Podcast episode
Never Negotiate Over Email (Do This Instead) | Bite-sized Tactics
30 Minutes to President's Club23 Jun 20258 min
Description
Too many reps lose deals by trying to negotiate or explain everything over email. Michelle Cecil (Commercial Sales manager @ Procore) breaks down why you should never negotiate in writing—and what to do instead to win more deals. You’ll learn: How to use the "carrot on a stick" to earn live calls Why delivering price live gives you an edge in negotiations The #1 pre-meeting prep tactic to build trust and tailor demos A better alternative to sending long, technical emails The power of clarity and why less is more when answering questions Whether you're handling pricing objections or prepping for a demo, this video will help you close more by picking up the phone. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides 30MPC Training: 30mpc.com/training
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under the terms that they want, then they're going to take that phone call. Before first meetings, I recommend, hope all my revs do this, recommend they all do it, ask them all to do it, is to call every single person that's going to join that meeting and say, and if they don't answer, many of them don't answer, and we'll talk about what to do then, but call every single one and “say, hey, I'm prepping this custom demonstration for the team tomorrow. Really excited to have you.” Want to ask you a couple of questions to make sure that we focus on your top priorities. And then when they don't answer, send them a text. Hey, Michelle from Procore, I'm the one leading your meeting tomorrow. I'm prepping for the meeting right now. Can you give me a call back? And maybe they call you back, maybe they don't. Quite honestly, they call me back a lot more than
answer. So instead of trying to get a call, we sent over a really long email with like, hey, there's three options. You could do this. You could do this. You could do this. A ton of information in this email, screenshots, videos, like give them all this information without having “any reason to come back and talk to us. And the problem with that is one, it's just not actually” helpful. I'm not going to read that long of an email. And we sell to construction. They're on their phones, like crazy to think that they'd read that long of their email in the truck between job sites, like opening up their phone, whatever, doing that. They're definitely not doing that. And shocker, we never heard back from them. So like, that was it. We, we gave them a response.