30 Minutes to President's Club | No-Nonsense Sales #149 - Playbook: The Negotiation Playbook
Jan 18, 2023
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Run A Quick BANT Pulse Check
- Use BANT as a quick pulse check before negotiating to estimate your leverage.
- If budget, authority, need, and timeline are weak, expect to give meaningful discounts.
Explain Pricing First, Then Shut Up
- When you present price, explain the pricing structure first and then state the number.
- After giving the number, stop talking and let silence work for you.
Act Surprised And Push Away
- If a buyer objects to price, act surprised and push them away to force them to justify their position.
- Use facial expression and tone to show confusion and suggest they consider competitors if price must be much lower.