Never concede without getting something in return. "We can offer that discount if you commit to a two-year term" preserves value for both sides.
Best answers show: preparing walkaway positions and concession plans before negotiation, trading rather than giving (every concession should get something in return), understanding the prospect's true priorities, using silence effectively, and knowing when to walk away. Strong candidates discuss win-win outcomes and protecting long-term relationships.
Advanced sales skill. Weak negotiators give away margin. Aggressive negotiators lose deals. The best salespeople find creative solutions that satisfy both parties. Ask: "When have you walked away from a deal?"