Strategy frameworks
Anchor high, move strategically. Trade every concession. Bundle issues, don't negotiate each separately. Engage economic buyer when procurement pushes too hard.
Common enterprise negotiation strategies
Multi-year discount in exchange for term. Volume discount in exchange for expansion commitment. Implementation services included in exchange for full price.
Tactical patterns
Time-box concessions (price drops only at quarter end). Use silence after asks. Make the buyer justify their position. Don't negotiate against yourself.
Frequently asked questions
What's the most important sales negotiation strategy?
Trade every concession. Never give unilateral concessions. 'I can do X if you can do Y.'
CTA
Negotiation works better with account context. See how CRUSH gives reps the data they need. [Book a Demo]
