30 Minutes to President's Club | No-Nonsense Sales Use This Brutal Negotiation Tactic To Outsmart Tough Buyers | Bite-sized Tactics
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Aug 4, 2025 Tired of being lowballed during negotiations? This discussion reveals powerful tactics for B2B sales that can help you maintain pricing integrity. Learn how to deal with discount hunters and when to strategically offer a discount without losing your edge. Discover the 'exploding deadline' strategy that keeps deals on track and the 'jar' analogy to maximize value in negotiations. Tune in to enhance your sales game with practical, no-nonsense advice!
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Relentless Buyer Meets Firm Bottom Line
- Armand Farrokh shared a story about a buyer, Ed, who kept pushing for lower prices over five calls.
- Despite Ed’s budget constraints, persistence with a firm bottom line led to a full-list price deal close.
Use Exploding Deadlines Strategically
- Give discounts only with a clear expiration to retain negotiation leverage.
- Use an "exploding deadline" to motivate buyers to make decisions before the discount expires.
Reinforce Deadlines Relentlessly
- Repeating deadline reminders on every call makes the expiration real and urgent for buyers.
- Buyers often wait until the last moment to sign, so consistent reinforcement helps maintain leverage.