Every 10th episode, we tear down one topic. This is how to master negotiation.
FOUR ACTIONABLE TAKEAWAYS
- Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before
- Price is based on internal (timeline, pain points) and external factors (competitve landscape)
- Explain how price is structured BEFORE you give it, then shut up
- Seek first to understand - get them to sell themselves first. Discounts need to have a give for get.
RESOURCES DISCUSSED:
- Time is running out to register for our upcoming 30MPC Live webinar.
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Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).
- Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
- Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.
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Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.
- Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects.
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