--- title: Strengthen Negotiations with New Products and Services description: Too often, sales teams only have discounts or service give-aways to use to close deals. This leads to issues including leaving money on the table and teaching customers to negotiate harder. Add new products and services to give sales teams negotiating flexibility to defend value & price. image: https://blog.holdenadvisors.com/hubfs/holden-10-celebration-1.png --- [![Holden Advisors](https://blog.holdenadvisors.com/hubfs/Holdenadvisors_November2018%20Theme/Images/logo.jpg)](https://www.holdenadvisors.com/) - About - [Overview](https://www.holdenadvisors.com/about/overview/) - [Core Values](https://www.holdenadvisors.com/about/core-values/) - [Leadership](https://www.holdenadvisors.com/about/leadership/) - [Partners](https://www.holdenadvisors.com/about/partners/) - [Careers](https://www.holdenadvisors.com/about/careers/) - [Solutions](https://www.holdenadvisors.com/about/overview/#) - [Sales](https://www.holdenadvisors.com/about/overview/#) - [Overview](https://go.holdenadvisors.com/solutions/sales/improve-sales-performance) - [Negotiating With Backbone](https://www.holdenadvisors.com/solutions/sales/negotiating-with-backbone/) - [Selling With Backbone](https://www.holdenadvisors.com/solutions/sales/selling-with-backbone/) - [Coaching](https://www.holdenadvisors.com/solutions/sales/coaching/) - [Pricing](https://www.holdenadvisors.com/about/overview/#) - [Overview](https://go.holdenadvisors.com/solutions/improve-pricing-performance) - [Audit](https://www.holdenadvisors.com/solutions/pricing/audit/) - [Analytics](https://www.holdenadvisors.com/solutions/pricing/analytics/) - [Value-Based Pricing](https://www.holdenadvisors.com/solutions/pricing/value-based-pricing/) - [Insights](https://www.holdenadvisors.com/about/overview/#) - [Blog](https://www.holdenadvisors.com/blog/) - [Video Series](https://www.holdenadvisors.com/about/overview/#) - [Pricing with Confidence](https://go.holdenadvisors.com/pricing-with-confidence) - [Publications](https://www.holdenadvisors.com/about/overview/#) - [Books](https://www.holdenadvisors.com/insights/publications/books/) - [White Papers](https://www.holdenadvisors.com/papers) - [Newsletter](https://blog.holdenadvisors.com/tag/newsletter) - [Case Studies](https://www.holdenadvisors.com/studies) - [Events, Webinars & Podcasts](https://www.holdenadvisors.com/insights/events-webinars-podcasts/) - [Reed’s Bookshelf](https://www.holdenadvisors.com/bookshelf) - [Contact](https://www.holdenadvisors.com/contact-us/) - About - [Overview](https://www.holdenadvisors.com/about/overview/) - [Core Values](https://www.holdenadvisors.com/about/core-values/) - [Leadership](https://www.holdenadvisors.com/about/leadership/) - [Partners](https://www.holdenadvisors.com/about/partners/) - [Careers](https://www.holdenadvisors.com/about/careers/) - [Solutions](https://www.holdenadvisors.com/about/overview/#) - [Sales](https://www.holdenadvisors.com/about/overview/#) - [Overview](https://go.holdenadvisors.com/solutions/sales/improve-sales-performance) - [Negotiating With Backbone](https://www.holdenadvisors.com/solutions/sales/negotiating-with-backbone/) - [Selling With Backbone](https://www.holdenadvisors.com/solutions/sales/selling-with-backbone/) - [Coaching](https://www.holdenadvisors.com/solutions/sales/coaching/) - [Pricing](https://www.holdenadvisors.com/about/overview/#) - [Overview](https://go.holdenadvisors.com/solutions/improve-pricing-performance) - [Audit](https://www.holdenadvisors.com/solutions/pricing/audit/) - [Analytics](https://www.holdenadvisors.com/solutions/pricing/analytics/) - [Value-Based