From the course: Sales Fundamentals
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Negotiations that stick
(upbeat music) - [Woman] It's the final stretch of the deal. - [Elizabeth] And you really want it to close but you're worried, your customer is a little more closed off than previously and you're sensing that they might ask for a price concession or worse threatened to back out. - [Woman] The first thing to do, breathe. - [Elizabeth] This too is manageable. - [Woman] But like proposals, negotiation problems are usually symptoms of discovery problems. They stem from not having enough information and not building enough value on the front end. - [Elizabeth] There are a few reasons negotiations go south and one is just that not enough value. The customer doesn't see the benefit outweighing the cost and we know that costs can be money, but it can also be implementation headache, logistics, even time spent filling out a ton of paperwork. And again, this goes back to discovery and really solidifying the connection between your…
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