20. Negotiation FAQs & Best Practices w/ Tim Caito

We’re using this episode to run through the most frequently asked
questions we hear about sales negotiation.  Listen as Tim
Caito discusses best practices managers and sales reps can instill
into their negotiation process to ensure their business and
procurement buyers view their solutions as valuable.  He’ll
cover: How to navigate relationships with both buyer contacts and
procurement professionals to improve the buying process and provide
value for all stakeholders, including yourself. How sales reps can
influence required capabilities early on, to show their solutions
are the best fit for the buyer’s requirements, while minimizing
discounts. Three things managers can do to continually coach on rep
negotiation skills and drive seller behavior away from discounting.
  Check out this and other episodes of The Audible-Ready
Podcast at Apple Podcasts, Spotify, or our website. Here are some
additional resources on the negotiation and procurement : 
Sales Procurement On-demand Webinar with Tim Caito Tools &
Resources for Building an Elite Sales Negotiation Process On-demand
Webinar | Selling and Negotiating on Value