Most sales teams believe negotiations only begin when the conversation turns to price.
In reality, sellers build their position from the first interaction.
Every question they ask signals value, every insight they share builds social capital, and every problem they solve strengthens the relationship.
These strategic moves—made long before formal negotiations—determine what’s possible when your reps finally reach the closing table.
How can you ensure your sellers protect margins at every moment?
In this e-book, you’ll discover how sellers can position themselves for success long before formal negotiations begin. You’ll see what it takes to protect your margins through careful relationship building, strategic value exchanges, and tactical patience.
You’ll learn how to:
- Set the foundation for negotiations in discovery conversations
- Demonstrate value at every point in the sale
- Hold boundaries to protect your margins