Brian LaManna from Gong shares negotiation rules for protecting price: always confirm you're the vendor of choice and negotiate live, never negotiate over email or with non-decision-makers. He treats negotiation as discovery, not a discount fight.
I've spent three and a half years now at Gong selling to CROs and vice presidents of sales. If you can't hold your own negotiating, you'll get eaten alive. Here are a couple of my rules for Always and never things to do while negotiating on the Always I always confirm you are a vendor of choice before you start negotiating, Always be consultative and truly try to work together. Always negotiate over a live phone or zoom conversation, always still schedule a next meeting after finalizing and always be transparent about your levers for better pricing like users products or term. Link now. Never negotiate before the one yard line, never negotiate over email or text, never negotiate with a non decision maker, never assume that pricing is truly the most important to them and never never use discounting as a crutch to a bad business case. Negotiating is all about learning what is most important to your prospect and truly trying to solve for that is only learned through strong discovery with the right person on the other side of the table. This is not a you versus Them situation.
"We're happy with our current vendor" #saas #sales #techsales #objectionhandling
