Time creates or destroys value. Use it to your advantage.
Time is underutilized as both a sales and negotiating tool. People most commonly leverage time by encouraging people to buy now because the offer will expire soon or there will be a shortage. Although this can be an effective way to use time, it isn’t even close to what it could be. A key way to leverage time to your advantage is to sell to the customer’s perceived value of it. To do this, you need to find out early on in the selling process how the customer makes decisions and what their typical timeline is for purchasing. Additionally, in a B2B sale, you must identify the fiscal planning process the customer uses, as this can help you determine when a sale is even possible. Then you can tailor your plan to fit their schedule and, as a result, avoid getting into any type of a discounting mode.
