Post on 05-Oct-2020
NEGOTIATIONDevin Reed
Head of Content Strategy at Gong.io6 years SaaS
Sales experience
2nd sales hire at Gong.io
DEVINREED
1. Why sharp negotiation skills are a must
2. Top 5 negotiation mistakes (and what to do instead)
3. How to give without discounting
Agenda
1. You’ll maintain control over your pipeline
2. You’ll win more deals
3. Your deal size will increase
You will experience 3 major benefits after becoming a master negotiator:
Why Sharp Negotiation Skills are Critical
Scott Leese
strength
TOP 5 NEGOTIATION
MISTAKES Unprepared Not enough
informationUsing
“list price”Rushing the
process Being
too nice
#1 #2 #3 #4 #5
1. Find the right person
2. Gather as much information as possible
3. Confirm your floor and commit to it
Unprepared for negotiations
Mistake #1:
You stop doing discovery
Mistake #2:
JUSTIN WELSH
Ask Questions that motivate long responses
Succ
ess
Rate
s
Customer Story Length
0 50 100 150 200 250
.2
.4
.6
.8
Labeling
BUYER
SELLER
I see value in your product, but I have too many competing priorities to take this on right now.
It seems like you’re hesitant to disrupt your current tech stack.
Mirroring
BUYER
SELLER
There’s no way we could make a vendor switch until next year.
Next year?
Using “List Price”Mistake #3:
“List Price” Complicates The Buying Process
Here’s what to say instead
BUYER
SELLER
What’s your pricing, and how do you charge?
We charge per license on an annual basis. How many users do you have?
BUYER
SELLER
50
Okay. Our approved pricing for 50 users is $2,100 per license, per year.
Rushing the Process
Mistake #4:
One participant
Multiple participants +258%
Here’s how to slow things down
Answer all questions patiently
Have an open mind on the final outcome
Don’t force a negotiation in one call!
Include others from your team
Being Too NiceMistake #5:
How to give without discounting
Professional services
Payment options
Terms
Co-marketing
Swag
Recap
1.
2.
3.
4.
5.
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