Price Negotiation 101

How do you handle it when your

prospect tries to hammer you on price!

I came across a podcast recently on Sales Hacker (see link below) and I just had to share it.

The guest was Todd Caponi who has just published a book called The Transparency Sale.  My favourite part (33.56) was when he talked about a chapter called transparent negotiation which covers how to negotiate when your prospect tries to beat you down on price.

Example: Look, we're gonna need 20% off.

Well if we need to get creative, here are the four things I can pay you for in the form of a discount:

A) Committing to more volume
B) Paying Faster
C) Committing Longer
D) Helping me forecast

Allocate 3% to 4% per commitment and you can structure your own deal!

I love this approach. 
​What techniques do you currently use when selling to combat being hammered down on price?

​Link to article:
https://www.saleshacker.com/how-to-sell-enterprise-software-solutions/