12. Your sales people are leaving money on the table! Expert negotiator Christine McKay outlines how to capture additional value and reduce engagement costs

Special guest ⁠Christine McKay and I discuss how to get the most from a sales engagement, starting with a value selling mindset —  understanding requirements, aligning with the customer’s business goals and demonstrating value. Christine, as an experienced sales negotiator, outlines how most organizations leave value on the table and assume additional costs in virtually every deal.

While sales people tend to focus on price as a primary contract term, most customers care more about implementation costs and downside risks. Sales enablement has an opportunity improve their contract fluency and financial acumen.

Key takeaways of our conversation:

• Total transaction costs go way beyond price
• Contracts are strategic documents
• Sales people need training on contract creation/management and on financial acumen
• Curiosity is the most important trait for a sales person
• Resist taking the founder on sales calls

To follow up with Christine, you can reach her on ⁠LinkedIn⁠ or ⁠⁠via her ⁠website⁠.

To provide feedback on this podcast or to suggest additional topics or guests, please visit The Thoughts On Selling™ podcast ⁠⁠⁠⁠⁠⁠⁠website⁠⁠⁠⁠⁠⁠⁠.

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Thank you!

Lee Levitt