Negotiating again a C-level or VP level exec at a big company can be intimidating at least in the beginning. A strategy I learned from John Barrows who is a B2B sales trainer for companies like Salesforce and Slack taught me about a framework called the give and get. Which is if you’re going to give a client something you need to get something in return. For example, let's say they want a lower price. Maybe you give them a slightly lower price but you get them to sign an exclusive contract so they can’t work with any of your competitors while you’re working with them. If you can’t do that maybe you can give them a tiered pricing model where they get a discount at scale. So in my last company Order Solutions that was a huge hack for us to get traction. We’d offer a pilot and pricing that discounted on every block of 30 locations that had under management. If you don’t know we were a restaurant call center for some of the world’s largest restaurant chains. So I would discount them on a per order rate if they would give us more locations to service because in turn we would generate more revenue. You can get creative on this but the point is you don’t want to let client walk all over you. If you’re going to give something to them you need to get something in return. I have a scorecard I put together on this that I’m happy to send over to you free of charge.

Just click on the link in my bio or below this page and I’ll shoot over a scorecard that breaks this process down step by step.

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