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FOUR ACTIONABLE TAKEAWAYS
There are four levers in a negotiation: Volume, timing of cash, length of commitment, and timing of the deal.
When describing the levers, explain upfront: There’s tremendous value in us being able to predict and we’re willing to pay for that in the form of a discount.
Hold firm by telling everyone in the world what the 4 levers are EARLY in your sales cycle.
When power comes in for a final pound of flesh, paint the trade-offs and lean on the fact that you’ve shared this early so that your champion can evangelize it.
PATH TO PRESIDENT’S CLUB
Founder, Speaker, & Workshop Leader @ Sales Melon
Author (The Transparency Sale & The Transparent Sales Leader)
Managing Director @ VentureScale
Chief Revenue Officer @ PowerReviews
RESOURCES DISCUSSED
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Things you can steal
158 (Sell): Conquering the chaos at the end of your deals (Todd Caponi, Founder, Speaker, & Workshop Leader @ Sales Melon) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
