4/9/2025-Mid-funnel negotiating

Daily Quote

“Whether we notice it or not, we spend our days negotiating for something: for our spouse to do more housework, a child to eat just three more bites, an extended deadline on a project, a salary increase, a better rate on a vacation package.” Chris Voss

SKILL

Nothing’s worse than email negotiations, eh?

If you’re having too many of them, it might mean your offering is not indispensable to your prospect.

So, create more value for your customers by determining precisely what they need earlier in the funnel.

Your negotiations can start as early as mid-funnel if your proposals are chock-full of must-haves. Discussing key deal points throughout the cycle will help you avoid losing leverage when the buyer jumps into her/his black hole.

In your next big pitch meeting, go deeper with your qualifying. Find out what your customers define as “irresistible.” Ask what you need to do to make your offering – and proposal – precisely what they need and want.

Hint: price/rate is never as important as you think. They’ll find the money for the right proposal.

What about tech integration? …or custom features nobody else will make for them?

Every prospect cares about something different. But they all want to be wowed!

OOMPH

Your negotiations don’t usually run like those you see on Shark Tank, but it’s the closest thing we have to watching selling and negotiating.

Check out this 14-year old CEO who has TWO sharks bidding for a piece. What a composed kid…!

(Like you, he probably reads MySalesDay.)

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4/9/2025-Mid-funnel negotiating

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