How to Negotiate to Close More Deals

There is a disturbing trend I’ve heard with the companies I’m working with. And it starts when prospects begin asking for a lower price or a “deal,” or for a reference before committing, or for a free trial to demo services or products. The problem I’m hearing is that sales reps-both newer reps and even some seasoned reps-immediately drop the price or offer a trial, or readily hand out references thinking that this is what will close the sale.