30 Minutes to President's Club | No-Nonsense Sales #171 - Negotiate like a pro during a savings showdown (Hunter Swanson, Enterprise Regional VP @ DocuSign)
19 snips
May 24, 2023 A discount request turns into a full-on savings showdown, with tactics for uncovering what buyers really want and trading concessions without giving away the store. The conversation also digs into mapping legal timelines, presenting revised proposals, securing internal approval, and keeping deal momentum with clear next steps.
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Unpack Legal Into Actionable Deadlines
- Break the vendor review into prioritization and first cuts instead of a single 'legal' deadline.
- Lock specific intermediate dates so the process can be monitored and controlled.
Work Back From Finance Approval
- Build a mutual action plan with dates for prioritization and first redlines, then work backward from the finance approval date.
- Use prior vendor purchases as benchmarks for how long redlines typically take.
Be Honest And Offer Tradeoff Paths
- If buyers ask for unattainable discounts, be candid about historical approvals and then offer alternative paths.
- Propose tradeoffs (more volume, longer term, more products) that can reach their percentage target.