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Closing & negotiation

Pricing & Negotiation Playbook

Hold price, handle discount pressure and negotiate commercially without destroying margin or looking desperate.

Get the free playbook

Free PDF · Written by a senior human sales operator

Who this playbook is for

Sales representatives, founders and sales managers.

What’s inside

  • Core pricing principles and high-value negotiation talk tracks
  • Trade framework and structured negotiation meeting agenda
  • 7-day installation plan and printable negotiation prep sheet
Pricing & Negotiation Playbook cover

Inside the playbook

01

Prepare your commercial boundaries

Before negotiating, define buyer value, your real walk-away point and the terms or commitments you are willing to trade.

02

Handle price pressure calmly

Talk tracks address expense, discount requests, silence after the price and demands for a better offer while returning the discussion to impact and outcomes.

03

Trade rather than give away

The trade framework links a price movement to something in return, such as commitment, payment terms, scope or an introduction.

04

Structure and rehearse

A negotiation agenda, seven-day installation plan and preparation worksheet help you practise responses and leave with clear ownership and next steps.

From the playbook / The trade framework

“If we reduce the price by X… Then we need Y in return.”

How to use it

Complete the preparation sheet before an important pricing conversation. Practise the first response to price pressure, present the investment clearly and use your written trade list if a commercial adjustment is needed. Review recent discounts to identify concessions you should stop giving without an exchange.

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