Breaking down negotiation tactics against every type of buyer persona (Morgan Melo, Sales @ Pave)

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1. 3:14

   You just raised a round. And so my guess is you're trying to do your valuation on this date. How can I help you with that? My guess is you're being a little bit more slick than that. And so when is the right time or how do I actually weave in these hypotheses, questions into my discovery process? Sure. There's definitely a wrong way to do this, to your point. “Definitely I always start my calls trying to get a feel of why they took the call if” I don't know already. Even if I already sort of know, I will regurgitate why I think they took the call and confirm if that is correct. And then oftentimes with sort of what they tell me is the reason why they took the call. Usually I can have some sort of buying trigger that I identified as part of my research that

   In Discovery and qualification

2. 4:49

   And so I'm going to focus more onto those things. And bringing that perspective in my questions shows that I actually know what I'm talking about. And when you give a little bit of that credibility, they're much more leaned in and they're much more willing to give you a lot more information than if you're just asking these very high level generic questions that you could ask any prospect. “What you're doing is you're doing some give and take.” You're saying like, hey, I know my business, I'm giving you some options. I'm trying to bring you down the right path to show you that, hey, this is how you're going to solve problems with PAVE. But a lot of times... Reps just interrogate people without giving anything in return. And so if I'm a new rep trying to do my first discovery call, what's the right time to do

   In Discovery and qualification

3. 5:39

   X, Y, or Z, or normally people that are doing that, we sort of help them by doing this and then ask another question. So I think you don't have to ask all questions, first of all. Sometimes some of the most green discos I've watched, it's just question after question after question after question, and it's brutal. “And so I think you have to have a mix of asking questions and giving information.” Sometimes that's giving information about processes. Sometimes that's giving information about what the product does. Armand, probably what you're referring to is I'm never really one to give this pitch per se about any product that I'm selling. I like to sort of weave it in here and there and then sum it up toward the end versus waiting

   In Discovery meeting structure

4. 24:48

   What else do you think would be helpful to see in that deck that would help you sell this internally? And then I set up a time where for 30 minutes and I make it a Google slides deck or whatever that they can edit. And we kind of jam on it together. And we talk about how they're going to sell it internally. You listen very carefully because the way that they're going “to sell it internally is the way that their internal buyers and that your ultimate decision” maker, that's what they really care about. Morgan, this has been a phenomenal episode. I used to think I would never want to. Negotiate against Arman more than anybody in the world, and you have now taken his place at the top of the hill as the person I don't want to negotiate against, but I won't negotiate with you. I'm going to instead just ask you the final question. Final question is this.

   In Champion identification

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