December 09, 2020

Playbook 3: Mastering negotiation

28 minutes

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:

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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.

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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By Nick Cegelski & Armand Farrokh

4.5

88 ratings