Pricing](https://www.holdenadvisors.com/solutions/pricing/value-based-pricing/) - [Insights](https://www.holdenadvisors.com/about/overview/#) - [Blog](https://www.holdenadvisors.com/blog/) - [Video Series](https://www.holdenadvisors.com/about/overview/#) - [Pricing with Confidence](https://go.holdenadvisors.com/pricing-with-confidence) - [Publications](https://www.holdenadvisors.com/about/overview/#) - [Books](https://www.holdenadvisors.com/insights/publications/books/) - [White Papers](https://www.holdenadvisors.com/papers) - [Newsletter](https://blog.holdenadvisors.com/tag/newsletter) - [Case Studies](https://www.holdenadvisors.com/studies) - [Events, Webinars & Podcasts](https://www.holdenadvisors.com/insights/events-webinars-podcasts/) - [Reed’s Bookshelf](https://www.holdenadvisors.com/bookshelf) - [Contact](https://www.holdenadvisors.com/contact-us/) # Holden Advisors Blog # Strengthen Negotiations with New Products and Services Posted by [Pete Morelli](https://blog.holdenadvisors.com/author/pete-morelli) on Mar 29, 2018 11:30:00 PM ![Pete Morelli](https://blog.holdenadvisors.com/hubfs/HoldenHS%20(8%20of%2012).jpg) Find me on: [LinkedIn](https://www.linkedin.com/in/petermorelli/) - [Tweet](https://twitter.com/share) Celebrating 10 Years of Pricing with Confidence (video 7 of 11). [![Pricingconfidencebookcover.jpg](https://blog.holdenadvisors.com/hs-fs/hubfs/10%20years/Pricingconfidencebookcover.jpg?t=1522877439599&width=121&height=185&name=Pricingconfidencebookcover.jpg)](https://www.amazon.com/Pricing-Confidence-Leaving-Money-Table-ebook/dp/B0086I1VG0/ref=sr_1_1?ie=UTF8&qid=1522878077&sr=8-1&keywords=pricing+with+confidence) Peter Morelli discusses Rule Six in *Pricing with Confidence* - "Add New Product and Services that Give You Negotiating Flexibility and Growth."   Too often, sales teams only use discounts or service give-aways to close deals.  This leads to a host of issues including leaving money on the table, teaching customers to negotiate hard for discounts and freebies, and eroding the customer's perception of value.   In this video blog, Peter Morelli takes a look at how adding new products and services give sales teams the negotiating flexibility they need to defend value and price.  The most effective product strategies create a solution that covers high- and low-end customer needs.   ![9780134268415_p0_v2_s192x300-e1493740393200](https://blog.holdenadvisors.com/hs-fs/hubfs/Imported_Blog_Media/9780134268415_p0_v2_s192x300-e1493740393200.jpg?t=1522877439599&width=125&name=9780134268415_p0_v2_s192x300-e1493740393200.jpg)  \*\*\*\* If you liked the principles and ideas about negotiating flexibility in this chapter, check out Reed's follow-up book  [*Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value*](https://www.amazon.com/Negotiating-Backbone-Eight-Strategies-Defend/dp/0134268415/ref=sr_1_1?ie=UTF8&qid=1522268884&sr=8-1&keywords=negotiating+with+backbone) .  The book explores strategies for creating discounting alternatives to help build backbone in tough negotiations.   \*\*\*\* \*Also, download an Improving Practice Plan so you can follow along with all videos and plan how to drive profitable changes in your organization:     [![Download Improvement Plan](https://no-cache.hubspot.com/cta/default/2542915/254b52fd-84e0-445a-993a-6260481824ef.png)](https://cta-redirect.hubspot.com/cta/redirect/2542915/254b52fd-84e0-445a-993a-6260481824ef)             Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone), [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence), [Celebrating 10 Years of Pricing with Confidence](https://blog.holdenadvisors.com/tag/celebrating-10-years-of-pricing-with-confidence) ### **Search the Holden Advisors Blog:** This is a search field with an auto-suggest feature attached. - 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