Most sellers plan extensively to convince their buyers why they should make a purchase.

But when it comes to negotiating around pricing and terms, they fail to prepare for how they’ll handle that crucial part of the sale.

Not only can these negotiations safeguard your profits, but they also hold the power to reshape your opportunities and alter your buyer’s perception of your value and influence.

How can you navigate these critical buying conversations more deftly and protect your bottom line?

Use this checklist to plan for your next negotiation, so you can highlight the value your solution brings, instead of just defending your price. You’ll see how to:

• Plan your concession strategy
• Identify more than discounts to offer your buyer
• Manage tense situations to reach a creative breakthrough