Closing and Pipeline
Negotiation
Trade concessions for value (give-get) and protect price.
Why it matters
Unconditional discounts lower value. Trading concessions keeps the deal balanced and moves it forward.
How to apply it
- Know your walk-away point
- Ask what they'd give in return
- Anchor on value delivered
Common mistakes
- Unconditional discounts
- Negotiating against yourself
Quick answers
What is Negotiation?
Trade concessions for value (give-get) and protect price. Unconditional discounts lower value. Trading concessions keeps the deal balanced and moves it forward.
How do I apply Negotiation in sales?
Know your walk-away point. Ask what they'd give in return. Anchor on value delivered.
What are common mistakes with Negotiation?
Unconditional discounts. Negotiating against yourself.