Podcast episode
The 7 Deadly Sales Negotiation Sins | 30MPC Hall of Fame
30 Minutes to President's Club18 Jun 202626 min
Description
🛒 Todd’s Negotiation Course: https://hubs.li/Q04k0BGj0 THE 7 DEADLY NEGOTIATION SINS: ⏳ Hiding the price. Delaying the price discussion kills trust. Set clear expectations early 🏎️ Discounts speed things up. They actually stall deals by signaling hidden flexibility. 🎁 Giving away freebies. Every unearned concession screams your price is fake. Always get something in return. 🗣️ Buying case studies. Never trade a discount for advocacy. Earn the case study through actual customer success. 📅 False certainty on "hold pricing". Use your negotiation levers to drive the timeline and reinforce value. 🏈 Pitching value at the goal line. If you're still re-selling the value of your product during the negotiation phase, you're too late. ⚓ Anchoring high. Anchor to the truth. If the truth won't sell it, don't sell 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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Every place a page here uses this source, in the order the words come in it.
You want us to be around for a long time. We'd love to get your input and get a case study built with you that's going to make you look like a star too, because by the way, in your case studies, they better make the customer the hero, not you. All right. Just a side note, all of these case studies talk about how great we are. “If you change the lens of those to, Hey, look at what this customer did, how awesome a job” they did, and they just so happened to be using us. You're going to get a lot more yeses to those case studies and your case studies are going to resonate more with your future customers that want to be heroes just like that person. So stop paying for it, earn it. And when you do, you're going to find that those customers, they're going to love to do it for you.
All right. Just a side note, all of these case studies talk about how great we are. If you change the lens of those to, Hey, look at what this customer did, how awesome a job they did, and they just so happened to be using us. You're going to get a lot more yeses to those case studies and your case studies are going “to resonate more with your future customers that want to be heroes just like that person.” So stop paying for it, earn it. And when you do, you're going to find that those customers, they're going to love to do it for you. If you frame it in the right way. All right. Negotiation mistake number five is this idea of creating certainty when a customer asks if you'll hold the price to next month, here's a little story for you.
whatever it is, in order to get this thing done, and our initial inclination is to go talk about the value, like we believe that our solution is worth X, stop it. That ship left the station long before that negotiation happened. If the customer is not seeing the value at that point, “you telling them that right at the goal line is not helping.” There's an amazing quote from a neuroscientist named Antonio Damasio. He talked about it in his book, Descartes' Error, back in the late 1990s, but the quote is this. We are not thinking machines that feel. We are feeling machines that think. We, as human beings, do not make logical decisions