ACTIONABLE TAKEAWAYS
Ask for Competitor Proposals: If a prospect cites competitor pricing, request their proposal to directly compare offerings and address discrepancies.
Rank Negotiation Priorities: When prospects negotiate on multiple factors, ask them to prioritize what matters most, then focus concessions on top-ranked items.
Meet Two Key Pricing Criteria: Share pricing only when the prospect acknowledges your solution addresses a critical pain and they influence or approve purchasing decisions.
Create a Cost for Discounts: When asked for a discount, request the prospect to identify features or services they are willing to remove, framing concessions as a trade-off.
JOHNNY'S PATH TO PRESIDENTS CLUB
Commercial Account Executive @ Talkdesk
Enterprise Sales Development Manager @Talkdesk
Team Lead, Enterprise Sales Development @ Mimeo
Enterprise SDR @ Mimeo
RESOURCES DISCUSSED:
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Things you can steal
How to finish a negotiation in one cut
How I Went From Flat Broke to Closing 7-figure Deals | Johnny Larson | Ep 271 (Sell) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
