Negotiate Anything How to Win When Prospects Don’t Believe You
14 snips
Jan 28, 2026 Nick Glimsdahl, Director of Contact Center Solutions at VDS and host of Press 1 For Nick, brings contact-center and CX expertise. He explores why prospects distrust outsiders and how thoughtful questions build trust. He covers handling “what’s the catch” concerns, the value of warm introductions and internal champions, and tailoring concise, ROI-focused messages for executives.
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Lead With Questions And Follow Up
- Lead with questions to surface real needs and build trust through listening.
- Follow up with useful information or introductions before asking for a sale.
Use Free Assessments To Demonstrate Value
- Offer a no-cost assessment that reveals real gaps and demonstrates value.
- Use that assessment to recommend solutions tied to ROI before discussing pricing.
Outside Perspective Reveals Hidden Mismatches
- Manufacturers may push products to hit quotas rather than fit a client's needs.
- An impartial intermediary can reveal mismatches among people, process, and technology.