Podcast episode
Negotiation Masterclass: Your Sales Commission Savior
30 Minutes to President's Club9 Dec 202540 min
Description
December deals are different. Negotiations drag. Legal stalls. Procurement kicks it to January. And your EOQ slips away. In this Masterclass, Todd Caponi joins Nick and Armand to share strategies from his new book, Four Levers Negotiating. He’ll show you how to flip the script and close what’s left on the table — before the ball drops. Todd is the founder of Sales Melon, the host of The Sales History Podcast, and an author of award-winning business books. He’s also a C-Level sales leader, and he knows what he’s talking about. You’ll learn how to win negotiations the moment pricing enters the conversation, use give-get momentum to cut deal times in half, and blast through legal, security, and procurement reviews that usually stall you until Q1. -- Buy 'Four Levers Negotiating' here: https://www.simonandschuster.com/books/Four-Levers-Negotiating/Todd-Caponi/9781637748404 -- Use Code HOLIDAY50 for $50 off any course (expires at midnight on 12/25): https://www.30mpc.com/courses -- 🏋 30MPC Training: 30mpc.com/training 👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 -- RESOURCES DISCUSSED: Join our weekly newsletter - https://hubs.li/Q02NJQ8p0 Things you can steal - https://linktr.ee/30mpc_youtube
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higher end here. And it's probably based on my understanding of your environment, going to be between X and Y. If that's way off of your expectations, can we talk about that now versus three months from now? The bottom line there is if you're talking about a six or a seven figure solution to a four or a five figure buyer, one of you is in the wrong conversation. “Do you want to know that now or after you just burned your most valuable asset, which” is your time yapping about a deal that they could never buy anyway, or vice versa, right? If you're talking about a four or five figure solution to a six or seven figure buyer, there's an elephant running around the room you don't see, get it out of there before it destroys all the furniture.
And this was always my speech as a CRO. When we do pilots and proof of concepts in most organizations, what resources do you use for it? Well, most organizations put their best resource. Like, we got to get that deal. Our best resources are going to be on this pilot to make sure it's a super success. I would always tell the customers that, listen, I want my best resources on my “most committed customers, not my least.” And as a result, if we're going to do this, you're probably not going to get my best. Let's take a step back and let's go through what are the pieces you're still having a hard time predicting. Let's go through those together. And if you really want to do a short-term deal, we'll work with you on the pricing, but you're probably not going to love it. I love the probably not going to love it. That's really good. What are the last two?
someone can use to get that price closer to where they want it to be. Step number two is when you get the first reaction to price, you need to lay down the four levers and tell them that you're willing to pay them in form of a discount for these four levers that matter to our business. “Number three is you're going to test the walk if they're out of range.” So if they ask for a ridiculous discount, that's when you basically need to say like, look, these are how far the four levers are. to get us on that basis. Does it even make sense to negotiate from there? Once the negotiation begins, we went through eight potential concessions that someone could ask for. And basically what you're doing is you're just creating a cost to each of