Podcast episode
8 INSANE Sales Negotiation Stories You Won’t Believe Are True
30 Minutes to President's Club31 Jul 202534 min
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🏋 30MPC Training: 30mpc.com/training 📧 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 In this episode, Armand and Nick break down 8 of the toughest, most painful negotiation battles they’ve ever faced — and the exact moves that helped them win (or lose) those deals. From wild buyer tactics to massive pricing mistakes, you’ll learn how to hold the line and close like a pro. 🎙️ ACTIONABLE TAKEAWAYS Anchor high, then shut up: Start with a bold number and let the buyer be the first to speak — you’ll often land a better deal than if you start discounting yourself. Always get the “full and final ask: Force buyers to put all their requests on the table at once so they can’t chip away at you with 5K here and 10K there. Flip the polarity by walking away: Instead of acting desperate, suggest the buyer take the competitor’s deal — this creates FOMO and often gets them to come back to you. Never give a discount without a deadline: Tie every concession to a firm timeline or commitment — otherwise, you lose all your leverage and the deal drags forever. RESOURCES DISCUSSED: How To Finish A Negotiation Before It Starts (Pt 1) How To Finish A Negotiation in One Cut (Pt 2) Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides
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not give me a discount. And so what you need to do when you come up to a stingy buyer like that, is you got to give them a win that hurts you the least. So a lot of times what I would do at Pave is if I got a negotiator for sport, I would make them fight like a dog, but I knew I had their number, I'd be like, okay, finally. “I don't do this for anyone, but I'll waive your implementation fee, which doesn't pay” me any commission. Or I'll give you the quarterly payments and I'm going to have to nag my controller for it, and he approves it on every deal. And just by giving them some sort of win, they'll usually ease off. But very few people, especially in software tech sales, are willing to go through at a full list sale.
You Won′t Believe “You're current proposal has stuff like podcast ads, sponsored webinars, newsletters in there.” What do you want to get rid of to get down there? And the guy's like, oh, well, and I could see him sort of get taken aback because he asked me for a discount and he thought we were just going to be negotiating on pricing. And I'm like, look, we can get there if you want. We can get you a cheaper price. We just have to get rid of stuff. And he was like, oh, but like, we really need those podcast ads.
about selling, so much of the sales cycle, like you're trying to build this relationship with the buyer. You're trying to build a rapport, like you want them to like you to some degree. And a lot of what you're doing in deals, they're like, hey, can we get a demo for our, you know, our managing partner or, hey, you know, I'm wondering if we can talk about what implementation looks like. “And your job as a salesperson is to serve them in some way and be like, yeah, we can” set up that demo. No, no problem. Let's talk about implementation. And then something switches the second you get to negotiation where you go from being the person who says, yes, we can help you to no, I can't. And that feels very, very uncomfortable to have that flip. And buyers oftentimes are like, oh, but you were, you were so helpful before you can't
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