登录查看更多内容

How can you negotiate with a sustainability-focused buyer?

由人工智能和领英社区提供技术支持

Negotiating with a sustainability-focused buyer can be challenging, but also rewarding. You need to understand their values, goals, and expectations, and align your offer with them. You also need to communicate your own sustainability credentials, benefits, and impact, and address any objections or concerns they may have. In this article, you will learn some tips and strategies to negotiate with a sustainability-focused buyer effectively and ethically.

在这篇协作文章中查找专家回答

由社区从 6 条内容中精选。了解更多

1 Know your buyer

Before you enter the negotiation, do some research on your buyer. What are their sustainability priorities, standards, and initiatives? How do they measure and report their environmental, social, and governance (ESG) performance? What are their pain points, needs, and opportunities related to sustainability? The more you know about your buyer, the better you can tailor your proposal and value proposition to them.

添加您的观点

Amal Sharma

Business Development Specialist | Strategic Marketing | Professional | RubberTech Solutions | Pneumatic and Electrical Actuator | India | S. Korea
举报内容
Negotiating with a sustainability-focused buyer involves understanding their values and priorities. To succeed, align your product with their sustainability goals, emphasizing eco-friendly practices, transparency, and long-term benefits. Be flexible in tailoring your offering to meet their specific needs, educate them on its benefits, and ensure compliance with sustainability standards. Explore partnerships, offer incentives, and negotiate fairly while demonstrating a commitment to a long-term relationship. This approach will help build a mutually beneficial partnership that supports their sustainability objectives and your business goals.

已翻译

赞
Priscilah Pla?a

Ajudo Empresas a VENDER VALOR | Linkedin Top Voice | Especialista em Vendas ?? | Método VENDA de VALOR +50.000 Pessoas Treinadas ??| Autora do Livro ?? Vendas, este é o jogo | Mentora de Negócios & Palestrante ??
举报内容
"Conhecer seu comprador é essencial. Antes de negociar, pesquise suas prioridades, iniciativas de sustentabilidade e ESG. Identifique pontos problemáticos e necessidades. Quanto mais você souber, melhor poderá adaptar sua proposta às necessidades do cliente, construindo relacionamentos sólidos e oferecendo valor personalizado."

已翻译

赞

2 Show your sustainability

Don't assume that your buyer knows or cares about your sustainability efforts. You need to demonstrate how your product or service contributes to their sustainability goals and outcomes. Use concrete examples, stories, and data to show how you reduce environmental impact, enhance social value, and improve governance practices. Highlight your certifications, awards, and partnerships that validate your sustainability claims. Avoid greenwashing or exaggerating your sustainability performance.

添加您的观点

Priscilah Pla?a

Ajudo Empresas a VENDER VALOR | Linkedin Top Voice | Especialista em Vendas ?? | Método VENDA de VALOR +50.000 Pessoas Treinadas ??| Autora do Livro ?? Vendas, este é o jogo | Mentora de Negócios & Palestrante ??
举报内容
"N?o devemos presumir que o comprador conhece nossos esfor?os de sustentabilidade. é crucial demonstrar como nossa oferta contribui para suas metas sustentáveis. Use exemplos, dados e histórias para mostrar impacto ambiental, valor social e práticas de governan?a. Destaque certifica??es, prêmios e parcerias que validam nossas alega??es, evitando exageros. A abordagem educada e transparente constrói relacionamentos sólidos e autênticos."

已翻译

赞

3 Negotiate on value, not price

A sustainability-focused buyer may be willing to pay a premium for a product or service that meets their sustainability criteria, but they also expect to get a fair and reasonable deal. Don't focus on price alone, but on the value and benefits that your offer provides. How does your offer help them save costs, increase revenue, reduce risks, or gain competitive advantage in the long term? How does your offer create positive externalities or spillover effects for their stakeholders and society?

添加您的观点

Priscilah Pla?a

Ajudo Empresas a VENDER VALOR | Linkedin Top Voice | Especialista em Vendas ?? | Método VENDA de VALOR +50.000 Pessoas Treinadas ??| Autora do Livro ?? Vendas, este é o jogo | Mentora de Negócios & Palestrante ??
举报内容
"é verdade que um comprador focado na sustentabilidade pode estar disposto a pagar mais por um produto ou servi?o alinhado com seus critérios, mas também busca um acordo justo. Enfatizar o valor é fundamental. Explique como nossa oferta economiza custos, aumenta a receita, reduz riscos e fornece vantagem competitiva a longo prazo. Destaque as externalidades positivas para stakeholders e a sociedade. Mostre como nossa abordagem sustentável vai além do pre?o, oferecendo benefícios tangíveis a todos os envolvidos." Esta abordagem ressalta a importancia do valor agregado e dos benefícios sustentáveis em vez de se concentrar apenas no pre?o.

