Podcast episode
Playbook: Mastering negotiation
30 Minutes to President's Club9 Dec 202032 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This is how to master negotiation. FOUR ACTIONABLE TAKEAWAYS Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before Price is based on internal (timeline, pain points) and external factors (competitve landscape) Explain how price is structured BEFORE you give it, then shut up Seek first to understand - get them to sell themselves first. Discounts need to have a give for get. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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If you leave a super tough negotiation, just saying, no, we're not going to do anything from you. Literally out of dignity, some people will not come back to you. But this says, hey, I'm letting you come back to us. And that's okay because I've given you everything I can give. So Nick, what do you do once the deal is all signed? “That might be the best time to ask for a referral. The customer feels really good.” They just want a negotiation. Say, hey, next step here, I'm going to introduce you to the implementation team. And they're going to send an introductory email to schedule your kickoff call. I'm wondering, we've worked together for a while, and I'm not going to be the point of contact anymore. But sometimes I have customers who are curious about what the implementation
to get this thing right for you. But if I have a customer who's similar to you, or maybe also located in the Bay Area, would you be opposed to talking to them and letting them know what your experience has been like? Your relationship is at its strongest right when you've given them that last give and the deal is signed. And so yeah, somebody else at the company could go back “and ask for a referral, but this is your chance to solidify that ask.” here. There's one more kind of quick hit that didn't really fit into this episode. It's clearly a best practice to go over pricing and a proposal live with a customer. But there are times you're going to get pushed and pushed and pushed, and they're going to say, no, just send it to me so I