#192 - Conquering the chaos at the end of your deals (Todd Caponi, Founder, Speaker, & Workshop Leader @ Sales Melon)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
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
More description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
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
2023-08-16
41 min
Listen elsewhere
Available Results
Generated results are saved to your library for reuse and search.
No generated results are available for this episode yet.
Transcript
No transcript is available for this episode yet.
Sign in to generate a transcript for review.
Sign in
Chapters
No chapters available.