Author Todd Caponi shares how playing your cards face up on your pricing model can result in:
- Elevated mutual trust right through to the finish line
- Higher deal values where clients are giving you something for everything they take
- More predictable deals
Source: Sales and Marketing Management, May 12, 2019. Link.
Negotiation doesn’t need to be difficult. . . Learn the four levers . . . Make it a part of your discussions around price . . . Negotiate transparently!
INSIGHTS: Food for thought for salespersons, marketing leaders and customers buying services.