You have worked so hard in the sales process right from the initial meeting until this stage. The buyer has confessed what they want and you have also ideated multiple solutions. The buyer is convinced that you are a capable organization that can solve their problems. They have asked you to submit a proposal and you have done it. They have now called you for a Negotiation.The familiar uneasy feeling gets into us. Till now, we had nothing to lose as we were discussing and debating on ideas that were applicable for someone else and now the ones that will work for this buyer. However, the stakes are high now on a relative basis. You have come to the last but one step in the sales cycle. There is a number attached to this opportunity. This meeting can be a make or break for you. You could close or you could lose.
You will be asking yourself about what you can give and what you cannot. Even if it sounds reasonable, you still will be unclear if your management will accept these fair (according to you) expectations of the buyer.