The Four Levers in Negotiation

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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

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