I have come across this fact with many of my customers and it always surprises me that they are taken aback by candidates who want to negotiate. One thing that business development salespeople do is negotiate. They live for the hunt which includes qualifying a deal and influencing the money structure to their benefit. Generally speaking, a good hunter knows he or she is good at what they do and they also know that companies are willing to pay for their skills. That being said (or written?), hiring managers should not be put off by sales candidates who want to discuss (i.e. negotiate) the salary of the position. Salary.com ran… Read More
Continue ReadingWhen Selling To Executives…
Executives are a tough sell and it takes the right sales skills to match them. One of the toughest skills for me has always been the money topic. I personally like to buy not negotiate and it shows in my sales role. But there are ways to handle the negotiation as you will learn in this ManageSmarter.com article – Back to Basics: Think Before You Offer Discounts. The pull quote (emphasis mine): However, professional buyers and key decision-makers know that many sellers will drop their price at the first sign of resistance, so they ask everyone for a discount and can be aggressive in their approach. Plus, experienced negotiators lose… Read More
Continue Reading3 Steps To Successful Negotiation
We’re in the middle of a couple negotiations between our customers and their top sales candidate selection. The companies are smaller and these positions are fairly important within the department so they are not “slotted” pay ranges that are more common in larger companies. Both negotiations have similar topics (salary and commission plans are always prevalent in sales negotiations) but different approaches by the candidates. Call it serendipity, but I came across a timely SalesHQ article titled How To Structure A Negotiation. The author, Jonathan Farrington, provides 3 important steps for any negotiation whether it be for a potential hire or a potential customer: The recommended structure for negotiations is:… Read More
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