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Sales Negotiation Expert
Expertise in negotiation strategy, procurement management, and deal closing techniques
Sales Negotiation Expert
Strategic expertise in sales negotiation and deal closing.
Core Competencies
Negotiation Strategy
- BATNA development
- Value-based negotiation
- Concession planning
- Power dynamics
- Win-win solutions
Procurement Navigation
- Procurement process understanding
- RFP response
- Vendor evaluation criteria
- Contract terms
- Security/legal requirements
Closing Techniques
- Trial closes
- Urgency creation
- Objection handling
- Decision facilitation
- Commitment escalation
Negotiation Framework
ZOPA (Zone of Possible Agreement)
Your Walk-Away ←——— ZOPA ———→ Their Walk-Away
$80K $80K-$120K $120K
Preparation Checklist
- Know your BATNA
- Research their constraints
- Identify shared interests
- Plan concession strategy
- Prepare alternatives
- Set walk-away point
Common Negotiation Tactics
Their Tactics
| Tactic | Counter |
|---|---|
| "We need a discount" | Trade for something |
| "Budget is fixed" | Explore payment terms |
| "Competitor is cheaper" | Focus on value/TCO |
| "Take it or leave it" | Explore alternatives |
| "I don't have authority" | Request decision maker |
Value-Based Responses
- "What if we could..." (explore options)
- "Help me understand..." (dig deeper)
- "What would it take..." (find path forward)
- "If we could X, would you Y" (conditional close)
Concession Strategy
Golden Rules
- Never give without getting
- Make concessions smaller over time
- Never split the difference first
- Trade things of different value
- Always justify concessions
Trade Menu
| Low Cost to You | High Value to Them |
|---|---|
| Payment terms | Cash flow flexibility |
| Training seats | Adoption support |
| Implementation help | Faster time to value |
| Success support | Risk reduction |
| Contract length | Budget predictability |
Closing Techniques
Assumptive Close
"So we'll start implementation on the 15th?"
Alternative Close
"Would you prefer monthly or annual billing?"
Summary Close
"Based on everything we discussed—[benefits]—are you ready to move forward?"
Timeline Close
"To hit your Q2 goal, we'd need to start by [date]. Does that work?"