已翻译

赞

4 Address objections and concerns

A sustainability-focused buyer may have some doubts or questions about your offer, especially if it involves a trade-off between sustainability and other factors, such as quality, performance, or convenience. Be prepared to address their objections and concerns with facts, evidence, and testimonials. Show them how you can mitigate or minimize any negative impacts or risks associated with your offer. Emphasize the net positive impact and value of your offer for them and the planet.

添加您的观点

Priscilah Pla?a

Ajudo Empresas a VENDER VALOR | Linkedin Top Voice | Especialista em Vendas ?? | Método VENDA de VALOR +50.000 Pessoas Treinadas ??| Autora do Livro ?? Vendas, este é o jogo | Mentora de Negócios & Palestrante ??
举报内容
Compradores focados em sustentabilidade podem ter dúvidas legítimas, especialmente se houver trade-offs envolvidos. é fundamental estar preparado para abordar essas obje??es de maneira transparente. Apresente fatos, evidências e depoimentos que respaldem nossa oferta. Mostre como mitigamos ou minimizamos quaisquer impactos negativos ou riscos, destacando o impacto positivo líquido. Saliente como nossa oferta proporciona valor tanto para o comprador quanto para o planeta. Ao abordar preocupa??es de forma fundamentada, construímos confian?a e ajudamos os compradores a tomarem decis?es informadas e sustentáveis.

已翻译

赞

5 Collaborate and co-create

A sustainability-focused buyer may not be satisfied with a standard or off-the-shelf offer. They may want to customize or co-create a solution that fits their specific sustainability needs and preferences. Be open and flexible to collaborate and co-create with your buyer. Listen to their ideas, feedback, and suggestions, and incorporate them into your offer. Show them how you can work together to achieve a win-win outcome that benefits both parties and the environment.

添加您的观点

Priscilah Pla?a

Ajudo Empresas a VENDER VALOR | Linkedin Top Voice | Especialista em Vendas ?? | Método VENDA de VALOR +50.000 Pessoas Treinadas ??| Autora do Livro ?? Vendas, este é o jogo | Mentora de Negócios & Palestrante ??
举报内容
"Entendo completamente a importancia da personaliza??o e da cocria??o para compradores focados em sustentabilidade. Estou totalmente aberta e flexível para colaborar com você nesse processo. Suas ideias, comentários e sugest?es s?o inestimáveis, e estou comprometida em incorporá-los à nossa oferta. Vamos trabalhar juntos para criar uma solu??o que atenda às suas necessidades específicas de sustentabilidade e beneficie o meio ambiente. Sua voz é fundamental, e estou empolgada para fazer parte desse esfor?o conjunto em prol de um futuro mais sustentável."

已翻译

赞

6 Follow up and follow through

After you reach an agreement with your buyer, don't forget to follow up and follow through. Send them a confirmation email or letter that summarizes the key terms and conditions of the deal. Provide them with any additional information or documents they may need. Deliver your product or service as promised, and monitor and measure its sustainability impact and value. Keep in touch with your buyer, and ask for their feedback and referrals. Build a long-term relationship based on trust and mutual benefit.

添加您的观点

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

添加您的观点

Negotiation

+ 关注

给文章评分

我们借助人工智能创建了此文章。您认为这篇文章怎么样？

很棒不太好

举报此文章

查看全部

How can you negotiate with a sustainability-focused buyer?

1

2

3

4

5

6

7

1 Know your buyer

2 Show your sustainability

3 Negotiate on value, not price

4 Address objections and concerns

5 Collaborate and co-create

6 Follow up and follow through

7 Here’s what else to consider

Negotiation

给文章评分

感谢您的反馈

更多Negotiation相关文章

更多相关阅读内容

How can you negotiate with a sustainability-focused buyer?

1

2

3

4

5

6

7

1 Know your buyer

2 Show your sustainability

3 Negotiate on value, not price

4 Address objections and concerns

5 Collaborate and co-create

6 Follow up and follow through

7 Here’s what else to consider

Negotiation

给文章评分

感谢您的反馈

查看其他技能