We understand that conducting contract negotiations can be overwhelming at times. Emotions can run high, and one party may feel as though their ideas are not being heard. Learning to approach talks in a more positive way, using principled negotiation, will help to avoid conflict. When you are at the negotiating table and you see […]
What Is Principled Negotiation & When To Use It Read More »
In a perfect world, prospects will accept your sales pitch without reservation and come to an agreement about price and other factors, becoming a revenue-generating customer. However, we know that negotiations rarely work out that way – otherwise there would be little need for sales training and the art of negotiation. We know that one
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In some cases, such as when there is a fixed amount of value on the table, distributive negotiation is the preferred method to reach a desired outcome. While integrative negotiation typically involves several complex factors, distributive negotiation involves a process where the outcome revolves around one factor, such as price. For example, you might use
What Is Distributive Negotiation? Read More »
The right approach to a negotiation can make the difference between striking a deal and coming out with two parties disappointed. Integrative negotiation, or interest-based negotiation, tends to be the more fruitful of the two, because it tends to find common ground and come to a resolution that makes both parties involved happy. Here’s what
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It’s no secret that sales is a competitive field. In a technology-driven mobile environment, the industry is more dynamic than ever. Sales reps must make use of a variety of techniques to make the most of their efforts – this applies not only to closing a deal, but with sales prospecting itself. Learn the
Improve Your Sales Prospecting With These Proven Processes Read More »
A certification means you have successfully completed the coursework and have mastered a particular skill set. While the pharmaceutical sales industry does not require a specific degree, there are ways to show you have mastered what you need to know. Take a quick look at why having a pharmaceutical sales certification can benefit your career
Is a Pharmaceutical Sales Certification Valuable? Read More »
Whether you are looking for a new job in the sales field or trying to get ahead in your career, developing your skills is never a bad idea. Changing up your strategy can be a huge help to your business. A sales course is never a bad idea to expand your business and your technique,
How Effective Are Sales Courses? Read More »
Almost anyone can decide they are going to be a medical sales representative, but it’s not as easy as it sounds to get into the industry and to succeed. It takes hard work and dedication to create a successful career. Staying on top of the current news and trends, plus a lot of travel are
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Negotiations are an important part of the sales world. Without them, you wouldn’t understand your customers’ needs, be able to affect profit margins, and build relationships with the other side. You would simply be a storefront and not a salesperson. Learning how to properly negotiate throughout a sale would certainly have an impact on your
Why Attend a Negotiation Course? Read More »
Customers need a reason to pick you for their purchase over all the other options available, which has become an ever tougher challenge thanks to the internet, changes in marketing strategies, and the rise of social media. The convenience of the online marketplace mixed, combined with the many options out there makes the world of
How Does Consultative Selling Work? Read More »
