Mid-funnel negotiating
Published on
Skill
Email negotiations are where deals go to stall—and where leverage quietly disappears.
If you’re stuck negotiating over email, one of two things is usually true: Your solution isn’t indispensable…or you waited too long to start aligning.
The TOP 10% don’t start negotiating downstream in the funnel; they do so early by locking in on what the buyer needs. Learn about the buyer’s must-haves up front, and then lean hard in that direction with strong capability alignment.
Do
In your next big pitch meeting, go deeper with your qualifying. Ask what you need to do to make your offering – and proposal – precisely what they need and want. Find out what your customers define as "irresistible."
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 go like those you see on Shark Tank, but it’s the closest thing we have to watching one.
Check out this 14-year old CEO who has TWO sharks bidding for a piece.
He’s a shark, himself!
Quote of the day
Whether we notice it or not, we spend our days negotiating for something: a child to eat just three more bites, a salary increase, a better rate on a vacation package.