#93 - Trading items of unequal value (David Priemer, Founder @ Cerebral Selling)
FOUR ACTIONABLE TAKEAWAYSDon’t show that you have the power in a negotiation.Slow down the negotiations, it should feel like work every time there’s an ask.Change the plane of negotiation on each ask. Certain “gives” should run out.Talk them out of a discount unless they’re sure it’s the only cut.PATH TO PRESIDENT’S CLUBFounder of Cerebral SellingLecturer at Smith School of Business at Queen's University & London Business SchoolFormer VP of Sales @ SalesforceRESOURCES DISCUSSED:David’s book Sell the Way You Buy: A Modern Approach To Sales That Actually Works (Even On You!)Stuart Diamond’s book Getting More: How You Can Negotiate to Succeed in Work and LifeTime is running out to register for our upcoming 30MPC Live webinar.Download our exclusive cold calling battlecard by signing up for the newsletter.Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Access the sales template we use to qualify and close more deals, faster.Automate conversational texting for the entire customer journey with Skipio. Check out our best practices for texting prospects.HELP US OUT!What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
30 Minutes to President's Club | No-Nonsense Sales
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Show Notes
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FOUR ACTIONABLE TAKEAWAYS
- Don’t show that you have the power in a negotiation.
- Slow down the negotiations, it should feel like work every time there’s an ask.
- Change the plane of negotiation on each ask. Certain “gives” should run out.
- Talk them out of a discount unless they’re sure it’s the only cut.
PATH TO PRESIDENT’S CLUB
- Founder of Cerebral Selling
- Lecturer at Smith School of Business at Queen's University & London Business School
- Former VP of Sales @ Salesforce
RESOURCES DISCUSSED