What are effective negotiation strategies for closing deals in the janitorial industry?

Effective negotiation strategies include offering multiple pricing options instead of a single price, which allows flexibility when clients want lower costs. Rather than simply reducing prices, successful negotiators augment the agreement by removing certain services, changing contract length, or requesting referrals in exchange for discounts. Creating urgency within sales staff by implementing weekly commission payouts instead of monthly ones has proven effective, reducing closing times from 26 days to 9 days. This encourages sales representatives to actively pursue closing deals within each week's timeframe rather than postponing follow-ups. These strategies help build client trust while maintaining profitability in commercial cleaning sales.