When negotiating prices, you need to know who your skeptics at the buying company are. Ask this question out loud in a meeting: “Who on your team is going to be the most skeptical about pricing?” This seems like a shockingly direct way of collecting the information you need, but knowing who will push back is good so you can approach them directly. If you do not know the skeptics before you start your negotiating, you have already lost.
4. Know your walk-away moment
What’s the lowest price you’ll accept before you’re willing afghanistan phone number list to walk away from the deal? Before you begin negotiations, be clear about what that number is and stick to it.
5. “Feel out the number” to make the buyer move first
When you offer a price, whatever the number, wait a beat and ask, “How does that feel?” This forces the buyer to make the first move in the negotiation. Concessions should not be offered too early in the sales process, as it sets up expectations for further concessions.