Negotiate the Win

𝗘𝘃𝗲𝗿 𝗻𝗮𝗶𝗹𝗲𝗱 𝗮 𝗽𝗿𝗲𝘀𝗲𝗻𝘁𝗮𝘁𝗶𝗼𝗻... 𝗮𝗻𝗱 𝘀𝘁𝗶𝗹𝗹 𝗹𝗼𝘀𝘁 𝘁𝗵𝗲 𝗱𝗲𝗮𝗹? 

The client presentation may be over, but the deal is not yet done. How you negotiate next can be the difference between a win and a “we came close.”

The 𝗙𝗨𝗡𝗗𝗔𝗠𝗘𝗡𝗧𝗔𝗟 𝗗𝗔𝗡𝗖𝗘:

Negotiation is the dance of finding COMMON GROUND and defining WORTH around it.

💎 Worth isn't just about price it’s about:

•   Lasting Impact

•   Inherent Value

•   Significance to the client

💡 Also take a look at my post on Value https://lnkd.in/gQ6CEj4q 

𝟱 𝗧𝗵𝗶𝗻𝗴𝘀 𝘁𝗼 𝗙𝗼𝗰𝘂𝘀 𝗼𝗻 𝗪𝗵𝗲𝗻 𝗡𝗲𝗴𝗼𝘁𝗶𝗮𝘁𝗶𝗻𝗴 𝗮 𝗣𝗼𝘀𝘁-𝗣𝗿𝗲𝘀𝗲𝗻𝘁𝗮𝘁𝗶𝗼𝗻 𝗗𝗲𝗮𝗹:

𝟭. 𝗦𝗲𝘁 𝘁𝗵𝗲 𝗧𝗼𝗻𝗲 𝗘𝗮𝗿𝗹𝘆

Be the first to define the value of your solution. It becomes the anchor for the rest of the conversation. 

📌 Tip: Start setting your tone before the presentation ends. Plant the seeds of VALUE clearly.

𝟮. 𝗟𝗶𝘀𝘁𝗲𝗻, 𝗣𝗮𝘂𝘀𝗲, 𝗮𝗻𝗱 𝗥𝗲𝘀𝘁𝗮𝘁𝗲

Active listening, paraphrasing, and using the power of the pause are underrated tools.

📌 Tip: In pursuit negotiations, clients want to feel heard, not sold to. They have to know that you GET their problems, their pressures, and their goals - not just their budget.

𝟯. 𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱 𝗪𝗵𝗮𝘁’𝘀 𝗕𝗹𝗼𝗰𝗸𝗶𝗻𝗴 𝘁𝗵𝗲 𝗬𝗘𝗦

The stated reasons for resistance or hesitation are often not the real reasons. Dig deeper. Spend time and energy getting to unspoken concerns.

📌 Tip: Ask questions like: “What’s driving your hesitation?”

𝟰. 𝗡𝗲𝘃𝗲𝗿 𝗝𝘂𝘀𝘁 𝗖𝗼𝗻𝗰𝗲𝗱𝗲 - 𝗧𝗿𝗮𝗱𝗲 𝗦𝗺𝗮𝗿𝘁

You are in this process because you brought VALUE. Be ready to trade, not surrender.

📌 Tip: If price is the issue, adjust scope, not quality. Other options could be: staged rollouts, deferred billing, or adjusted SLAs or SOWs

𝟱. 𝗞𝗻𝗼𝘄 𝗬𝗼𝘂𝗿 𝗕𝗔𝗧𝗡𝗔 (𝗕est 𝗔lternative 𝗧o a 𝗡egotiated 𝗔greement)

Before walking into the negotiation room, be crystal clear on:

•   What’s your floor?

•   What’s your backup?

•   What can you walk away from and what can’t you?

📌 Tip: In large pursuits, you need pre-aligned walk-away conditions. Negotiation Confidence = Knowing your Leverage.

💥 𝗙𝗶𝗻𝗮𝗹 𝗧𝗵𝗼𝘂𝗴𝗵𝘁:

Your oral presentation is NOT the only way you WIN (or LOOSE) the Pursuit.

You WIN it by consistently:

•   Framing 𝗩𝗮𝗹𝘂𝗲

•   Finding 𝗔𝗹𝗶𝗴𝗻𝗺𝗲𝗻𝘁

•   Knowing your 𝗪𝗢𝗥𝗧𝗛 and holding your ground on what makes you worth choosing

What post-presentation negotiation tips works for you?