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Sales Hacker Series SF

Hacking Negotiations & Objections

April 8, 2015
Antoine Valentone
VP Sales & Customer Success
Showpad
Why Should You Care?
I am not Fred Astaire
What I can offer you
A fresh perspective and maybe one or two
gold nuggets
Let me tell you a story…
About Cinnabon and Mattresses
Emotions like joy, fear, anger, desire, etc.
Understand human psychology
Negotiation and Objections
Avoid it!
Secret to winning a negotiation
User or 3rd baseman?
Budget or value?
Always know who is asking and why?
Sell the value and the price becomes
irrelevant
Revisit the value
What is the compelling event?
Revisit their pain
Just say no
Do not negotiate against yourself
You should avoid this
Get their “ask”
Instead
Whoever talks first loses
Resist the temptation to talk
Concede small
If you must
The flinch
Great news!!!
It’s not what you say
Tie a string to it
Wrap It Up
Speak in terms that interest the other person
Golden rule
References
Questions?

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