Negotiate & Close
In the negotiation phase, you will learn if you’ve done a proper job running the sales cycle.
Do you know the 3 why’s? Why do anything? Why you? And Why now?
Have you collected bullet proof use cases and returns Do you know who are you are competing against? Have you built a strong power base?
If you’ve done your job well, then it’s likely that you are in a strong position to negotiate. If not, then probably the purchasing manager will have greater control of the price than you.
Here’s a short checklist of things you need to be in the strongest position possible going into negotiations:
- You have multiple strong Champions on all levels
- You know the answers to the 3 WHY’s
- You have a documented close plan of what needs to be done and when
- You have met the EB who supports you
- You know the budget and have an idea of the competitive offerings
- You reserved some percentages for the purchasing guy
- You have a couple of negotiables that the customer values that you can trade in and won’t cost you too much.
In the Negotiate & Close, you will find the following qualifiers and milestones by default:
Why Now
See The 3 Why’s section for more information
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