Mastering High-Value Deal Closures

ACTIONABLE TAKEAWAYS

• Ask for Competitor Proposals: If a prospect cites competitor pricing, request their proposal to directly compare offerings and address discrepancies.
• Rank Negotiation Priorities: When prospects negotiate on multiple factors, ask them to prioritize what matters most, then focus concessions on top-ranked items.
• Meet Two Key Pricing Criteria: Share pricing only when the prospect acknowledges your solution addresses a critical pain and they influence or approve purchasing decisions.
• Create a Cost for Discounts: When asked for a discount, request the prospect to identify features or services they are willing to remove, framing concessions as a trade-off.

JOHNNY'S PATH TO PRESIDENTS CLUB

• Commercial Account Executive @ Talkdesk
• Enterprise Sales Development Manager @Talkdesk
• Team Lead, Enterprise Sales Development @ Mimeo
• Enterprise SDR @ Mimeo

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal
• How to finish a negotiation in one cut