LC2:P1 – Negotiating Tips & Tricks
In our second Listener’s Choice, Negotiating Best Practices, Bobby and Brian lay out a question from a listener about how to best a deal in the final stages.
Here are the notes for the show!
Bobby kicks off by mentioning a book review – You Can Negotiate Anything – highly recommended by the guys. Brian reminds listeners to check out our Tools site, continues to be our most visited part of our site!
Bobby & Brian cover the listener’s question: “How can I get better at those last-minute negotiations with a client? Literally, at the final proposal/solution delivery session when they keep asking for more?”
Bobby & Brian cover a number of scenarios:
- A primary product being sold, and a secondary product is being requested by the customer.
- Bobby and Brian talk about the knowing your available chips/levers, how we can get creative with contract dates.
- The importance of a soft-close, getting a commitment from the prospect under a certain set of hypothetical circumstances to finalize the deal and then seeking internal approval.
- Negotiation meeting at the end of a sales cycle, and determining when enough is enough?
- Bobby explains the importance of getting to no, and have uncovered
- Brian discussing all the “gives” along the way, laying out all terms and changes made along the way – striking a balance between what is reasonable and where we need to get.
- The prospective client wants to talk about is price (from the first meeting), from the first meeting that is all they want to discuss. How do we shift the focal point?
- Bobby reminds listeners to get sharp on your value story, and it’s the seller’s job to break the price conversation and focus on true value.
- Brian talks about changing the cadence of the conversation and get being clear about what is and isn’t possible when it comes to pricing.
Welcome to The Tech Sales Show brought to you by techsalesshow.com! In this first Listener’s Choice, we are aiming to help current and future tech sellers with negotiating. You will hear us often say Average Sucks, Average is the Enemy and Don’t Be Average! The goal of the Listener’s Choice is to answer your questions, and to provide tools to make you a top account exec!
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