Force Management

Negotiating power is an invaluable currency in sales, one that gives you the leverage to move toward achieving a desirable outcome. As you approach the end of a sales process, the work you’ve done previously to establish yourself in a solid negotiating position determines the quality of the deal you’ll eventually land. Today, Tim Caito joins Rachel to discuss the importance of taking the right steps throughout the lifetime of the deal to set yourself up for a successful close.Here are some additional resources:Get MEDDICC Certified on Ascender!Negotiation Mindset | Ascender CourseAchieving a Collective Yes | Ascender CourseCreating a Political Advantage | Ascender CourseOur Best Content on Decision Criteria | Ascender ArticleUsing Multiple Options in Your Sales Negotiations | Ascender ArticleKey Ways to Prepare for Customer Anchors in Sales Negotiations | Ascender ArticleAnchors and Give-Gets | PodcastThe Right Mindset for Sales Negotiations | PodcastVisit Ascender, a platform designed solely for salespeople