Too many sellers give discounts before securing commitments, leaving deals vulnerable and dragging negotiations on for weeks. In this episode of 30 Minutes to President’s Club, we show you how to execute negotiations in three simple steps: confirm you’re the vendor of choice, lock down your customer’s timeline, and only then and only then, execute the give-get.
🎙️ ACTIONABLE TAKEAWAYS
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Confirm Vendor of Choice: Before negotiating, make sure your prospect would choose you over competitors if pricing were equal.
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Lock Down the Timeline: Secure a firm commitment on when the deal will close before offering any concessions.
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Flip the Give-Get Paradigm: Always get something in return (budget clarity, contract terms, faster close) before giving discounts or changes.
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Force Trade-Offs: Every concession has a cost—package pricing, terms, and conditions together so your customer makes real choices instead of endless asks.
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