Negotiation Tactics and Using Tools for Sales Success

TOP ACTIONABLE SALES TAKEAWAYS:

• Act surprised and maintain confidence when faced with resistance on price; don't normalize discounts or concessions easily.
• Make each concession painful for the customer; show that every request comes with effort and negotiation, preventing them from expecting easy wins.
• Act as if achieving approvals for concessions is difficult and uncertain, emphasizing the rarity and challenge of gaining internal approvals.
• Finish negotiations in two parts if necessary, using options to force a final trade-off that emphasizes the value of each choice, encouraging a more strategic decision-making process.

ARMAND'S PATH TO PRESIDENTS CLUB:

• Founder @ 30MPC
• VP of Sales @ Pave
• Director of Sales @ Carta

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