As with all aspects of selling, sufficient preparation is a prerequisite to successful negotiation. In today’s episode, Tim Caito shares the key points of negotiation prep for reps to focus on. He discusses:
* Starting your negotiation process early. * Recognizing and dealing with customer anchors, and laying anchors of your own. * Establishing your give–get strategy. * Providing the customer with multiple options.

Here are some additional resources:* Get MEDDICC Certified on Ascender! * Negotiation Foundation & Mindset | Ascender Course * Preparing for and Engaging in Virtual Meetings | Ascender Course * Plan to Make Your Plan | Ascender Course * Achieving a Collective Yes | Ascender Course * Key Ways to Prepare for Customer Anchors in Sales Negotiations | Ascender Article * Using Multiple Options in Your Sales Negotiations | Ascender Article * Preparing for Sales Conversations | Ascender Video * Navigating Anchors and Trades in Sales Negotiation | Podcast * Negotiating Value – Presenting Multiple Options | Podcast

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