Navigating Value in Sales Negotiations

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Quantifying business impact without triggering sales pressure is hard, but Meredith Chandler shows you exactly how to do it. From confident pricing to bulletproof ROI framing, this episode is a tactical masterclass.

🎙 ACTIONABLE TAKEAWAYS:

• Use “Here’s why I’m asking” to frame quantifying questions as helpful, not self-serving
• Every 2–3 questions, pause to show empathy and keep buyers emotionally engaged
• Quantify time across four levels: direct time, opportunity cost, error cost, and ripple effect
• Don’t oversell ROI, ask how much impact would justify the price, and anchor conservatively

MEREDITH’S PATH TO PRESIDENT’S CLUB:

• Head of Sales @ Aligned
• Head of Sales @ pclub
• Sales Director @ CaptivateIQ
• Head of Enterprise Sales @ SPIFF

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”