Timestamps:
[00:02:13] Importance of planning and negotiation blueprinting.
[00:04:49] Power comes from meeting customer needs confidently and minimizing risk, while sales reps fear losing deals and missing out on bonuses.
[00:06:47] Negotiation and decision making are similar; both involve accepting or rejecting a deal. Stakeholders and criteria matter in the process.
[00:10:14] Different question: What does success look like?
[00:15:16] Perceived success is valuable in marketing sales.
[00:17:31] Quick story: partnership with Harvard negotiation professor
[00:20:55] Three financial offerings for customer choice.
[00:24:07] Coaching for a deal: questions, scenarios, paths.
00:00 Ineffectiveness of Traditional Tactics
01:20 Common Buyer Strategies
02:14 Concept of Negotiation Blueprinting
03:22 What happens to both sides if you don't agree?
04:34 Fear of Losing Deals
06:18 Identifying Stakeholders and Criteria
07:53 Do different companies have unique signals, or do they generally share the same types of signals when negotiating?
10:45 Negotiating Multiple Variables
13:34 Demonstrating Value Over Alternatives
17:31 Shifting Focus from Price to Value
20:47 Offering Customized Solutions
22:11 Branding and Decision Criteria
23:30 Scalable and Coachable Strategies