Steli's Essential Guide to Negotiation Hacks
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Steli's Essential Guide to Negotiation Hacks

Master your negotiation skills using several sales hacks. Taught by Silicon Valley's most prominent Sales Hustler.
4.4 (385 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
12,289 students enrolled
Created by Steli Efti
Last updated 10/2015
English
English [Auto-generated]
Price: Free
Includes:
  • 1 hour on-demand video
  • 32 mins on-demand audio
  • 1 Supplemental Resource
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Implement many important negotiating hacks
  • Close more deals with their customers
  • Build a strong business relationship with their clients
View Curriculum
Requirements
  • Basic English comprehension skills required
  • Expect occasional F-bombs
Description

Negotiation is the backbone of any sales presentation. You cannot expect growth and exponential sales if you do not know how to negotiate. There are several resources out there that can help you sharpen your negotiation skills. Many of these negotiation guides can help you with all the basics but if you truly want to know the hacks that are being used by the big dogs of the game, then this course is right for you.

Steli's to the point, no-fluff teaching technique has been admired by many. See for yourself by looking him up online. He has led several international level sales workshops and now he will be offering you the same from the comfort of your home!

This course will take you a little over an hour to complete so don't expect any repetitive boring stuff. You will be able to sense Steli's passion when you will over these videos. So sit back, take a deep breath, and enjoy the ride!

Who is the target audience?
  • This course is meant for everyone who is interested in closing more sales. This course will help you if you are willing to role up your sleeves and be on top of your sales game. Steli will teach you all these hacks without any fluff. He is a blunt guy and he calls it like he sees it. Do not take this course if you are not yet ready for true growth. This course is not for the faint-hearted ones who have issues with occasional F-bombs.
Compare to Other Negotiation Courses
Curriculum For This Course
11 Lectures
01:38:18
+
Essential Guide to Negotiation Hacks by Steli Efti
11 Lectures 01:37:18
Be Willing to Walk Away & Know When to STFU (Workshop Lecture)
09:21

Ask the Other Party for Help (Workshop Lecture)
07:10

What's the right attitude, mindset and energy to sell SaaS products? Many people, particularly those whose first profession isn't sales get this wrong.

They either

  • go for the close like a sales assassin, sell like a shark, bring in deals like the Wolf of Wallstreet,
  • or they sell like gentle lamb, a caring consultant, simply offering a choice and letting prospects decide on their own.

Both of these sales styles won't lead to sustainable success.

Let's take a closer look at both of them, and then see what you can do to succeed in SaaS sales.

Wolf or lamb in Sales?
07:50

People will sometimes reach out and ask for a discount on your product before they took the time to sign up for a trial and use it at all. What do you do when that happens?

Instead of debating if you should or shouldn't offer them a discount right away, you need to refocus their energy on what really matters: your product!

Let's explore the 3 core reasons why you never want to negotiate pricing before someone had a chance to trial your product and determine that it's a good fit.

Startup Sales Negotiations 101 - How to Respond to Discount Inquiries
08:14

I recently listened to our sales guy talking with a prospect who had a seemingly endless list of objections. He wanted feature X, he didn't like the way our sales CRM lacked social features, he thought we should improve the mobile experience, and it just went on and on like this. A never-endling list of requests.

Our sales guy defended our app. Immediately jumped in after every objection. Lots of explanations and excuses.

The prospect kept on going. More objections. More demands.

It went back and forth like this for several rounds, and the call wasn't going anywhere. It was just tiring and exhausting, and no value was created for either party. The sales conversation slowly but surely deteriorated into one big waste of time.

How do you handle a situation like this? What can you do when you're inundated by objections, and for every answer you give, you just get another objection?

Sales Objection Overkill? How To Handle Prospects Who Keep Requesting More
07:04

I have talked about the importance of listening and asking questions.

But there's another way to utilize questions to close more deals: flip them.

Flip your prospect's questions to close more deals
06:59

Imagine you're talking with a prospect that loves your product, and they would be willing to buy if only _______{insert objection X}. Objection X can be anything, but most commonly in sales it's pricing. So let's use that as an example. How can you negotiate your way around _____ {obection X} and close the deal if you can't actually deliver on objection X?

The prospect wants to buy, but only at a steep discount. What usually happens at this point is a long back and forth between seller and prospect. Sometimes that negotiation leads to a deal, sometimes it doesn't.

Easiest Negotiation Hack Ever? Postpone!
09:26

Are you in the final stages of negotiating a deal with a large customer or partner? And now you need to send over the paperwork?

Here’s a simple sales-hack to get a LOI (Letter of Intent) template that will get signed quicker, and reduce the amount of legal hassle to a minimum. This works for a letter of intent, as well as other kinds of purchasing contracts, letters of agreement, term sheets, etc.

An Amazing Deal-Closing Hack
02:40

It can happen to the best of us. We pursue a deal, negotiate for the terms, put in all this effort and get them to sign the dotted line. Only to figure out a short while later, that the terms of the deal are bad. That’s sellers remorse.

What do you do now? Do you just try to make the best of a bad bargain? Do you go back to the prospect and re-negotiate the deal?

If you do re-negotiate the deal, how do you go about it? How do you bring it up with the prospect? How do you tell them what you both just agreed upon isn’t acceptable? In what words do you let them know?

How to Renegotiate with a Customer
06:27

Helpful Flip Questions
1 page

Let's see if you were paying attention to this wealth of knowledge.

Final Quiz
10 questions

How to Say No (From The Startup Chat Podcast with Steli & Hiten)
32:07
About the Instructor
Steli Efti
4.4 Average rating
384 Reviews
12,289 Students
1 Course
CEO at Close.io

I'm the co-founder and CEO of Close. io. I've helped more than 200 venture-backed startups to build and scale their sales processes. I've closed thousands of deals worth tens of millions of dollars.

Not only have I done it myself, but I've also trained thousands of founders, sales directors and sales reps how to create predictable revenue.

I'm not telling you this to brag - I simply want to make a point: I know how to negotiate. And I know how to help others win the startup sales game.