Jan 28 2025 21 mins 3
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:
Here are some additional resources:
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- 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
