Shifting Left in Sales Negotiations with Tim Caito

In this curated episode of the Revenue Builders Podcast, we delve
into the intricate world of sales negotiation with expert Tim
Caito from Force Management. We explore the crucial aspects of
negotiation, from preparing champions to dealing with procurement
and the power of starting early in the sales process. Tim shares
valuable insights and strategies to help organizations preserve
value in the final deal and achieve successful negotiations.


KEY TAKEAWAYS


[00:01:07] Starting early in the sales process is crucial for
successful negotiation.
[00:02:09] Begin the negotiation process before the other side
believes you're negotiating.
[00:02:58] Having a better alternative gives leverage in
negotiations.
[00:04:00] Making negotiations about the client's alternative
rather than yours is a powerful tactic.
[00:05:51] Procurement's role and the importance of preparing
champions for the negotiation process.
[00:08:23] The significance of creating a powerful cost
justification to resist procurement pressure.
[00:10:46] The role of champions as the great equalizer in the
negotiation process.
[00:12:17] Anticipating competitive tactics and preparing
champions to handle external pressure.


HIGHLIGHT QUOTES


[00:01:26] "Start the negotiation process before the other side
believes we're negotiating."
[00:03:18] "If the rep doesn't have a solid alternative, it gives
the power back to procurement."
[00:08:48] "You have to have done such a good cost justification
that they feel like they're losing every day that goes by."
[00:10:27] "Champions are the great equalizer in a negotiation
process."
[00:13:52] "We have to prep them because it is going to happen,
and we have to role play and ask specifically, what are you going
to say when they ask this question."


Listen to the full episode with Tim Caito
through this link:
https://revenue-builders.simplecast.com/episodes/the-secrets-of-sales-negotiation-with-tim-caito


Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4


Check out Force Management’s Ascender platform
here: 
https://my.ascender.co/Ascender/