Latest / 30 Minutes to President's Club | No-Nonsense Sales
#585 - Conquering the end-of-deal chaos | 30MPC Hall of Fame
🛒 Todd’s Negotiation Course: https://hubs.li/Q04k0BGj0
📢 Declare your levers early. There are four levers in a negotiation: Volume, timing of cash, length of commitment, and timing of the deal.
🤝 Trade discounts for predictability. Explain upfront that there is tremendous value in your ability to predict, and you are willing to pay for that predictability in the form of a discount.
⚖️ Paint the trade-offs. When power comes in asking for a final pound of flesh, hold firm by referring back to the levers you shared early and outlining the necessary trade-offs so your champion can evangelize it…
The skinny
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