Podcast episode
How to Control the Sale Without Sounding Pushy | Anthony Firenzi
30 Minutes to President's Club29 Apr 202534 min
Description
FOUR ACTIONABLE TAKEAWAYS: Position yourself as a partner, not a decision-maker, during negotiations. Frame your CFO or leadership as the final approver to deflect pressure and control the conversation Use a sliding scale for discounts based on timeline. Offer steeper discounts for faster signatures to create urgency without arbitrary end-of-month pressure Steer discovery and demos toward problems that matter. Don’t get stuck solving small issues—recommend workflows tied to real business impact and executive priorities Drive deal velocity without discounting by pre-scheduling the implementation call. Lock in post-sale steps early to create natural pressure toward closing PATH TO PRESIDENT’S CLUB: Head of Sales, Unified GTM Strategic Accounts, Lattice Enterprise Account Executive, Lattice Mid-Market Account Executive, Lattice Business Development Representative, Lattice RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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And don't get me wrong, you do need to ask good questions. But Anthony's really, really good at not necessarily asking, but prescribing or recommending. And so if you want to learn how to like guide or steer or shift the conversation in your favor, Anthony is very, very good at that. “He gets into things like shifting your comms with your prospects onto Slack instead of on email.” He talks about how you can demo to an exec versus to a champion. We also get into how you can navigate a negotiation. He's leading a team right now of nine or 10 AEs and helping all of those people negotiate like pretty hefty numbers every single month. And so if you want a structured, really, really great set of talk tracks that he uses,
like pretty hefty numbers every single month. And so if you want a structured, really, really great set of talk tracks that he uses, that comes towards the back half of this episode. And three, two, one, let's roll. All right, Anthony, welcome back to the show. You may remember that we start every single episode with your top three actionable takeaways. So let's get yours. “First one is add your prospects to Slack.” Don't have to ask them for permission, just like you would send an email. But this is going to create faster lines of communication. You can intro them into a customer or reference directly, which is really cool. And sociologically and psychologically, multiple pings in Slack is acceptable, where if I sent you three emails in a day, you'd think I'm crazy.
You may remember that we start every single episode with your top three actionable takeaways. So let's get yours. First one is add your prospects to Slack. Don't have to ask them for permission, just like you would send an email. But this is going to create faster lines of communication. You can intro them into a customer or reference directly, which is really cool. “And sociologically and psychologically, multiple pings in Slack is acceptable, where if I sent” you three emails in a day, you'd think I'm crazy. Hey, Sarah, I want to be respectful of your professional inbox. I find Slack is far less intrusive for our partners. I'm just going to add you there after this call. Awesome. What's number two? Number two is being prescriptive at every step.
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