Hacking Negotiations and Objections Sales Hacker

1. Sales Hacker Series SF
Hacking Negotiations & Objections
April 8, 2015
Antoine Valentone
VP Sales & Customer Success
Showpad

2. Why Should You Care?

3. I am not Fred Astaire

4. What I can offer you
A fresh perspective and maybe one or two
gold nuggets

5. Let me tell you a story…

6. About Cinnabon and Mattresses

7. Emotions like joy, fear, anger, desire, etc.
Understand human psychology

8. Negotiation and Objections

9. Avoid it!
Secret to winning a negotiation

10. User or 3rd baseman?
Budget or value?
Always know who is asking and why?

11. Sell the value and the price becomes
irrelevant
Revisit the value

12. What is the compelling event?
Revisit their pain

13. Just say no

14. Do not negotiate against yourself
You should avoid this

15. Get their “ask”
Instead

16. Whoever talks first loses
Resist the temptation to talk

17. Concede small
If you must

18. The flinch

19. Great news!!!
It’s not what you say

20. Tie a string to it
Wrap It Up

21. Speak in terms that interest the other person
Golden rule

22. References

23. Questions?