Playbook 13: The Negotiation Playbook

FOUR ACTIONABLE TAKEAWAYS

• When giving price: explain how it works first, then give price and stop talking.
• When the customer asks for a discount, act surprised and push away to encourage them to come back to the table.
• Lock in access to power before negotiating. Confirm the person you’re speaking to can get the deal done on time and approved.
• Don’t make unilateral concessions. Try to leverage options or create a cost to negotiation with “give for get”.

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• Orum: 5 Cold Call Objection Talk Tracks
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Discovery

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Sales Process

• Outreach: Templates to Create Pipeline and Close Deals
• ZoomInfo: 5 Plays, 30MPC Style
• Accord: Mutual Action Plan Template
• Dooly: Pre-Meeting Prep Template
• Prolifiq: Multithreading Playbook

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