Join host and Harvard Business School Online Creative Director Chris Linnane as he sits down with HBS faculty to discuss business education in a way that’s both entertaining and insightful. The Parlor Room is your key to breaking down academic theory without sacrificing depth—all while gaining practical takeaways for navigating the business world.
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Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ro.player.fm/legal.
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232 (Sell) The Perfect Deal Negotiation Process (Armand Farrokh, 30MPC)
MP3•Pagina episodului
Manage episode 429135576 series 2782528
Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ro.player.fm/legal.
TOP ACTIONABLE SALES TAKEAWAYS:
- Act surprised and maintain confidence when faced with resistance on price; don't normalize discounts or concessions easily.
- Make each concession painful for the customer; show that every request comes with effort and negotiation, preventing them from expecting easy wins.
- Act as if achieving approvals for concessions is difficult and uncertain, emphasizing the rarity and challenge of gaining internal approvals.
- Finish negotiations in two parts if necessary, using options to force a final trade-off that emphasizes the value of each choice, encouraging a more strategic decision-making process.
ARMAND'S PATH TO PRESIDENTS CLUB:
- Founder @ 30MPC
- VP of Sales @ Pave
- Director of Sales @ Carta
RESOURCES DISCUSSED
388 episoade
MP3•Pagina episodului
Manage episode 429135576 series 2782528
Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ro.player.fm/legal.
TOP ACTIONABLE SALES TAKEAWAYS:
- Act surprised and maintain confidence when faced with resistance on price; don't normalize discounts or concessions easily.
- Make each concession painful for the customer; show that every request comes with effort and negotiation, preventing them from expecting easy wins.
- Act as if achieving approvals for concessions is difficult and uncertain, emphasizing the rarity and challenge of gaining internal approvals.
- Finish negotiations in two parts if necessary, using options to force a final trade-off that emphasizes the value of each choice, encouraging a more strategic decision-making process.
ARMAND'S PATH TO PRESIDENTS CLUB:
- Founder @ 30MPC
- VP of Sales @ Pave
- Director of Sales @ Carta
RESOURCES DISCUSSED
388 episoade
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