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
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
Even artificial micro deadlines for things like first cut of redlines and security review helps my prospects get their internal team moving. We built a guide on how to help you drive six and seven figure deals with our friends at Outreach. Get it free in the show notes. The worst discovery advice is just be curious and ask lots of questions. “Look, our prospects are not showing up to sales calls to answer our questions.” They're showing up to get their questions answered and to figure out how we can solve their problem. And this is what Pipedrive does. If you want to get clear, complete sales visibility, you can use Pipedrive's easy to use and customizable CRM that is designed to be simple from day one and stay easy to use as your team grows. We actually put together an entire resource hub with Pipedrive to help you get to Precedence
Or you've presented options that are palatable, and you have a sense of which one they like. Do not drop the baby at the finish line. A lot of times, people will go back. And what they don't realize is the negotiation wasn't actually done, or they didn't make the cut that actually gets the deal done. “Or because you went back too quickly, people realized they could ask you for another favor.” Right? And so unless they explicitly said this 100% gets it done, I will be signing this contract at the end of the month. There is nothing that will stop it. Power doesn't need to sign off. Finance doesn't need to sign off. Only I need to sign off. What I always recommend doing is get a written commitment from your prospect in return.
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.