Podcast episode
Negotiation Masterclass: 32 Minutes of Proven Negotiation Tactics (B2B Sales)
30 Minutes to President's Club23 Jun 202635 min
Description
Stop surrendering your commission to buyers demanding unearned discounts at the goal line. In this episode, Todd Caponi breaks down his exact playbook, including: 🎯 Scrambling the buyer's leverage when they demand a massive 40% discount 🛡️ Defending your payment terms and commitments without eroding trust ⚔️ Blocking the dreaded end-of-quarter deal slip to close on your terms You're one step closer to President's Club! 🏋 30MPC Training: 30mpc.com/training 📈 [NEW] Negotiation Course: https://hubs.li/Q04ltNT30 🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0 📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
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Timing of the deal. We explained to them that there is tremendous value in our ability to predict our business. We've got investors that having accurate forecasts means they've got more confidence. They make better investments in our organization, which will affect them as a customer. “But at the same time, remember, when they sign this deal, we need to have a team ready to go implement.” Now, these resources aren't just sitting around going, eh, whenever they sign, we'll be here. Right? That's really, really expensive. Our ability to predict when we will deploy those resources is tremendously valuable to us. And if you, Mr. And Mrs.
Lead411, Dealfront, Lusha, Artisan AI, 11x, AiSDR We're going to get our toilet paper from everybody started hoarding toilet paper because we need certainty in an uncertain time. That's exactly what we're doing here. “So create uncertainty around the ask, create certainty around your alignment” and what you are paying them for. So guess what happened in this instance? Two things. Number one, guess who got the next call? That sponsor called me. Hey, I just talked to the rep. He said, he wasn't sure. I thought maybe, you know, might know the answer. The signer is on vacation through the end of the month. I'll make sure he signs on October 1st, but can you hold the price?