30 Minutes to President's Club | No-Nonsense Sales #33 - Playbook: Mastering negotiation
Dec 9, 2020
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Use Upfront Contract to Manage Price
- Start calls with an upfront contract by explaining you will discuss pricing only after discovery.
- This approach prevents early price demands and eases customer concerns about pricing timing.
Steer Discovery to Your Strengths
- Steer discovery questions to highlight your product's strengths, not competitors'.
- Getting customers to articulate pains verbally makes those pains more tangible and boosts your negotiation power.
Price Based on Internal and External Factors
- Base pricing on internal factors like customer pain and growth and external market conditions.
- Understand the customer's real costs and competitor pricing to position your price effectively.