84 (Sell): Trading items of unequal value (David Priemer, Founder @ Cerebral Selling)

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FOUR ACTIONABLE TAKEAWAYS

• Don’t show that you have the power in a negotiation.
• Slow down the negotiations, it should feel like work every time there’s an ask.
• Change the plane of negotiation on each ask. Certain “gives” should run out.
• Talk them out of a discount unless they’re sure it’s the only cut.

PATH TO PRESIDENT’S CLUB

• Founder of Cerebral Selling
• Lecturer at Smith School of Business at Queen's University & London Business School
• Former VP of Sales @ Salesforce

RESOURCES DISCUSSED

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