5600blue

Precision Guided Selling

Introducing Precision Guided Selling

Precision Guided Selling provides management the ability to guide sales people and salespeople the ability to guide customers at every step of the sales process, from qualification to close.

That’s what we do. . .

5600blue has created the first-ever vertically integrated sales platform that delivers the processes, technology and enablement to mine, synthesize and distribute knowledge and insights to your salespeople at the speed of change.

Filtering by Category: negotiation

The Trap Negotiators Fall Into

We’ve consulted on over 20,000 negotiations in over 45 countries for 16 years. The most common issue we see is: 

“Very seasoned negotiators having a price conversation absent of the value conversation.” 

What does this mean exactly? Imagine for a moment that you work at a high-end steak house and you encounter this scenario: 

  1. You are seated a table and are ready to order. You order the Filet Oscar, the house specialty, which is listed at $42 on the menu.

  2. You continue that you would like to pay $16 for it because that is what you paid last night for dinner (you fail to mention it was a plate of tacos at the restaurant down the street).

  3. Your server goes to find the manager to ask for an adjustment to the bill to give you the discount.  

That is crazy, right?

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Re-framing Procurement Negotiations: From Buying and Selling to Decision Making

Over ten years ago, after having spent more than 20 years a salesperson, VP sales and sales consultant, we secured our first contract to provide negotiation training for the procurement arm of a major US airline. I felt like the proverbial fox in the hen house!

As I was executing research to get ready for the assignment I stumbled on an article stating that this organization had just been awarded...

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Changing the Negotiation Conversation

A client asks us for a proposal. That’s a good thing, right? We do as they ask and provide a proposal. What’s next? We all know the first offer is likely not going to be the last. In fact, what many of us have done with that response is to give the client a price for products and services. The very natural inclination is for the customer to then begin the negotiations at this phase. We have DNA going back 1000 years saying that the buyer should never accept the first offer. We know what the conversation is going to be and where it’s headed, so how do we change that conversation and take control?

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"I Can Get The Same Thing Cheaper From Your Competition!"

In my last post, I reported my friend and colleague, Jim Dickie (https://www.salesmastery.com) recently surveyed sales leaders who stated their top barrier to achieving their 2018 revenue objectives was lack of coaching. That article focused on how to use virtual coach technology to address that issue. For this article, we will focus on the second issue for sales leaders:

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