"When it comes to negotiating a sale, the person who addresses price first, loses.” There‘s a ton of truth in that saying, especially for companies with tiered pricing models. If your organization has that kind of price flexibility, negotiation is an important stage in the sales process.Before you jump into the negotiating stage, preparation is crucial. One of my favorite movie scenes is from the 1992 classic, Glengarry Glen Ross. The scene features a sales manager who walks into the middle…