At the end of most proposal or quote presentations there is the chance of a negotiation breaking out. Being unprepared is not a good option and will probably prompt an unplanned reaction such as a price reduction. The professional salesperson is prepared and ready to respond, saving the sale and maintaining profitability.

You're going to have to sharpen your pencil as Scott and I discuss Top 5 Negotiating Skills for Salespeople and other concerning conundrums on Episode 659 of the Winning at Selling podcast.