Overview
Negotiation calls fail when salespeople arrive without a position — entering the conversation with flexibility they didn't earn and conceding immediately at the first pushback. A rep who reduces price the moment a buyer says "that feels high" has signaled that the original price was arbitrary, that they'll concede again with more pressure, and that the value proposition wasn't solid enough to hold on its own. Effective negotiation requires a position to start from, a specific set of trades to offer, and a walk-away point that is respected rather than avoided.
The Negotiation Call Script prepares the position, the trades, and the walk-away before the call begins — so the rep can negotiate from principle rather than reacting under pressure.
Key Features
Pre-call three-point preparation (position/trades/walk-away)
Three diagnostic questions before any concession
Position-holding language