Buyers want to win just as much as you do. So when it’s time to close, most buyers will come armed to negotiate whether they need a better deal or not!
And that’s OK. As a sales professional, you want what’s best for buyers and you. Everyone should be satisfied – like they got exactly what they should.
Salespeople give into buyers’ demands 60% of the time, RAIN Group researchers found. So you want to be ready to react to their negotiation tactics.