Best sales negotiation tips to round start the year.

Best sales negotiation tips to round start the year

?* Set expectations in your upfront contract that you’ll cover pricing later in the process once we’ve aligned on what you need. If you get pushed for pricing early, it's OK to share a range.

?* Explain how price is structured BEFORE you give it, then stop talking. Do not justify price AFTER giving it, which makes you sound insecure about the cost.

?* Seriously, don’t break the silence. I’ve waited over 30 seconds in silence.

?* If you’re being fought on price, first seek to understand where their expectations were. Suss out anyone asking for a discount for the sake of a discount.

*?Prior to a call with procurement, lean on your champion to know what types of cuts they’ll be expecting going into that call.

*?If you get a ridiculous (50%+) ask for a discount, you need to act surprised. Don’t meet in the middle, continue to pull away until the first real ask comes out.

?*Figure out all of the non-ARR related gives in your toolbelt and leverage those first in a negotiation - net 30 vs 60, quarterly payments, free months. Don't toss your commission check in the trash.

*?If you’re being pinned against a competitor who "does all the same things", simply ask why we’re negotiating if the competitor does everything you do at half the cost (Hint: There's likely a good a reason you're still in the game.)

?* Per the above, get your prospects to agree to the value you bring above the competition. That’s where the negotiation should begin.

?* Sell the model vs the features when in a competitive deal negotiation. It’s not about the glove box and the leather trim. It’s about the fact that the other guys built the car the wrong way entirely.

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