You know, this is fascinating. I don't have a trouble closing - I have trouble cold calling and prospecting. In a negotiation, all you have to do is figure ou

You know, this is fascinating. I don't have a trouble closing - I have trouble cold calling and prospecting. In a negotiation, all you have to do is figure out the cost savings/additional revenue for your customer and find the highest acceptable price that's NPV positive for them. That's why healthcare sales people have all these fancy ROI models (built by third parties, wink wink) that they truck into sales meetings. It's much easier mechanically and emotionally to deal with a negotiation; it's much harder to randomly call people and be cursed at/hung up on.