Avoid teaching discounting as a tactic

Do you have customers delaying their signature? Do you have deals that are moving forward, but then stall right before the finish line? Force Management’s Tim Caito walks through action steps to reignite the stalled deal, including: 

• What areas to assess to determine how you can reignite the deal
• The people you should be using to help you drive urgency
• How to prevent the situation next quarter. 

Other Assets with Tim Caito

• Making QBRs Valuable | Podcast
• Anchors and Give-Gets | Podcast
• The Right Mindset for Sales Negotiations | Podcast
• Shifting the Negotiation Away From Price | Podcast
• Negotiating Value – Presenting Multiple Options | Podcast
• How to Use “Most Likely Alternatives” to Improve Sales Execution | Podcast

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