#33 - Playbook: Mastering negotiation
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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
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Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
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
2020-12-09
31 min
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