forward for one as Isaac suggested.
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christina cartmel
| Commented
| 4 years ago
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It is vital that the "Emotion" element is taken out of any negotiation to ensure a WIN -WIN situation and secure a satisfactory negotiation which will stand the test of time. See the "Issue" as the objective for negotiation not the individual you...
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Know Who You are Dealing with Do your homework, know your customer, and know your competition. Make sure you investigate the personalities of all the players. Learn who your customers and competitors are as professionals. What is their negotiation history? What has been your competitor s sales strategy? What solutions have they offered? Where? At what price? And with what terms? Negotiate Only with Decision Makers Sometimes an apparent decision maker is merely a gate keeper in disguise. Ask probing questions to discover who is really in charge. One such question to ask is: Who has sign-off authority for an investment of this size? Refuse to negotiate with people who do not have the ultimate...
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Nital Dave
| Commented
| 4 years ago
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A fantastic article. The bottomline line for all negotiations should be value for money. At every step both sides should be aware of this and a win win situation is achieved.
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Ashutosh Bhatnagar
| Commented
| 4 years ago
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Very Good Article. I have always tried to arrive at Win-Win situation during my negotiations with my clients. It works wonders. It has helped me in getting repeat business from the same clients.
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Good negotiation skills have a huge impact on your career -- whether you're a salesperson making deals or an entry-level employee trying to get good assignments or cube neighbors to quiet down. 'Most people think of negotiation only when they need to get something more,' says Tammy Lenski, a professional mediator who helps universities and businesses nationwide with conflict management. 'The reality is that at work, pretty much every conversation is a negotiation. You're negotiating deadlines, the quality level, what might be taken off your plate to make room for this priority project and what benefit you might get for taking on that project. The minute you walk into the workplace in the mo...
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JAPI
| Commented
| 3 years ago
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amazing sharing....Trust me really gona help varsha
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Nine Steps of Selling Marketing Marketing communications: The idea is to build an image that will induce the right kind of attention and cause people to take an interest in you. Generating Leads: Hand in hand with creating the impression is encouraging contacts with specific people who might become customers. Qualifying prospects: A matter of separating wheat from the chaff, of not wasting your time on those who do not have the means or the need to buy from you. Sales Presentation: The salesperson’s pitch. The phase in which the salesperson tailors the capabilities being offered to the specific needs and desires of the individual who might buy. Resolving objections: In which t...
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Hari Prasad K
| Commented
| 3 years ago
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Nice tips for selling. Would definitely appreciate if you can publish a more comprehensive article of the same. Thanks for sharing.
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Bhanwar Singh
| Commented
| 3 years ago
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Nice Explanation of the sales cycle. Rohit, can you also put some in-depth to the "Resolving Objections" and " Closing the Sale", probabaly with the help of some case. Thanks you.
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