Podcast episode
How To Become Dangerously Good At Negotiation
30 Minutes to President's Club9 Jun 202637 min
Description
We've all watched a massive deal slip away because a buyer played games. Nick Cegelski interviews Armand Farrokh and drops his playbook to help you negotiate better terms. In this episode, Arman Farrokh breaks down his exact playbook, including: 🎯 Forcing a strict cost for every concession to kill endless buyer requests 🛡️ Executing a “fake walkaway” when a prospect demands an absurd 70% discount 🔥 Dialing in a high intent, low attachment mindset to control the entire deal -- You're one step closer to Club! Grab these resources to help you get there: 🏋 30MPC Training: 30mpc.com/training 📈 [NEW] Negotiation Course: https://hubs.li/Q04jpPSm0 🛠 Weekly Tactical Breakdowns: https://hubs.li/Q02NJQ8p0📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
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agreement and vendor of choice. The second thing that you need to validate is process agreement. And so the way that you validate process agreement is you say, let's just pretend. And you oftentimes do this again before the proposal call. So you'll oftentimes have a prep call with your champion talking about, okay, “what do you need to ultimately make a purchasing decision?” They'll say a proposal and you'll use, let's just pretend language. And so you'll say, Hey Nick, I'm really excited that we seem like the vendor of choice. Let's just pretend that this conversation goes well. I want to make sure that we're meeting all of your go live timelines and that if we have a price that actually works for you guys, if the contract. What's the way that you want it to look? That we actually have a way to move forward together
choice. Let's just pretend that this conversation goes well. I want to make sure that we're meeting all of your go live timelines and that if we have a price that actually works for you guys, if the contract. What's the way that you want it to look? That we actually have a way to move forward together and navigate all the other boxes that you need to check off in the organization. So you mentioned that the three things that need to happen next “are we need to get executive approval,” we need to get finance approval, and then we need to do legal and security. This is how long each of those things will take if this next conversation goes well. Does that look about right? And all you're doing on the proposal call is you're recapping that thing that you've already done before. So this should not be the first time you've discussed process.
you push them into the $1 solution is what you're waiting for them to say is, look, I do want to go with you, I'm just not willing to pay double the price. And that naturally begs the question, okay, then it's just a matter of us figuring out “what is the additional value that we're bringing above the competition.” By pushing them into the rock bottom competitors that you know they don't want, they're going to push back into you. And now we say, okay, so then it's just a matter of figuring out how much more value we bring over $40K that will determine where we ultimately land. If that value is not enough, you may need to move a bit on price, but we need to get