Section outline
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Introduction
This section equips sales teams and founders to keep deals on track when pricing pressure, procurement, and timeline drift show up. You’ll learn how to anchor on value, negotiate without eroding trust or margin, and create decision clarity to control the close. The focus is on practical deal control moves that reduce risk and prevent “surprise” stalls late in the cycle.
Learning Objectives
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Lead pricing conversations by anchoring on value outcomes and risk reduction rather than features or cost.
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Apply negotiation principles to make concessions strategically while protecting deal integrity.
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Manage late-stage friction (procurement/legal, discounting, and close planning) to improve close rates and reduce post-signature churn risk.
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