News & Insights | News | 16 October 2019

Which warrants more focus, sales strategy or negotiation strategy? This article delves into the grey area of when to switch from selling to negotiating. 

Subadra, one of my clients who has been on our negotiation training, and with whom I’ve consulted, came to me last month and asked for my help. She described the situation like this: “Our sales team has grown the top-line every quarter the last two years, but profit has been stagnant.”

Consistent sales are what drive many successful organizations. Sell more widgets and grow the business’s top line. However, nothing in the business world will affect your profitability, the bottom line, more than negotiation. This leads us to the question of which warrants more focus, sales strategy or negotiation strategy? This is where things get a bit grey. 

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