About the Author\nSteve Thompson is Managing Partner at Value Lifecycle™, which helps companies position, negotiate, and close critical business deals. In the past twenty-plus years, he has worked on more than $17 billion in B2B deals (for sellers and buyers) in dozens of industries. He previously worked in senior operations, sales, and executive management at Westinghouse, Black & Decker, and DuPont. Steve also served as a nuclear submarine officer in the US Navy.\nThe Painless Negotiation leverages the principles of The Compelling Proposal to turn “negotiations” into straightforward business discussions on how to best maximize the value in a deal for both parties.\nUsing just three key concepts, anyone can accurately diagnose which side has the power, how compelling a deal is and to whom, how to trade to overcome obstacles, and how to frame the “right negotiation” to implement the best negotiation strategy.\nNegotiating the “right way” then means ensuring we always trade (versus concede) and that no single thing is ever taken off the table—or agreed to—until the whole deal is agreed to.\nFrom the book:\n“The formal negotiation is ... where either all the good things you’ve done can pay big dividends, or all the ‘sins’ you’ve committed will have to be atoned for.”\n“Not creating value when selling and/or failing to ensure value delivery from previous purchases ... are the primary reasons that deals get stuck at the point of negotiation.”\n“While it may seem counterintuitive, it is easier to negotiate a deal with a dozen deal levers on the table than with just one or two.”\n“How you manage the negotiation with procurement will have a big influence on how the customer feels about the deal they make with you.”

The Painless Negotiation: Anchor Your Way to a Great Deal … for Everyone

Business & Money

THOMPSON, STEVE

Management & Leadership

Value Lifestyle

About the Author\nSteve Thompson is Managing Partner at Value LifecycleTM, which helps companies position, negotiate, and close critical business deals. In the past twenty-plus years, he has worked on more than $17 billion in B2B deals (for sellers and buyers) in dozens of industries. He previously worked in senior operations, sales, and executive management at Westinghouse, Black & Decker, and DuPont. Steve also served as a nuclear submarine officer in the US Navy.\nCan’t-Lose Accounts brings the Value LifecycleTM full circle with simple tools to help you leverage delivered value and drive repeat business with existing happy customers. 
Cross-selling and upselling opportunities are the holy grail of selling. Satisfied key stakeholders will do most of your “selling” legwork for you when they can justify and articulate the past value you’ve delivered. 
Get credit for that value, and make it the cornerstone of an ongoing, mutually beneficial relationship between buyer and seller. 
From the book: “Your goal is not to just win a deal but to win a long-term customer, one that will renew readily and proactively bring new opportunities for you to grow the relationship.” “We should always remember how difficult it is for the customer to buy—and then demonstrate internally that they made a good business decision.” “When you deliver value to the people that matter, you make it very hard for a competitor to steal that business.” “Simply put, Past Value Delivered drives customer retention and growth.”

CAN’T-LOSE ACCOUNTS: DELIVER VALUE AND MAKE IT SIMPLE TO RENEW AND BUY MORE!

Marketing & Sales

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Books by Value Lifestyle

See the best price to sell, buy or rent books by the Value Lifestyle publisher. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

The Painless Negotiation: Anchor Your Way to a Great Deal … for Everyone

CAN’T-LOSE ACCOUNTS: DELIVER VALUE AND MAKE IT SIMPLE TO RENEW AND BUY MORE!