Upcoming Webinar:

Know Your Buyer: Reading the Tells at the Table

May 6th, 2020 – 12 p.m. EST

Too many sellers adopt a one-size-fits-all negotiation strategy and give away value without understanding their buyer and what they care about. Join us for our complimentary webinar where we'll discuss how to adjust your negotiation tactics based on your customer’s purchasing style.

In today's environment, it is critical to identify the subtle tells that buyers provide and understand how to reveal their true interest in your solutions. Only then, will you be able to adjust your strategy and utilize tactics to push past the games buyers play to drive down prices. No two customers are the same; no two opportunities are identical. Through this webinar, we'll make sure you have the right tools on hand to adjust your negotiation strategy to win at your price.

In this webinar, you'll learn:

  • How to differentiate between the 4 distinct buyer types
  • How to recognize the selling scenario you're facing based on your current position (Advantaged or Disadvantaged)
  • How to employ 8 strategies and tactics to defend your price and value
Mike Cannestra

Mike Cannestra

Vice President

Patrick Profile 2019

Patrick McCullough