Be upfront if you need time to reply, and other tips for successful Email negotiations
Tactics for increasing B2B sales
When your own inbox is overflowing with unread messages, it may not seem like the best tactic but with the right approach, email can be a powerful negotiation tool, not least in the B2B realm. According to 2019 research by IACCM, a global contract management association, about 75 percent of contract negotiations are completely virtual.
Nowadays, many B2B sales negotiations involve an open bid process with a standardised communication where relationship bonds are less important. In that context, emails offer a number of advantages. For instance, they can be instantly accessed, often by many parties in an organisation, thus creating transparency. Emails also allow a rich diversity of materials to be used as attachments.
Negotiations via email can be particularly suitable when gender, age or racial biases - or linguistic issues such as a strong accent - could mar the process. It can also help when there is a power distance between parties or when some voices risk being unheard.
However, email communication requires a certain technique in order to maximise the chances of closing the deal. As email is so widely used, every salesperson is competing for buyers' attention. According to a study involving a top B2B manufacturer of customised equipment for heavy industry, a successful combination of influence tactics can increase buyers' interest and the likelihood of a contract.
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Dharmendra ji is leading our flood relief in Bihar and a source of constant inspiration for us to provide more help to the flood victims. You can call him @ 9431477171 if you want any direct feedback from the ground level or for sending any material. Convenient timings to call: 7:00 AM to 9:00 AM in Morning (IST) 10:30 PM to 12:00 AM in Evening(IST)
Latest Update: Health care, a prime concern at the moment. As the water is receding in some areas, they are becoming epidemic prone !
This blog has information received from Bihar on flood relief efforts undertaken by AID, AID India and partners. Donations links:
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