Negotiation prep
For sales A one-page summary of the company, before the call.
This is how it looks in your account, the evening before and the next day, mid-call. We cover the company names with a bar, and the names you see stand for roles.
What the briefing contains
Seven short parts, always in the same order, and behind each one there is a concrete source in the system, so the briefing only writes about what it genuinely knows of the company.
Where we stand
The level of interest, a short timeline of the latest touches and the open tasks in one paragraph, so that before the call you don't have to scroll through the record.
What they want
Their needs read from the letters and the calls, the signs of timing and the concerns they have voiced, so that you talk about what matters to them.
What we want
Your goal in your own words, and your value proposition matched to their profile, drawn from your introduction and your references, which Apex learned from you.
Likely objections
Only an objection that has been raised or follows from their profile goes in, and beside each one there is the answer, drawn from what you have told Apex before.
Suggested next step
One concrete step, from where the task stands and from your goal, so that by the end of the negotiation you know what to record and how the task closes.
What the market has taught
The lesson of the target company's segment from the team's earlier closes: the usual reason for winning and for losing, the typical time to a decision, and one sentence on what to prepare for, with no company name.
Small talk
A real hook from their website or their letter to open the conversation with. If there is no such hook, this part is left out.
Two colleagues, the same call
Both are getting ready for the same company. One gathers it all, the other just asks.
On the left, getting ready is six steps in five places, and a colleague's knowledge only surfaces if they happen to have time to share it. On the right it is one sentence, and the briefing holds the company's whole story, together with the lesson of every earlier negotiation the team has had.
Why this is good for you
More calls fit into the day
The time spent getting ready turns into call time, and every call starts prepared, so in the same time you carry more negotiations through, close more deals, and that is where the commission comes from.
No unknown number catches you out
While the phone is still ringing, Apex tells you who is calling, where things stand and what you last promised them, so the conversation starts as if you had spoken yesterday.
What the team has learned is yours too
A deal a colleague lost helps you at the next negotiation, because the briefing tells you what to raise first and what pace to expect.
Even before the first call
For a company you have not yet exchanged a single letter with, the briefing brings, even before the first call, the profile read from their website, the possible objections that follow from it with an answer, and the lesson of the team's earlier closes in that segment. As soon as the letters and the first call are recorded, the briefing grows with them, from the where-we-stand part to the small talk.
What they want. Their website says they are machine-tool dealers with two sites, their web shop is aimed at resellers in Hungarian and Slovak, and the home page highlights fast delivery, so they will ask about stock and delivery time.
What we want. An introduction and a meeting, with your two dealer references.
Likely objections. For a dealer with two sites, the profile points to margin as the question, and the answer is your volume price, which you noted before.
Suggested next step. At the end of the call, a time set for the introductory meeting.
What the market has taught. With dealer companies the team won two out of three on the stock guarantee, the decision usually takes three weeks, and a request for prices is the first sign.
Small talk. Their website says they opened the second site this year.
Related features
More features
- Tasks and deadlinesYou say it, Apex takes it down, assigns it and keeps track. Nothing is left hanging.
- No lost prospectApex checks back before a company is left without a task.
- Find anyoneA name, a fragment of a phone number or a detail from a meeting is enough. Apex finds the company, the letter and the person.
- Letters and repliesEvery recipient gets a letter in their own language, and you read, decide and approve in yours.
- Team chatIn a group, one to one, or on a company's record. Files, images, GIFs and emoji can go too.
A closed system.
Access by invitation. Request it from your company email address, and our expert colleague will be in touch.
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