Pricing Table Topics: 4 of Diamonds – Walking Away from a Negotiation Takes Guts (opens in new tab)

This one is the 4 of Diamonds from the Selling Value card deck. Wow, walk away from a negotiation, ouch! We're essentially saying, "No, we're not going to negotiate anymore. Take the deal that we've given you or not. Totally up to you." And what happens when we do this? First off, we're at risk of losing the deal, and that's painful. Especially, if you're in sales and you're paid to get revenue. You've got to meet a quota, your commission comes from that. But it turns out, from a company pers...