The War Room
Closers - biggest mistake prospects make when negotiating with you?
Title kinda says it all
Head of Growth
If someone tells me “I will sign a contract today if you offer me X services at Y price” I’m almost always going to find a way to make it work. Lots of prospects don’t use timeline to their advantage.
Chief Revenue Officer
Not realizing that I've built a fair amount of negotiation into the margin of the price that I quoted them. I always pepper the gumbo by 3-5% over what I know is the number I want to close the deal for - they get to feel like they "got me", I get the deal closed with minimal stress.
They forget that I dug deep during discovery so I have enormous amounts of pain to leverage in negotiations.
Telling you that your competitor has a better offer. It usually goes like this: "your competitor offered me X for Y price and if you don't equal that I won't buy from you". We all know our regional competitors and it's pretty easy to tell or check if they are bluffing, which they usually are.
Strategic Account Executive
When they tell me that, I say that is a great deal and you should take it. I end up winning their business due to the immense value we deliver over our competitors.
Strategic Account Leader
Not realizing that negotiations started the moment we got on the first call.
Over the course of 3+ months, I know what's important to them and the impact it has. Sure I've built some wiggle room, everyone like to feel like they've got a good deal.
I know they realize the value, we've done the PoC. They've convinced themselves the need our solution.
VP National Accounts
Asking how they can pay for it and then trying to negotiate.
1. Using timelines to signature as a lever. They forget the sooner they'll sign, the higher chance I'll get them what they want.
2. Assuming that i forgot everything we spoke about in discovery. I'm gonna use their words and come back at them.
Co-Founder & VP Sales @ PLURiTy
Comparing my product to another brand- its some comparing watermelons and Potatos
Not exiting the zoom call and talking to a colleague saying how they will or wont go for you.
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