30 Minutes to President's Club | No-Nonsense Sales 158 (Sell): Conquering the chaos at the end of your deals (Todd Caponi, Founder, Speaker, & Workshop Leader @ Sales Melon)
Aug 16, 2023
Todd Caponi, Founder, Speaker, & Workshop Leader @ Sales Melon, discusses successful negotiations in sales, the importance of transparent pricing models, the four levers in negotiation, protection against termination for cause, the power of logic, stories, and emotion in sales, and tips for building a business case and prospecting.
Chapters
Transcript
Episode notes
1 2 3 4 5 6
Introduction
00:00 • 2min
Tips for Successful Negotiations in Sales
01:48 • 5min
The Four Levers in Negotiation
06:57 • 26min
Understanding Termination for Cause and Protecting Against Random Reasons for Termination
33:12 • 2min
The Power of Logic, Stories, and Emotion in Sales
35:05 • 3min
Building a Business Case, Optimizing the Sales Day, and Prospecting Tips
38:10 • 4min