#171 - Negotiate like a pro during a savings showdown (Hunter Swanson, Enterprise Regional VP @ DocuSign)
30 Minutes to President's Club | No-Nonsense Sales
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How to Get Close to a Buyer
The first thing is like understanding what is their most important lever or concession? And then we can anchor things around that because some of the other aspects that they might be asking for are nice to have. So I want to break down what Hunter just did there: You got an unreasonable ask. Let's call it a 30% discount and you can only go to 20% discount. The other one that I want to make sure doesn't get lost is essentially you're playing chicken with your buyer.
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