Shifting Left in Sales Negotiations with Tim Caito
whatshot 5 snips
Jun 8, 2025
Dive into the art of sales negotiation with expert Tim Caito! Discover why starting early can transform outcomes and how to engage champions for support. Learn the power of focusing on the client's alternatives to gain leverage. Tim reveals strategies for effectively pushing back against procurement pressures by justifying costs. The importance of preparation and navigating power dynamics in negotiations is emphasized, equipping you to handle objections and create win-win situations. Perfect for anyone looking to enhance their negotiation skills!
15:53
forum Ask episode
web_stories AI Snips
view_agenda Chapters
auto_awesome Transcript
info_circle Episode notes
volunteer_activism ADVICE
Start Negotiations Early
Start the negotiation process early, even before the other side realizes it's happening.
Executing the sales process effectively means you're simultaneously negotiating throughout.
insights INSIGHT
Leverage Better Alternatives
The better alternative a seller has, the more leverage they hold in negotiations.
Shifting the negotiation focus to the client's alternatives can turn the power dynamic.
insights INSIGHT
Combat Procurement Gag Orders
Procurement often enforces a 'gag order' cutting off sales communication, trying to extract maximum value.
Building a strong value case with your champion before reaching procurement is crucial to resist this.
Get the Snipd Podcast app to discover more snips from this episode
In this curated episode of the Revenue Builders Podcast, we delve into the intricate world of sales negotiation with expert Tim Caito from Force Management. We explore the crucial aspects of negotiation, from preparing champions to dealing with procurement and the power of starting early in the sales process. Tim shares valuable insights and strategies to help organizations preserve value in the final deal and achieve successful negotiations.
KEY TAKEAWAYS
[00:01:07] Starting early in the sales process is crucial for successful negotiation. [00:02:09] Begin the negotiation process before the other side believes you're negotiating. [00:02:58] Having a better alternative gives leverage in negotiations. [00:04:00] Making negotiations about the client's alternative rather than yours is a powerful tactic. [00:05:51] Procurement's role and the importance of preparing champions for the negotiation process. [00:08:23] The significance of creating a powerful cost justification to resist procurement pressure. [00:10:46] The role of champions as the great equalizer in the negotiation process. [00:12:17] Anticipating competitive tactics and preparing champions to handle external pressure.
HIGHLIGHT QUOTES
[00:01:26] "Start the negotiation process before the other side believes we're negotiating." [00:03:18] "If the rep doesn't have a solid alternative, it gives the power back to procurement." [00:08:48] "You have to have done such a good cost justification that they feel like they're losing every day that goes by." [00:10:27] "Champions are the great equalizer in a negotiation process." [00:13:52] "We have to prep them because it is going to happen, and we have to role play and ask specifically, what are you going to say when they ask this question."
Revenue Builders