Negotiation and Closing
Managing Value, Navigating Trade-Offs, and Closing Deals Without Discount Dependency Lesson Overview Negotiation and closing are often misunderstood as end-stage tactics. At a sales management level, they are better understood as outcomes of everything that came before. Weak closes are rarely caused by poor closing techniques. They are usually the result of: Unclear value Poor qualification Misaligned expectations Late-stage…
