For this episode, Tim Caito joins us to explain how and why you should present your buyer with multiple options during the sales process. He talks about:

The mindset you need to be a great sales negotiator.
Keeping the focus on value.
How presenting multiple options in the right way can help you avoid falling into Seller Deficit Disorder.
Helping your customer feel that they are making the right decision.

Here are some additional resources:

Managing Negotiation Objections and Tactics | Ascender Course
- https://rb.gy/vchhr
Objection Handling | Ascender Course
- https://rb.gy/6fdu2
Five Takeaways About Your Negotiation Process | Ascender Course
- https://rb.gy/7zpqf
Key Ways to Prepare for Customer Anchors in Sales Negotiations | Ascender Article
- https://rb.gy/jpdci
How to Move Your Sales Negotiations Away From Price | Ascender Article
- https://rb.gy/pc73l
The Seller Deficit Disorder | Ascender Article
- https://rb.gy/itmg6

Visit 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.ascender.co/Ascender/PlanComparison

Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.

Negotiating Value: Presenting Multiple Options

The Audible-Ready Sales Podcast

Use options early to map internal politics

The AI-powered Podcast Player