30MPC Hall of Fame | 30 Minutes to President's Club

Playbook 13: The Negotiation Playbook

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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”.


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      Prospecting: Email Templates

      • UserGems: Job Change Sequence
      • Gong: Hyper-Persuasive Email Templates
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        • Prospecting: Guides

        • Woodpecker: Email Substance & Deliverability Guide
        • Orum: 5 Cold Call Objection Talk Tracks
        • Owler: 4 Multi-Channel Prospecting Touchpoints


          • Discovery

          • Wingman: In-App Objection Handling Battlecards


          Sales Process

          • Outreach: Templates to Create Pipeline and Close Deals
          • ZoomInfo: 5 Plays, 30MPC Style
          • Accord: Mutual Action Plan Template
          • Dooly: Pre-Meeting Prep Template
          • Prolifiq: Multithreading Playbook


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            30MPC Hall of Fame | 30 Minutes to President's ClubBy Nick Cegelski & Armand Farrokh
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