Podcast episode
Getting ahead of negotiation by calling out give/gets early (Miles Kane, Director, Enterprise Sales @ Drift)
30 Minutes to President's Club22 Jun 202229 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Before agreeing to a give, ask what they’re willing to bring to the table. Map out every step of the process to the signature with actions, owners, and dates. Send a recap to the buyer of where they are in the journey after every discovery call. Prime your champion with the nuances of your product / MSA and be ready to jump on a call to hash out the details. PATH TO PRESIDENT’S CLUB Director, Enterprise Sales @ Drift Former VP Sales @ Altocloud | Acquired by Genesys Former Direct, Sales @ SmartBear RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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in four years is all about using your outbound to fuel your inbound. What I mean by that is early on, we realized that trying to expect a cold buyer that you've never talked to to either answer the phone or actually reply to your email is really freaking hard to do. And so what we have done at Drift for years and it's very successful is very short, direct “to the point, three or four sentences in an email asking that person with a call to action” to click a link and learn more on the website. When you do that, you're driving that outbound action onto the website to learn more using a product like Drift or any other of the million tools that are out there to greet them on the website with a very contextual message that says, hey, John, thanks so much for taking a look at this case study.
can you please let me know what you're willing to put on the table in exchange for that discount? And then the key there is to shut up and let that awkward pause simmer until they come up with something, because you want to know, is this a true partnership to work through in a negotiation? And you will see that they will come back and maybe offer a multi-year discount. “Maybe they'll offer a customer reference or agree to be a case study, whatever it might” be, but really putting them on the spot there to see what they're going to give you in return for that discount. Brilliant. Round us out, Miles. What's number three? Yeah, number three, I think, is a tried and true way of really helping understand a procurement process.
have that ankle biter competitor who's half the price. And then other times I feel like there are those people who just want a discount for the sake of getting a discount. How do I go about working them back up to a reasonable number and not just being like, okay, I'll see what I can do? I think it comes back to the work that you do with your champions leading up to that point. “If you've run a solid value-based conversation where you're showing the customer the outcomes” they are going to achieve, and it's not just the feature functions, classic demo that so many people fall into, but if you feel comfortable about the value you're delivering there, one of my best recommendations is not being afraid to walk away. A lot of times that 50% discount type customer, they also become the biggest pain for your customer success or support team.
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