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
RESOURCES DISCUSSED
