What Top-Performing Sales Negotiators Do Differently

RAIN Group surveyed 262 salespeople from 26 different industries to identify top performers and assess their strategies and tactics. The top performers (22%) were defined as those who achieved their pricing targets, expressed the greatest confidence in negotiations, and felt most satisfied with the outcomes.

Top performers were more likely to understand the power and leverage on both sides, share ideas and insights with buyers, and understand how their solution met the buyer's needs and ROI goals. As for tactics, they were more likely to hold firm on a set price and make extreme requests/demands which could be decreased later.

The research was based on data from a survey of 262 salespeople from 26 industries. Understanding top performers' strategies and tactics can help other salespeople improve their negotiation skills.