Three offers are better than one
- from Selling Power Sales Management Newsletter
Many sales organizations have successfully transitioned from selling products to selling solutions, articulating value, and solving business problems. But when it comes to negotiating, all that progress goes up in smoke. “Salespeople are selling value, but they’re negotiating price,” observes Brian Dietmeyer, president and CEO of Think! Inc., a global strategic negotiation consultancy. “They are selling complexity well, but then it becomes a commodity during negotiations.”
The solution, says Dietmeyer, is to use a strategy called “Multiple Equal Offers.” MEOs give prospects…
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