Episode 4: Negotiation curveballs
Decoding Sales
00:00
Do You Really Know if I Can Get You That Discount?
The second thing is, and they're going to think 100% because people are bad at probability. The other way to say that would be listen, Alex, I'm not sure if I can get you that discount from 40 to 50%. As I told you, there's already been a lot of discussions to even get to 40%. You've never had that happen before in this late stage of deal. There is this fine balance of towing that line of how much information you provide.
Play episode from 15:20
Transcript
