The Give-Get Framework: Close More Deals at Higher Values
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Negotiation is where deals are won or lost in sales.
The difference between average and top performers often comes down to their negotiation skills.
Here's how you can practically apply proven negotiation tactics in your next sales conversation.
The Give-Get Framework: A Research-Backed Approach
When a prospect asks for a concession, always ask for something valuable in return.
This balanced exchange approach maintains equilibrium and keeps the sales process moving forward.
Research from Gartner shows that B2B sales cycles have lengthened by over 22% in recent years.
One primary reason?
Sales teams extend evaluation periods without creating reciprocal commitments.
Organizations implementing structured negotiation frameworks like Give-Get consistently report:
Sales cycle reductions of 15-30% (CSO Insights)
Improved win rates by 11-26% (Rain Group)
Higher deal values when negotiating across multiple variables rather than price alone
How to apply it today:
When a prospect asks: "Can we extend the trial period?"
Respond with: "I'm happy to extend your trial by two weeks. In exchange, could we schedule a final decision meeting for the day the trial ends?"
When they request: "We need a 15% discount to make this work."
Counter with: "I can approve that 15% discount if we can sign the agreement by the end of this month, which would allow us to implement before Q2 begins."
If they say: "We require net-60 payment terms."
Reply: "We can extend to net-60 terms if you could introduce us to your CFO for a brief conversation about the strategic value of our solution."
Enterprise software companies implementing this approach report that prospects move from "perpetual evaluation" to active decision-making when sales teams create these reciprocal obligations.
To deepen your sales expertise beyond negotiation, we recommend Brian Tracy's 'High-Performance Selling' courses. It provides the perfect foundation for implementing these advanced negotiation techniques.
Tactical Silence: The Power of Saying Nothing
Silence is a powerful yet underutilized negotiation tool that communicates confidence and gives customers space to accept your offer or articulate concerns.
Practical application:
After presenting your price, resist the urge to fill the silence
Count to ten in your head while maintaining eye contact
Let the prospect speak first—they often reveal their true objections or concerns
If they request a discount after the silence, ask "What's making you hesitate?" rather than immediately offering concessions
Avoiding the "Split the Difference" Trap
When a prospect suggests meeting in the middle on price, they're making it seem fair and mutually beneficial, even if it's not.
Instead of splitting:
Acknowledge their request:
"I appreciate your desire to find a middle ground."
Reframe the conversation:
"Rather than simply splitting the difference, let's discuss what specific value matters most to you."
Offer alternatives:
"Instead of reducing the price, I could include our premium onboarding package at no additional cost."
Stand firm with specifics:
"We can offer a 5% discount if you sign by Friday" instead of a vague discount range.
"Using these frameworks, I closed my largest enterprise deal worth $2M against a competitor offering 15% lower pricing" —Rana G., Enterprise Sales Director
"I increased my quota attainment from 85% to 150% in just 90 days"—Andy S., Enterprise Sales
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Proven closing techniques that boost deal values by 27%
Post-negotiation strategies that prevent buyer's remorse
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