Negotiation Jujitsu/ Tactics to Increase Deal Size

Closing Time by Firstsales.io

Jul 25 2023 • 2 mins

In this episode of Closing Time, Firstsales.io CEO Udit Goenka shares 3 powerful negotiation tactics to increase deal size in B2B sales.

  • Tactic #1 is the Bogeyman - play up a weakness to create urgency.
  • Tactic #2 is the Double Dip - condition a concession on getting something in return.
  • Tactic #3 is the Salvage Job - pretend to cave on price to get talks moving again.

Mastering these negotiation jujitsu moves takes practice but can lead to major upside. Firstsales.io provides sales tools for outreach, tracking and automation to help seal every deal.

Listen to the full podcast to learn how to flip compromise into value and shut down objections.

Keep crushing negotiations and sealing deals by tuning into Closing Time.