Negotiation

The Proof of Concept is when the customer would like to have an on-premise proof of the proposed solution to make sure it works as they expect.

The fifth stage is Negotiation. The goal of the Negotiation stage is to obtain a signed agreement.

In the negotiation phase, you will learn if you’ve done a proper job running the sales cycle.

Do you know the 3 why’s? Why do anything? Why you? And Why now?

Have you collected bullet proof use cases and returns? Do you know who are you are competing against? Have you built a strong power base?

If you’ve done your job well, then it’s likely that you are in a strong position to negotiate. If not, then probably the purchasing manager will have greater control of the price than you.

Here’s a short checklist of things you need to be in the strongest position possible going into negotiations:

You have multiple strong Champions on all levels
You know the answers to the 3 WHY’s
You have a documented close plan of what needs to be done and when
You have met the EB who supports you
You know the budget and have an idea of the competitive offerings
You reserved some percentages for the purchasing guy
You have a couple of negotiables that the customer values that you can trade in and won’t cost you too much.

In the Negotiation Stage, you will find the following qualifier(s):

CLO – Closing Paperwork
See The Closing Paperwork section for more information