#93 - Trading items of unequal value (David Priemer, Founder @ Cerebral Selling)
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FOUR ACTIONABLE TAKEAWAYS
- Don’t show that you have the power in a negotiation.
- Slow down the negotiations, it should feel like work every time there’s an ask.
- Change the plane of negotiation on each ask. Certain “gives” should run out.
- Talk them out of a discount unless they’re sure it’s the only cut.
PATH TO PRESIDENT’S CLUB
- Founder of Cerebral Selling
- Lecturer at Smith School of Business at Queen's University & London Business School
- Former VP of Sales @ Salesforce
RESOURCES DISCUSSED
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Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
FOUR ACTIONABLE TAKEAWAYS
- Don’t show that you have the power in a negotiation.
- Slow down the negotiations, it should feel like work every time there’s an ask.
- Change the plane of negotiation on each ask. Certain “gives” should run out.
- Talk them out of a discount unless they’re sure it’s the only cut.
PATH TO PRESIDENT’S CLUB
- Founder of Cerebral Selling
- Lecturer at Smith School of Business at Queen's University & London Business School
- Former VP of Sales @ Salesforce
RESOURCES DISCUSSED
2022-01-26
29 min
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