In sales, you should never discount without getting something in return.
This is a topic that Todd Caponi speaks passionately about under what he calls Transparent Negotiations. Todd believes that playing the “go in with a high to barter down to your actual price” move is dishonest, that modeling negotiations off FBI hostage scenarios is unrealistic, and lowering your price just because they asked is the best way to start a bad relationship.
He believes the negotiation process should be an even trade, but what you trade for has a significant impact on your next sale.
Find out why you should make trades, not discounts, and what makes a good trade, on the first-ever episode of The Sales Feed Show.
This episode is brought to you by Proposify.
Proposify proposal software helps growing teams remove document bottlenecks, and get visibility into the most important stage of your sales cycle: the close.
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