231 (Sell) Set Yourself Up for Negotiation Success by Crafting Your Business Case Early (Spencer Ivey, Webflow)

FOUR ACTIONABLE SALES TAKEAWAYS

• During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate discussions rather than relying on your Solutions Consultant.
• Make your effort visible to prospects when working on the business case. Let them know you're actively involved and invite collaboration, which fosters reciprocity.
• Refine and finalize your business case incrementally. Use the demo to make the case tangible and save detailed financial discussions for the final business case meeting.
• When negotiating and faced with a request for a discount, refrain from immediate responses. Silence can be powerful as it prompts the prospect to reconsider or elaborate on their request.

PATH TO PRESIDENT’S CLUB

• Enterprise Account Executive @ Webflow
• Senior Account Executive @ Webflow
• Account Executive @ Webflow
• Senior Corporate Account Executive @ Udemy

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