1. Anchor high
Open above your ideal price so you have room to move while still landing where you want.
2. Always trade
'I can do X if you can do Y.' Never give unilateral concessions.
3. Use silence
After making an ask, stay quiet. Buyers fill silence with information.
4. Time-box concessions
'I can do that price if we sign by end of quarter.' Creates urgency.
5. Defend value, not price
When pushed on price, return to the value being delivered.
6. Bundle issues
Negotiate the package, not individual items separately.
7. Engage the economic buyer
When procurement gets aggressive, get the EB engaged.
8. Document agreements
Get terms in writing as they're agreed to.
9. Don't negotiate against yourself
If they say no, ask what would make it work. Don't reduce your ask unprompted.
10. Move to close once aligned
Once terms are agreed, move to signature quickly. Delay creates re-negotiation risk.
Frequently asked questions
What's the most important sales negotiation technique?
Always trade. Never give unilateral concessions. 'I can do X if you can do Y.'
CTA
Negotiation benefits from account context. See how CRUSH gives reps the data they need. [Book a Demo]
