Podcast episode
Conquering the chaos at the end of your deals (Todd Caponi, Founder, Speaker, & Workshop Leader @ Sales Melon)
30 Minutes to President's Club16 Aug 202342 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS There are four levers in a negotiation: Volume, timing of cash, length of commitment, and timing of the deal. When describing the levers, explain upfront: There’s tremendous value in us being able to predict and we’re willing to pay for that in the form of a discount. Hold firm by telling everyone in the world what the 4 levers are EARLY in your sales cycle. When power comes in for a final pound of flesh, paint the trade-offs and lean on the fact that you’ve shared this early so that your champion can evangelize it. PATH TO PRESIDENT’S CLUB Founder, Speaker, & Workshop Leader @ Sales Melon Author (The Transparency Sale & The Transparent Sales Leader) Managing Director @ VentureScale Chief Revenue Officer @ PowerReviews RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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If you smell all of these foggy answers, that might mean that it is truly variable and you give them some buffer, but that might also mean that you have the wrong buyer in the room. If you smell all of these muddy non-committal answers, by mapping out the steps that Todd has already described, it is allowing you to suss out if this is the type of person “who can even give you a commitment in the first place.” Well, Armand, can I jump in on that? Because keep in mind though, we as salespeople, we are selling all day, right? These buyers, they may be buying something from us like our solution once a year, once ever. So I think more often than not, you're going to hear the cloudiness.
And traditionally or typically we're seeing it's probably 10 days to two or three weeks. Does that sound about right? And you can be the Sherpa versus the person kind of laying it all on them. And then they look to you as, oh, these guys can help me. Like they can help me get this done and help me achieve my outcomes and maybe teach me “about how my own organization works versus me having to try to figure it out.” So Todd, let's continue to follow this train of thought. So let's say that we have a champion who we feel like, hey, Todd, the sales rep is really trying to advise me, he's helping me figure out all the steps to get this deal done. And I feel like I know what it takes to get this deal done with my finance team.
The last question is about a shouldn't. The last question is, what is one bad habit that you see a lot of salespeople exhibiting that you think they need to break because it hurts them more than it helps? It's this idea that logic is polarizing, and so what I mean by that is we so often “combat a customer that's got an objection or got an issue with logic, right?” So often, we even start our presentations with logic, with all the awards we've won, and we have our NASCAR slide that's got all the companies that we're so proud of. Back in 1620, there was a philosopher named Sir Francis Bacon that first theorized the
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