--- title: Why You Absolutely Must Negotiate With Your Client First | The Sales Blog description: The energy you put into negotiating for a concession from your company should not come close to the vigor with which you negotiate with your prospect. image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_275457203.jpg --- ### [Now booking SKO meetings for 2026/27! 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The energy you put into [negotiating](https://www.thesalesblog.com/blog/sales-negotiation-training) for [a concession](https://www.thesalesblog.com/blog/negotiating-discounting-different) from your company should not come close to the vigor with which you negotiate with your prospect. Your sales manager or you company’s leadership team might want the revenue badly enough to allow you to make a concession, but the fact that they are more easily sold than your prospect is doesn’t mean you shouldn’t do what is right for all parties. You need the courage to “go there” and defend the investment you are asking your dream client to make before you look within your company for money. Just because it’s easier to negotiate with your own company than it is to [negotiate with your prospect](https://www.thesalesblog.com/blog/sales-negotiation-training) doesn’t mean that it’s a wise decision. When you take money out of your side of the deal, you are really allowing your dream client to [take their own money out](https://www.thesalesblog.com/blog/how-to-keep-your-client-from-underinvesting) of the investment they are making in the results you are being hired to produce. A smaller investment means less money is available for all of the things that you need to do to deliver. You are making these investments on your client’s behalf. When you focus your sales efforts on discounting on behalf of your prospective client, you are also making it more difficult for your company to generate results. When you need to spend more money to deliver, when there are problems or challenges that you need to resolve, the money you need isn’t there. You may occasionally have to discount the original pricing that you quoted your prospect, even though [the first time they ask](https://www.thesalesblog.com/blog/defending-your-price-when-everything-goes-right-you-will-be-asked) is simply a responsible contact doing their job and inquiring about a lower price. You will also have to negotiate with your dream client from time to time, especially in larger, more complex deals. Those negotiations mean you trade a lower price for something of equal or greater value to you and your company. If you spent the same effort selling your dream client as you spend selling your management team, you’d have already won their business.   ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2016](https://www.thesalesblog.com/blog/tag/2016) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on June 27, 2016 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2023-02-20T6:44:25 AM", "datePublished" : "2016-06-27 22:22:54", "description" : "The energy you put into negotiating for a concession from your company should not come close to the vigor with which you negotiate with your prospect.", "headline" : "Why You Absolutely Must Negotiate With Your Client First", "image" : { "@type" : "ImageObject", "height" : 16, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/Image/favicon.ico", "width" : 16 }, "mainEntityOfPage" : { "@id" : "https://www.thesalesblog.com/blog/absolutely-must-negotiate-client-first", "@type" : "WebPage" }, "name" : "Why You Absolutely Must Negotiate With Your Client First", "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "height" : 24, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/TSB/images/TSB%20Logo%20Dark.svg", "width" : 228 }, "name" : "The Sales Blog" } } ```