The War Room
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Closers - biggest mistake prospects make when negotiating with you?

Title kinda says it all

πŸ“ˆ Closing
4
salesnerd
WR Officer
+16
Head of Growth
If someone tells me β€œI 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.Β 
LordBusiness
Politicker
+8
Chief Revenue Officer
Not realizing that I've built a fair amount of negotiation into the margin of the price that I quoted them.Β  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.Β Β 
NorthernSalesGuru
Politicker
+5
Account Executive
They forget that I dug deep during discovery so I have enormous amounts of pain to leverage in negotiations.
comfyred
Account Executive
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.Β 
SlanginSaaS
Opinionated
+1
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.Β 
LoneMaverick
Opinionated
+3
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. Β 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. Β They've convinced themselves the need our solution. Β 
SADNESScounselor
Good Citizen
VP National Accounts
Asking how they can pay for it and then trying to negotiate.
Do
Dollar
Executive
+6
Enterprise AE
2 things:
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.Β 

2. Assuming that i forgot everything we spoke about in discovery. I'm gonna use their words and come back at them.Β 
Sales4what
Opinionated
+4
Co-Founder & VP Sales @ PLURiTy
Comparing my product to another brand- its some comparing watermelons and Potatos
cw95
Politicker
+6
Pricing Executive
Not exiting the zoom call and talking to a colleague saying how they will or wont go for you.
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