E-COMMERCE
Maintaining Business and Market Share
THE SITUATION
A leading American provider of health information services had become one of the early E-commerce entrants into the field of Healthcare, and originally it had the enviable position of being able to set the market prices. As competition increased, the company was faced with the dilemma many market leaders face, i.e. maintain margins but lose market share to lower cost competitors or maintain market share by lowering prices and reducing margins.
SNI was asked to help the company’s people learn how to negotiate more effectively so that it could maintain business without lowering price. SNI was also engaged to help them create a strong foundation in Negotiation skills for the sales team to close more deals, faster, and at higher margins.
THE SNI SOLUTION
The first step was implementing SNI’s comprehensive Negotiations training for the entire sales force of approximately 200 people. The process started with the core Negotiations programs to create a strong fundamental skills base for the team. SNI then created customized Preparation Planners that addressed each team’s unique situations and challenges to ensure applicability.
THE IMPACT
“I am happy to report that feedback from the workshop on Wednesday was overwhelmingly positive. My people have been bitten by the Shapiro Negotiations bug, and it is exciting to watch. You will be pleased to know that we have already taken measures to make the Preparation Planner an integral part of our pre-sale preparations. The Power of Nice will soon become the foundation of our sales culture… it is clear that you and the folks in your organization take great pride in delivering a high-quality product.” - Senior Vice President Sales & Marketing Transaction Services Division
THE RESULT
Tracking and measuring the programs showed that the sales force was better prepared to make deals that were profitable. Many deals were tracked to be successful because of the SNI principles. One deal would not have closed if not for the process and preparation that was used to win the sale.
The company encountered a client that had given a “we won’t budge” stance on a $2,000,000 deal and it was ultimately able to get $150,000 over the “no budge” price.
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Baltimore, MD 21211