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The Audible-Ready Podcast

Jul 7, 2020

We’re using this episode to run through the most frequently asked questions we hear about sales negotiation. 

Listen as Tim Caito discusses best practices managers and sales reps can instill into their negotiation process to ensure their business and procurement buyers view their solutions as valuable. 

He’ll cover:

  • How to navigate relationships with both buyer contacts and procurement professionals to improve the buying process and provide value for all stakeholders, including yourself.
  • How sales reps can influence required capabilities early on, to show their solutions are the best fit for the buyer’s requirements, while minimizing discounts.
  • Three things managers can do to continually coach on rep negotiation skills and drive seller behavior away from discounting.


Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Here are some additional resources on the negotiation and procurement : 

Sales Procurement On-demand Webinar with Tim Caito

Tools & Resources for Building an Elite Sales Negotiation Process

On-demand Webinar | Selling and Negotiating on Value