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Negotiate & Close

The negotiation phase shows whether you ran the sales cycle well; use this checklist to go into negotiations in the strongest possible position.

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 bulletproof use cases and returns?
  • Do you know who 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, the purchasing manager will probably have greater control over the price than you.

Negotiation checklist

Here’s a short checklist of things you need to be in the strongest position possible going into negotiations:

  • You have multiple strong Champions at 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 have reserved some percentage points for the purchasing manager.
  • You have a couple of negotiables that the customer values, which you can trade in and which won’t cost you too much.

Qualifiers and milestones in this stage

In the Negotiate & Close stage, you will find the following qualifiers and milestones by default: