As with all aspects of selling, sufficient preparation is a prerequisite to successful negotiation. In today’s episode, Tim Caito shares the key points of negotiation prep for reps to focus on. He discusses:

Starting your negotiation process early.
Recognizing and dealing with customer anchors, and laying anchors of your own.
Establishing your give–get strategy.
Providing the customer with multiple options.

Here are some additional resources:

Get MEDDICC Certified on Ascender!
Negotiation Foundation & Mindset | Ascender Course
Preparing for and Engaging in Virtual Meetings | Ascender Course
Plan to Make Your Plan | Ascender Course
Achieving a Collective Yes | Ascender Course
Key Ways to Prepare for Customer Anchors in Sales Negotiations | Ascender Article
Using Multiple Options in Your Sales Negotiations | Ascender Article
Preparing for Sales Conversations | Ascender Video
Navigating Anchors and Trades in Sales Negotiation | Podcast
Negotiating Value – Presenting Multiple Options | Podcast

Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.

Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison

Preparing for Sales Negotiation Conversations