Podcast episode
Conquering the end-of-deal chaos | 30MPC Hall of Fame
30 Minutes to President's Club25 Jun 202627 min
Description
🛒 Todd’s Negotiation Course: https://hubs.li/Q04k0BGj0 📢 Declare your levers early. There are four levers in a negotiation: Volume, timing of cash, length of commitment, and timing of the deal. 🤝 Trade discounts for predictability. Explain upfront that there is tremendous value in your ability to predict, and you are willing to pay for that predictability in the form of a discount. ⚖️ Paint the trade-offs. When power comes in asking for a final pound of flesh, hold firm by referring back to the levers you shared early and outlining the necessary trade-offs so your champion can evangelize it. - - You're one step closer to President's Club! 🏋 30MPC Training: 30mpc.com/training 🛠 Weekly Tactical Breakdowns: https://hubs.li/Q02NJQ8p0 📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
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At the end, all right, you going to share something with me? Can I see a demo or see what this? You've just earned the right, congratulations, to talk to an AE. Like, oh, all right, cool. When does that happen? That'll be next week on Wednesday. Okay, cool. Next week on Wednesday happens, and that person puts me back on the witness stand, “starts asking me a lot of the same questions, asks me some more that I know are going to be used against me in a court of law later.” And then they're like, can I see it? Can I get the demo? Oh, we're going to have a solution consultant get on, and then they'll do the demo. All right, when's that? That'll be next Monday. All right, cool. Now I've completely forgotten why I filled out the lead form in the first place.
I'm just going to keep doing what I'm doing. And then the rep is just like, gosh, how did we lose to the status quo? I can't believe they just wasted our time. Like, wasted our time? It's not them, it's you, right? And those are examples where we're not empathizing with the process, right? “I fill out a form, I have something that I'm interested in, and I'm trying to get to a prediction.” Now, if we combine it with number one, and this idea of why do reviews work on a website, right? 96% of us look at reviews before we buy something online. But the amazing thing is 85% of us go to the negative reviews first. You skip the fives and go right to the fours, threes, because we're trying to predict, right?
Now, there's some people that would look at that and go, damn it, I'm stopping at 10. I got to add 8. I'm like, that's the dumbest thing I've ever heard in my life. Like, why is it taking, why are they rejecting the first 17? That's the question you should be asking yourself, right? There's a reason that it's taking 18. “It's because your content and your outreach strategy sucks.” I see it in the numbers that we looked at from a pipeline load perspective where you used to think, you know what, a rep at all times needs to have 4X their quota and pipeline at any time, right? And just like you always got a 4X, guess what that would cause the reps to do?
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