Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Psychology of the Walk Away in Negotiation
Most salespeople fear silence, but the most powerful negotiation tactic is often the quiet confidence to walk away. This episode explores the BATNA framework and how preparing your own walk-away point changes the dynamic of every deal table. We look at real-world examples from enterprise software licensing where the ability to disengage unlocked better margins and faster closes. Lucas and Luna break down why being willing to lose the deal is the only way to win it.
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The skinny
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