Steli's Essential Guide to Negotiation Hacks

Master your negotiation skills using several sales hacks. Taught by Silicon Valley's most prominent Sales Hustler.
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Instructed by Steli Efti Business / Sales
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  • Lectures 11
  • Length 1.5 hours
  • Skill Level All Levels
  • Languages English
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android
    Certificate of Completion
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About This Course

Published 10/2015 English

Course 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!

What are the requirements?

  • Basic English comprehension skills required
  • Expect occasional F-bombs

What am I going to get from this course?

  • Implement many important negotiating hacks
  • Close more deals with their customers
  • Build a strong business relationship with their clients

What 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.

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.

Curriculum

Section 1: Essential Guide to Negotiation Hacks by Steli Efti
Be Willing to Walk Away & Know When to STFU (Workshop Lecture)
09:21
Ask the Other Party for Help (Workshop Lecture)
07:10
07:50

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.

08:14

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.

07:04

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?

06:59

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.

09:26

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.

02:40

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.

06:27

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?

Helpful Flip Questions
1 page
10 questions

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

How to Say No (From The Startup Chat Podcast with Steli & Hiten)
32:07

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Instructor Biography

Steli Efti, 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.

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