Closing & Negotiation
Closing deals and negotiating without discounting
Closing is not a trick at the end of a call; it is the result of everything that came before — clear value, a mutual plan, the right stakeholders involved — finished with a direct ask. Negotiation is where that value gets defended or given away.
This category covers handling objections by understanding them first, building mutual action plans with your champion, managing procurement and legal without losing momentum, and negotiating on terms other than price: scope, contract length, payment schedule and start date. It also covers when a discount makes sense, how to trade it for something, and how to recover a deal that has gone quiet.
Each post includes real wording for the conversations that tend to make reps uneasy, and the reasoning behind it.
How to Handle the 10 Most Common Sales Objections
An objection is information, not rejection. What the ten most common sales objections mean, and responses that move the deal forward.
Sales Negotiation: How to Close Without Discounting
Discounting is what happens when you run out of moves. Build leverage early, trade instead of cave, and hold your price.