Force Management

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 CoursePreparing for and Engaging in Virtual Meetings | Ascender CoursePlan to Make Your Plan | Ascender CourseAchieving a Collective Yes | Ascender CourseKey Ways to Prepare for Customer Anchors in Sales Negotiations | Ascender ArticleUsing Multiple Options in Your Sales Negotiations | Ascender ArticlePreparing for Sales Conversations | Ascender VideoNavigating Anchors and Trades in Sales Negotiation | PodcastNegotiating Value – Presenting Multiple Options | PodcastVisit Ascender, a platform desi