Playbook 3: Mastering negotiation

12/09/20 • 28 min

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:

Time is running out to register for our upcoming 30MPC Live webinar.
Download our exclusive cold calling battlecard by signing up for the newsletter.
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.

HELP US OUT!

What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

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:

Time is running out to register for our upcoming 30MPC Live webinar.
Download our exclusive cold calling battlecard by signing up for the newsletter.
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.

HELP US OUT!

What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

Every 10th episode, we tear down one topic. This is how to be a machine: you’ll never make the “no time to prospect” excuse again.

FOUR ACTIONABLE TAKEAWAYS

Morning routine: Wake up, make the bed, read, exercise, start on your terms.
Plan your attack: 8-3 are your golden hours, 3-6 are your admin hours. Batch everything.
Crank the wheel: Close email, close slack, draw 80/20 lines everywhere and sprint
Breathe: Unsubscribe from every mailing list, every unnecessary notification. Block it out.

RESOURCES DISCUSSED:

Time is running out to register for our upcoming 30MPC Live webinar.
Download our exclusive cold calling battlecard by signing up for the newsletter.
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.

HELP US OUT!

What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

Every 10th episode, we tear down one topic. This is how to structure your sales process.

FOUR ACTIONABLE TAKEAWAYS

Before: shared agenda, get your “checklist” questions out the way, know your audience
During: set agenda & exit criteria, meeting mechanics (audio, etc.), schedule next steps
After: Recap email/call, multi-thread follow-ups
After 7 touches with no reply, you have your answer

RESOURCES DISCUSSED:

Time is running out to register for our upcoming 30MPC Live webinar.
Download our exclusive cold calling battlecard by signing up for the newsletter.
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.