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 AI Snips
Chapters
Transcript
Episode notes
Separate Decision From Advocacy
- Remove yourself as the sole decider on pricing and frame yourself as an advocate who will build an internal business case.
- Use that business case to request exceptions while keeping emotional distance from the refusal.
Demystify Your Concession Levers
- Explain the concession levers that matter and ask the buyer where they can give to get.
- Use volume, contract length, and number of products as the primary tradeable levers at DocuSign.
Build An Executive Line Of Communication
- Create executive alignment emails to open another line of communication with stakeholders who aren't in the room.
- Use that thread later to push, ask what's changed, or get executive-level responses when deals stall.