Shifting the Negotiation Away From Price

Regardless of the emphasis you place on value, your customer
might fixate on price in the late stages of the deal. Tim Caito
joins Rachel to discuss steps you can take to shift the focus away
from price and back on the value of your offering. He goes
over:

Why your customer fixates on price.

The three words to refocus your customer on value.

The value of presenting multiple options.

How a Champion can help you navigate the tricky late stages
of a deal.


Here are some additional resources:

Negotiation Mindset | Ascender Course

https://rb.gy/dom3f



Changing the Conversation with Procurement | Ascender Course

https://rb.gy/ha2gw



Negotiating Value – Presenting Multiple Options | Podcast

https://rb.gy/kb2oi




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