Podcast episode
Utilize Discounts and Timelines to Never Let a Deal Slip (Harry Lort-Phillips @ Pave)
30 Minutes to President's Club14 Nov 202334 min
Description
FOUR ACTIONABLE TAKEAWAYS Anytime you’re asking about a get — sell why it’s important to the business. IE: You moving faster allows us to get ahead in our heavy implementation season. Assign values to the different “gets” from a customer and put together a slide that walks the customer through these. When turning down bad deals, walk them through how finance wouldn’t ever agree to multi-year flat deal, but how they can achieve a similar outcome with a different commercial structure. If someone slips on a timeline commitment, you might have to honor the number, but you can always ask for another get in return. PATH TO PRESIDENT’S CLUB Director of Sales @ Pave Senior Manager of Sales @ Pave Client Strategy Manager @ Uber Strategic Partnerships @ Uber RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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So something that the reason why this kind of menu of discount levers is really effective, Armand, is that as you know, the champion specifically probably has no ability to approve any of these things. “The economic buyer probably has some and then the CFO inevitably is going to approve the whole thing.” And so by them going and pressure testing some of your asks, like let's pretend you ask for logo rights. They're probably going to go and have to talk to their marketing team. Right. So they're starting to move the needle and build a business case internally.
“So that actually is slightly outside of our current pricing and packaging. So I've put together a little bit of an optimal pricing package for you, and this is how much it costs. On the right-hand side of that, you've got the directional levers that actually highlight to them what you may be able to move the needle on. And in doing that, you're getting them to buy into, A, you've got the proposal right, and B, pressure test some of the things that you can weave into what is going to be a V2 proposal.” And the ask in that call is, hey, I'm going to be doing myself a little bit of a disservice if I just come to you with a final number, because that's just not how this thing works, right? So what I would ask of you is, if you really want PAVE, present this slide to your finance team and get a reaction out of them. I'm going to tell you they're probably going to say it's too expensive, that's their job.