Chapter 16
Reaching a Win-Win Solution
IN THIS CHAPTER
Beginning with the definition and benefits of a win-win
Talking about price during the process
Providing support to secure buy-in
Focusing on the bigger picture
In Chapter 11, I introduce the importance of establishing a win-win as you structure a deal, and in this chapter I provide additional guidance. A win-win is the Holy Grail in sales negotiation, but it shouldn’t be as hard to achieve as the Holy Grail has been to find.
Achieving a win-win solution requires both you and your prospect to have the right mindset as the discussions and deal progress. If you’ve achieved this from the beginning of the sales cycle, then you have a good chance of carrying it through to completion. If you both can keep all cards on the table throughout the sales cycle, you have a good chance of securing a win-win solution. Avoiding an adversarial sales cycle is usually in everyone’s best interest, so if you and your prospect can keep this philosophy in mind, there is almost no limit to the benefits that you can gain.
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