Outbound Squad Negotiations Masterclass With Todd Caponi
19 snips
Nov 11, 2025 
Todd Caponi, an author and negotiation expert known for his works on transparency-based sales, dives deep into effective negotiation strategies. He challenges outdated tactics and emphasizes transparent, customer-focused approaches. Caponi introduces his Four Levers of Negotiating, outlining how elements like volume and payment timing can influence deals. He also discusses how fear impacts pricing confidence and shares insights on when negotiations should truly begin. Caponi's expert tips aim to empower salespeople to protect their value while fostering better client relationships.
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Legislation Reshaped Sales Faster Than Tech
- Government legislation historically reshaped selling faster than technology did.
- The removal of 'fair trade' rules in the 1970s forced sellers to develop negotiation skills overnight.
Old Negotiation Tactics Clash With Modern Sales
- Traditional negotiation techniques often rely on bluffing and withholding truth.
- That adversarial style clashes with modern sales where trust and long-term relationships matter.
Use Four Levers To Frame Price
- Use four levers: volume, payment timing, commitment length, and deal timing to structure price.
- Present price as fixed but flexible within these levers so customers choose their tradeoffs.
