Back to libraryAll resources
Negotiation·12-page PDF·advanced
Closing the last 10%: discounts, asks and final terms
How to handle the final stretch of a deal without leaking margin. Float discounts instead of offering them, trade every concession, and know when to give ground.
Free forever. We'll email it to you.
NEGOTIATION · 12-PAGE PDF
Closing the last 10%: discounts, asks and final terms
What's inside
- Why offering a discount unprompted costs you margin
- Float, don't offer: the exact language
- The trade rule, I can probably do that if
- Let them raise price first so they are the ones explaining
- Accept, Clarify, Explore, Summarise for value objections
- How to judge when a concession is actually worth it
What sellers & sales leaders are saying
"The saying goes that the first task of any new sales leader is to build the playbook. Matt does this for you in this astonishing collection of go-to-market business critical playbook of intelligence, bound up like a single pane of glass that is easy to consume. This is an incredible asset for any sales leader looking to make waves. Highly recommended."
DL
Doron Luder
VP of Sales, VinciWorks