#172 - Sealing the deal with executives (Lynn Powers, Enterprise Sales Director,@ Clari)
30 Minutes to President's Club | No-Nonsense Sales
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How to Negotiate a Contract Successfully
I know there's a lot of salespeople out there that are obsessed with closing, but I am curious. How do you navigate the negotiation piece? Yeah. So I try to get out all negotiation prior to that executive meeting because I don't want to be up against dollar figures getting slashed at the end of that executive meeting. And it becomes an exercise of if we were able to provide this value to more of your staff, what are you willing to take on? Then it's here's option A, B, or C would be the biggest chunk that we take down.
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