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 Course
• Preparing for and Engaging in Virtual Meetings | Ascender Course
• Plan to Make Your Plan | Ascender Course
• Achieving a Collective Yes | Ascender Course
• Key Ways to Prepare for Customer Anchors in Sales Negotiations | Ascender Article
• Using Multiple Options in Your Sales Negotiations | Ascender Article
• Preparing for Sales Conversations | Ascender Video
• Navigating Anchors and Trades in Sales Negotiation | Podcast
• Negotiating Value – Presenting Multiple Options | Podcast

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