Sort Concessions by ZOPA Impact
Sort concessions by whether they expand the ZOPA, claim value, or give value away.
Sort each move by its likely impact on the ZOPA and your leverage. Creates value Claims value Leaks value Move payment into two fiscal quarters to solve the buyer's cash timing issue. Offer a 3 percent discount only if the buyer signs a two-year term. Cut 7 percent after the buyer says the price feels high but gives no counter. Remove low-value workshops to lower headline price while protecting margin. Include premium support if the customer commits to a public case study. Reveal your exact walk-away number to prove transparency. Trade faster implementation for customer-side access to decision makers. Swap…
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