[{"data":1,"prerenderedAt":50},["ShallowReactive",2],{"glossary-leverage":3},{"slug":4,"path":5,"title":6,"description":7,"term":8,"wordCount":9,"hasExample":10,"inboundLinks":11,"isPublished":10,"html":12,"data":13,"related":28,"lessons":47},"leverage","/glossary/leverage","What Is Leverage in Sales Negotiation? Definition","Leverage is the strength of your position in a negotiation — the alternatives, urgency and value on your side. Understanding leverage tells you when to push and when to concede.","Leverage",180,true,5,"\u003Cp>Leverage is the strength of your position in a \u003Ca href=\"/glossary/negotiation/\">negotiation\u003C/a>: the alternatives each side has, the \u003Ca href=\"/glossary/urgency/\">urgency\u003C/a> on the table, and the \u003Ca href=\"/glossary/value-proposition/\">value\u003C/a> you bring. If the buyer needs a decision before year-end and your \u003Ca href=\"/glossary/pilot-program/\">pilot\u003C/a> already proved results, your leverage is high and you can hold price. If the buyer has three equivalent options and no deadline, your leverage is low and you concede carefully. Leverage is what makes a \u003Ca href=\"/glossary/counteroffer/\">counteroffer\u003C/a> or an \u003Ca href=\"/glossary/anchoring/\">anchor\u003C/a> work.\u003C/p>\n\u003Ch2 id=\"in-plain-english\">In plain English\u003C/h2>\n\u003Cp>Leverage is simply "how much do they need this, and how replaceable are you?" More need on their side means more power on yours. Before any negotiation, write down what you have going for you and what they have going for them. That list decides your \u003Ca href=\"/glossary/walk-away-price/\">walk-away price\u003C/a>.\u003C/p>\n\u003Ch2 id=\"why-it-matters-to-you\">Why it matters to you\u003C/h2>\n\u003Cp>Negotiation is not about being tough; it is about knowing your strength. Reps who assess leverage before the call stay calm, make fewer \u003Ca href=\"/glossary/concessions/\">concessions\u003C/a> and avoid giving away margin from fear. Build leverage with \u003Ca href=\"/glossary/proof-of-concept/\">proof\u003C/a>, \u003Ca href=\"/glossary/buying-timeline/\">timeline\u003C/a>, and clear value — then negotiate from evidence, not anxiety.\u003C/p>\n",{"title":6,"description":7,"primaryQuery":14,"term":8,"publishedAt":15,"author":16,"reviewedAt":17,"example":18,"relatedTerms":19,"lessons":26},"what is leverage in negotiation","2026-08-19","closers","2026-09-24","\"Our leverage was the pilot results and a rival deadline — the buyer needed a decision before year-end, so we held firm on price.\"",[20,21,22,23,24,25],"negotiation","counteroffer","walk-away-price","buying-timeline","value-proposition","anchoring",[27],"/academy/sdr/sales-trigger-events",[29,32,35,38,41,44],{"slug":20,"path":30,"title":31},"/glossary/negotiation","What Is Negotiation in Sales? Definition and How It Works",{"slug":21,"path":33,"title":34},"/glossary/counteroffer","What Is a Counteroffer in Sales? Definition and How to Handle One",{"slug":22,"path":36,"title":37},"/glossary/walk-away-price","What Is a Walk-Away Price in Sales? Definition",{"slug":23,"path":39,"title":40},"/glossary/buying-timeline","What Is a Buying Timeline in Sales? Definition and Why It Matters",{"slug":24,"path":42,"title":43},"/glossary/value-proposition","What Is a Value Proposition in Sales? Definition and Examples",{"slug":25,"path":45,"title":46},"/glossary/anchoring","What Is Anchoring in Sales Negotiation? Definition",[48],{"path":27,"title":49},"Sales Trigger Events: When to Reach Out (18 Signals)",1792888523141]