Podcast episode
The Secret To Make Prospects Negotiate Against Themselves
30 Minutes to President's Club16 Jun 202634 min
Description
We've all watched massive deals shrink when buyers chip away at your pricing. Todd Caponi live role plays negotiation tactics with Armand Farrokh to give no more than a 15% discount. In this episode, Todd Caponi breaks down: 🛑 Buyers respect through leveraging your “willingness to walk away” 🛡️ Defending your pricing structure without hurting trust 🎯 Proving you’re already the winning vendor of choice -- 🏋 30MPC Training: 30mpc.com/training 📈 [NEW] Negotiation Course: https://hubs.li/Q04ltNT30🗣️ 5 Negotiation Talk Tracks: https://hubs.li/Q04ltBCK0🛠️ Weekly Newsletter: https://hubs.li/Q02NJQ8p0📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
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You've got a team that has already done all of this homework that hopefully you have confidence in. “And remember, the technology or whatever it is that you're selling, if you've got clients that are doing this with a level of success,” it should be pretty easy for that CMO to be able to do a little bit of homework on their own versus trying to punch you into creating an environment where there's all of these termination provisions that do not allow you to recognize any revenue.