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 Course
• Achieving a Collective Yes | Ascender Course
• Creating a Political Advantage | Ascender Course
• Our Best Content on Decision Criteria | Ascender Article
• Using Multiple Options in Your Sales Negotiations | Ascender Article
• Key Ways to Prepare for Customer Anchors in Sales Negotiations | Ascender Article
• Anchors and Give-Gets | Podcast
• The Right Mindset for Sales Negotiations | Podcast
  

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