No matter the state of your industry, whether it’s struggling or flourishing, certain strategies and principles will always help determined salespeople succeed. Today, let’s take a trip into the room where the deals are made. Let’s talk about some universal truths of sales negotiation. As the CEO of XINNIX, I have been training sales professionals to elevate their success for over thirty years, but I got my first experience in sales negotiation well before that, when I was just nineteen years old. I decided that to make money during college, I was going to open my own business cleaning office buildings. I found a customer who said he might be interested, so I readied my pitch and presented my services to him. To my great excitement, he wanted to hire me. There was only one matter of business left. He asked me the inevitable question: “What’s your price?” When I told him what I planned to charge, he shrugged and said, “I would have been willing to pay you more.” That day, I learned an invaluable lesson. I learned never to undervalue what you are bringing to the table.