Four Levers Negotiating
by Todd Caponi;
English | 2026 | ISBN: 163774840X | 240 pages | True EPUB | 1.74 MB
A simple framework applicable in every common business-to-business sales scenario for building trust and leaving negotiating anxiety behind.
Have you ever felt like learning to negotiate requires a different personality than that required to sell?
Great salespeople foster relationships built on trust and a focus on customer outcomes. Yet, when the customer says "yes" and it's time to negotiate, we change personalities. We hide things, focus on our own optimal outcomes, and in many cases, leverage strategies drawn from FBI hostage negotiation techniques.
There's a better way. InFour Levers Negotiating, sales leader, award-winning author, and sought-after speaker Todd Caponi shows you how through a simple, immediately actionable framework for all the common sales scenarios you encounter-big deals and small. Learn:
Why traditional negotiating approaches are no longer sustainableThe four levers to pull in any negotiation to make magic happenHow to better position and propose your pricingStrategies for navigating common concession requests that arise in negotiations
In today's "as-a-service" economy, where the deal itself is merely an early milestone on the path to acquiring customers who not only buy from you, but stay, buy more, and become your advocates, one-off, trust eroding approaches are no longer sustainable.
Four Levers Negotiatingis your immediately actionable guide to building trust instead of eroding it, discounting less, forecasting more accurately, and, ultimately, leaving negotiating anxiety behind.
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