Negotiate & Close

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

Legal

See the milestones section for more explanation