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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Every place a page here uses this source, in the order the words come in it.
the right way. And the last protein- And that's true. And it's just true. I mean, it's just true. I could toss out a number. It's probably not going to be right. So this is going to take longer, be harder. Let's get on the phone. So what's the bad example? I think part of it is we have to keep “working the muscle of clicking the phone number and actually dialing, even if people don't answer,” like in that good example. They had to answer the phone the entire evaluation. We thought they may not answer the phone on this either. And then they did because we gave them a good reason to. But I think when we get into a situation where we stop trying, then we just are
reason to. But I think when we get into a situation where we stop trying, then we just are cutting off one leg when we're trying to win these deals. So we had a deal where there was a technical objection. And what we did is we got the email. We made one phone call. They didn't “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
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.
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