174 (Sell): Utilize Discounts and Timelines to Never Let a Deal Slip (Harry Lort-Phillips @ Pave)

FOUR ACTIONABLE TAKEAWAYS Anytime you’re asking about a get — sell why it’s important to the business. IE: You moving faster allows us to get ahead in our heavy implementation season. Assign values to the different “gets” from a customer and put together a slide that walks the customer through these. When turning down bad deals, walk them through how finance wouldn’t ever agree to multi-year flat deal, but how they can achieve a similar outcome with a different commercial structure. If someone slips on a timeline commitment, you might have to honor the number, but you can always ask for another get in return. PATH TO PRESIDENT’S CLUB Director of Sales @ Pave Senior Manager of Sales @ Pave Client Strategy Manager @ Uber Strategic Partnerships @ Uber RESOURCES DISCUSSED Join our weekly newsletter Things you can steal