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 Course
- https://rb.gy/dom3f
Changing the Conversation with Procurement | Ascender Course
- https://rb.gy/ha2gw
Negotiating Value – Presenting Multiple Options | Podcast
- https://rb.gy/kb2oi

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Shifting the Negotiation Away From Price

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Use 'You told me' to refocus on requirements

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