PROTECT Negotiating Model

Improve close rates, minimize discounts and increase your ASP

Common Negotiating Problems

Few sales organizations have an established negotiating model for their sales team to follow.  As a result, salespeople struggle to overcome the following common issues associated with negotiating and closing deals:

TIME
The clock is ticking, you need to close the deal by the end of the month and buyers know it.

ROUNDS
Buyers systematically run you through multiple people; each of whom extracts a pound of flesh

TEST
Salespeople make missteps when buyers make demands to test price elasticity.

POWERLESS
Salespeople begin negotiations in a position of weakness due to mental mindset.

DYNAMIC
Harming the customer relationship by allowing emotions to take over.

ThisQuarter PROTECT Negotiation Model

ThisQuarter’s PROTECT Negotiating Model arms salespeople with a structured approach to handling sales negotiations and buyer pricing demands in a repeatable manner.  PROTECT enables salespeople to:

Psychology - Get inside the mind of the buyer to understand how to influence their behavior.

Value –  Draw on economic value to build a beachhead and maintain price points.

Drivers – Gain an understanding of the drivers behind pricing demands to better position.

Structure – Uncover ways to alter deal structure to win more deals and preserve margin.

Trade-Offs – Minimize discounts and capture additional value from buyers during negotiations.

---