Negotiation Techniques

Do you "follow-up with pricing" after your first call? DON'T.

One tip I'd add in here that an old manager used to tell me is to not say the word "discount," but instead say "pricing consideration" or something to that effect. The word discount makes your product sound cheap and that you're not negotiating, but that there are preset levels that you can offer.

Pricing consideration lets the prospect know that this is a negotiation based upon the length of their contract or if the pay upfront or something like that. Don't go down on price unless they give you something in return.