Negotiating and Closing

By Progression

The ability to move a deal forward, negotiate a price and close the sale.

Level 1

Is able to understand how to move a deal forward, including the importance of navigating objections and driving a decision to buy.

  • Establishes the buying process: You understand the basics of a customer buying journey and the importance in identifying the decision maker. You can assist in establishing a purchase timeline.

  • Overcoming objections: You recognise overcoming objections as key to the sales process. You can identify a blocking objection, and assist in finding a solution.

  • Drives buying decisions: You understand the need to be in control of the process, and can start to identify the moment when the deal can begin to be closed.

Level 2

Is able to manage basic deals to closing, including price negotiations and navigating customer objections.

  • Establishes the buying process: You can establish the buying process for smaller customers. You have basic skills in identifying who will say yes and how much they will buy, and can establish a purchase timeline to that effect.

  • Overcoming objections: You are able to overcome straightforward objections to the buying process, clarifying objections to establish the root cause.

  • Drives buying decisions: You can control buying processes for small customers, recognising when to push for a decision, and using basic closing techniques to do so.

Level 3

Is able to lead on the negotiations of all but the most complex deals. Recognises the moment to close the deal and can use multiple techniques to do so.

  • Establishes the buying process: You can establish the buying process for a variety of sized customers. You effectively identify decision makers early in the process, building a purchase timeline with them in mind.

  • Overcoming objections: You are able to overcome the majority of objections to the buying process, clarifying objections to find the root cause and strategically engaging support team members where required.

  • Drives buying decisions: You can lead negotiations across most customers in the organisation. You know when to ask for a yes and are able to navigate back to another area of opportunity if there is a no. You have a tool bag of closing techniques where required.

Level 4

Is an expert negotiator. Conducts multiple complex negotiations simultaneously Maintains momentum across long sales cycles, skilfully navigating objections to get to a deal.

  • Establishes the buying process: You can establish the buying process for large complex customers. You use knowledge acquired in advance of discussions to shape the purchase timeline, seamlessly ensuring a tailored approach to the decisionmaker.

  • Overcoming objections: You are an expert at overcoming objections, finding the key differential of your product, and working with functions across the organisation to demonstrate this. You can determine where an objection might represent an up-sell opportunity.

  • Drives buying decisions: You manage multiple complex deals concurrently, and are an expert at recognising the moment to push for a yes. You are three steps ahead of what the customer wants due to your ability to listen earlier in the process to what the customer is going to require for a yes.

Level 5

Leads the organisation in deal negotiations. Manages the most extended and complex deals, whilst mentoring junior colleagues throughout.

  • Establishes the buying process: You mentor junior colleagues in how to establish the buying process. You are known inside and outside the organisation as an expert in purchase timelines, handling the most important customers in the business.

  • Overcoming objections: You are the go-to for overcoming objections, however complex, across any customer. You have the vision to see objections coming based on previous conversations and have solutions prepared in advance, using the opportunity to up or cross sell only when appropriate.

  • Drives buying decisions: You are the organisational expert in closing deals. You mentor junior colleagues in closing techniques, and how to drive buying decisions from a customer.

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