Traditional sales negotiation training teaches salespeople to “power up” or seize the upper hand in a negotiation. But this approach isn’t as effective as it used to be.

Your buyers now have all the power in sales negotiations. They approach these conversations armed with the confidence to demand discounts—and walk away when they don’t get them.

So, when prospects and customers start making demands for your time and your resources, and start asking for discounts, you need to embrace the natural tension of the moment and learn how to exchange value, rather than give it away.

Watch the replay to learn how to close larger, more profitable deals using science-backed negotiation techniques.

Specifically, you'll learn how to:

• Create pricing uncertainty to increase deal size.
• Creatively manage complex, consensus-driven deals where the buyer seems to have all the power.
• Increase per-customer profitability by ensuring contract renewals.

September's Training Tuesday replay is made possible by Outreach which unlocks seller productivity so that sales teams can efficiently create and close more pipeline.