Force Management

Regardless of the emphasis you place on value, your customer might fixate on price in the late stages of the deal. Tim Caito joins Rachel to discuss steps you can take to shift the focus away from price and back on the value of your offering. He goes over:Why your customer fixates on price.The three words to refocus your customer on value.The value of presenting multiple options.How a Champion can help you navigate the tricky late stages of a deal.Here are some additional resources:Negotiation Mindset | Ascender Coursehttps://rb.gy/dom3fChanging the Conversation with Procurement | Ascender Coursehttps://rb.gy/ha2gwNegotiating Value – Presenting Multiple Options | Podcasthttps://rb.gy/kb2oiVisit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.as