The War Room
Assistant Manager- Corporate Sales
You negotiated till No Regret Price with Finance dept and he moved forward the quote to Purchase dept. Now purchase team asking for more discount else not processing forward ? How to tackle this ?
👑 Sales Strategy
Call me what you want, just sign the damn contract
Get your guy on the phone and explain to him that his purchasing department is about to kill his deal. He'll take care of it.
Assistant Manager Corporate Sales
Stick to the previous price firmly. If the deal has reached to Purchase department, it has more chances to get closed then why reduce your deal size.
Senior Account Executive
Take it or leave it Purchasing department. Don't be afraid to walk away. They will own you otherwise.
Enterprise Account Executive
Purchasing is trained to ask for discounts. If you're firm and say "this is the max discount allowed" then they typically back off. Sometimes you can find something else to give them to make them happy (e.g. better billing terms).
Key account manager
stick to your guns, purchasing will always try and squeeze as much as they can out of you.
My biggest deal ever pulled a similar thing, except procurement wanted the same discount but with significantly fewer licenses. Told them if they reduced the licenses, there'd be no discount. Contract was signed for the original terms negotiated.
Don’t ever sell yourself short. But most important, don’t let their competition get wind of the discount
I try to have contact with purchasing upfront. We even gave them a higher quote and then came down once because it was good for their metrics.
if the deal is negotiated and then they come in, stick to your guns.
Business Development Manager
Have you clearly indicated the discount given? These teams may have KPI's objectives to reduce costs by x amount. They have targets just like us!
You can also ask about why they need the discount- if they had a bad experience before there are other ways to mitigate the issue.
Demonstrate your ability to walk away.
Negotiated with my landlord for renewal. Felt amazing to be the buyer
How much you came down from your initial price to sign a contract?
What's your clear "this person will never buy my product" sign
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