Buyers today realize they have more power and options to negotiate terms heavily in their favor than ever before.
For example in software or SaaS sales, common buyer requests when the contract comes are things like:
It’s easy to get so eager to close your deal that you giving in to each request. Next thing you know, you’re left with a chopped contract value and unfavorable terms.
In this video, I show a shows us a great technique from Startup Sales Bootcamp to get all your buyer’s cards on the table so you stay in control of the negotiation.
- Can we get a discount if we buy more licenses?
- Can we have net 90 terms instead of net 30?
- Can we do payments monthly instead of annually?
- Can we add a clause to cancel based on a material breach?
- Can we do a pilot for three months instead of committing to a full year?
It’s easy to get so eager to close your deal that you giving in to each request. Next thing you know, you’re left with a chopped contract value and unfavorable terms.
In this video, I show a shows us a great technique from Startup Sales Bootcamp to get all your buyer’s cards on the table so you stay in control of the negotiation.
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