Latest / 30 Minutes to President's Club | No-Nonsense Sales
#192 - Conquering the chaos at the end of your deals (Todd Caponi, Founder, Speaker, & Workshop Leader @ Sales Melon)
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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…
The skinny
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