FOUR ACTIONABLE TAKEAWAYS
Anytime you’re asking about a get — sell why it’s important to the business. IE: You moving faster allows us to get ahead in our heavy implementation season.
Assign values to the different “gets” from a customer and put together a slide that walks the customer through these.
When turning down bad deals, walk them through how finance wouldn’t ever agree to multi-year flat deal, but how they can achieve a similar outcome with a different commercial structure.
If someone slips on a timeline commitment, you might have to honor the number, but you can always ask for another get in return.
PATH TO PRESIDENT’S CLUB
Director of Sales @ Pave
Senior Manager of Sales @ Pave
Client Strategy Manager @ Uber
Strategic Partnerships @ Uber
RESOURCES DISCUSSED
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Things you can steal
174 (Sell): Utilize Discounts and Timelines to Never Let a Deal Slip (Harry Lort-Phillips @ Pave) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
