📢 Declare your levers early. There are four levers in a negotiation: Volume, timing of cash, length of commitment, and timing of the deal.
🤝 Trade discounts for predictability. Explain upfront that there is tremendous value in your ability to predict, and you are willing to pay for that predictability in the form of a discount.
⚖️ Paint the trade-offs. When power comes in asking for a final pound of flesh, hold firm by referring back to the levers you shared early and outlining the necessary trade-offs so your champion can evangelize it.
📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
#582 - The Secret To Make Prospects Negotiate Against Themselves
16.06.2026 | 33 Min.
We've all watched massive deals shrink when buyers chip away at your pricing. Todd Caponi live role plays negotiation tactics with Armand Farrokh to give no more than a 15% discount.
In this episode, Todd Caponi breaks down:
🛑 Buyers respect through leveraging your “willingness to walk away”
🛡️ Defending your pricing structure without hurting trust
🎯 Proving you’re already the winning vendor of choice
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📈 [NEW] Negotiation Course: https://hubs.li/Q04ltNT30🗣️ 5 Negotiation Talk Tracks: https://hubs.li/Q04ltBCK0🛠️ Weekly Newsletter: https://hubs.li/Q02NJQ8p0📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
Über 30 Minutes to President's Club | No-Nonsense Sales
Über 30 Minutes to President's Club | No-Nonsense Sales
Über 30 Minutes to President's Club | No-Nonsense Sales
The #1 sales podcast in the world, fueled by hyper-actionable sales tactics from the top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, Northwestern Mutual.
30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales, including:
Prospecting: How to open conversations to triple your pipeline
Discovery: How to ask questions that uncover massive pain
Process: How to get big contracts over the line
Leadership: How to hire and train world class teams.
Your founding hosts are Nick Cegelski (3x top enterprise seller) and Armand Farrokh (VP of Sales at 29, ex-Pave, ex-Carta) joined by co-host Mark Kosoglow (CRO @ Catalyst, ex-Outreach).
Whether you're a seller listening to the (SELL) show or leader tuning into the (LEAD) show…
Get ready, you're going to President's Club.
Österreich