If your client starts to negotiate with you, then you should be confident that you have done a good job and they want to buy your solution.  People don’t generally negotiate with you unless they actually want to buy.  Otherwise, they would just be wasting everyone’s time and that is not usually something people want to do.  

This podcast, with an interview with Steve Callan of Moveout Data, looks into some more aspects of negotiation.  

You can learn more at https://hoolock-consulting.cademy.co.uk/sales-negotiations.

Hoolock Consulting helps technology sales professionals to improve their performance through training and coaching so that they can win more deals and generate more revenue.

Learn more at www.hoolock-consulting.com