Why do so many B2B deals fall apart during negotiation?

In this Quick Insight episode of Sales in DACH, Ibrahim Chebli explains why entering price discussions too early kills deal momentum — and how the best negotiations don’t feel like negotiations at all.

We talk about how to shift the conversation from price to value, how to guide prospects with the right questions, and why trust and professionalism matter more than hard tactics in the DACH market.

If you want to negotiate with confidence, avoid discount pressure, and close deals without damaging long-term relationships, this episode is for you.

• Why price is never the starting point in DACH negotiations

• How active listening changes the entire dynamic

• The question that instantly resets stalled negotiations

• How to protect value without turning negotiations into battles

• What makes negotiation culture in DACH different

Perfect for Account Executives, SDRs, founders, and sales leaders who want to close better deals through trust-based negotiation.