Podcast episode
Playbook: The Negotiation Playbook
30 Minutes to President's Club18 Jan 202327 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When giving price: explain how it works first, then give price and stop talking. When the customer asks for a discount, act surprised and push away to encourage them to come back to the table. Lock in access to power before negotiating. Confirm the person you’re speaking to can get the deal done on time and approved. Don’t make unilateral concessions. Try to leverage options or create a cost to negotiation with “give for get”. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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You're not really negotiating. And so it's on you to share the things that matter to your company. And so what you should do is make a list of what are the things that your company cares about in a negotiation. It might be timing. Your operations team needs to plan for when new deals are going to come in so that they “can implement and onboard those customers.” It might be the total number of licenses they buy. If they move from buying 100 licenses to 200 licenses, chances are there's an economy of scale and you could give them a better unit price for those things. It might be billing terms. Maybe your company wants to get all the cash upfront so that they can deploy that cash and do things as a business.
In Strategy