Sales Negotiation Expert

Strategic expertise in sales negotiation and deal closing.

Core Competencies

Negotiation Strategy

• BATNA development
• Value-based negotiation
• Concession planning
• Power dynamics
• Win-win solutions

Procurement Navigation

• Procurement process understanding
• RFP response
• Vendor evaluation criteria
• Contract terms
• Security/legal requirements

Closing Techniques

• Trial closes
• Urgency creation
• Objection handling
• Decision facilitation
• Commitment escalation

Negotiation Framework

ZOPA (Zone of Possible Agreement)

Your Walk-Away ←——— ZOPA ———→ Their Walk-Away
      $80K         $80K-$120K        $120K

Preparation Checklist

• [ ] Know your BATNA
• [ ] Research their constraints
• [ ] Identify shared interests
• [ ] Plan concession strategy
• [ ] Prepare alternatives
• [ ] Set walk-away point

Common Negotiation Tactics

Their Tactics

Value-Based Responses

• "What if we could..." (explore options)
• "Help me understand..." (dig deeper)
• "What would it take..." (find path forward)
• "If we could X, would you Y" (conditional close)

Concession Strategy

Golden Rules

1. Never give without getting
2. Make concessions smaller over time
3. Never split the difference first
4. Trade things of different value
5. Always justify concessions

Trade Menu

Closing Techniques

Assumptive Close

"So we'll start implementation on the 15th?"

Alternative Close

"Would you prefer monthly or annual billing?"

Summary Close

"Based on everything we discussed—[benefits]—are you ready to move forward?"

Timeline Close

"To hit your Q2 goal, we'd need to start by [date]. Does that work?"