Mastering Negotiation in B2B Sales with Keno Helmi

In this episode, John Kaplan and John McMahon are joined by
return guest Keno Helmi, a seasoned five-time CRO, to delve into
the nuances of negotiation in B2B sales. Keno offers insights
into effectively managing price perception and ensuring the
customer's focus remains on the value of the solution, rather
than cost. With a focus on crafting an impactful ROI and
leveraging business cases, Keno highlights the importance of
negotiation as a competency requiring strategic planning and
training. Tune in to hear a detailed overview of Keno's
negotiation protocol, which includes qualifying negotiation
conditions, understanding the customer's alternatives, and the
importance of preparing for trade-offs to secure a favorable
deal.


ADDITIONAL RESOURCES


Connect and learn more about Keno Helmi:
https://www.linkedin.com/in/keno-helmi-74779329/


Enjoying the podcast? Sign up to receive new episodes straight to
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HERE ARE SOME KEY SECTIONS TO CHECK OUT


[00:01:07] Kino Helmi's Career Journey
[00:02:05] The Importance of Early Negotiation
[00:04:51] Characterizing Your Product as Premium
[00:08:03] Handling Pricing and Value Discussions
[00:12:24] The Role of Discovery in Negotiation
[00:26:12] Budgetary Pricing and ROI
[00:33:32] Navigating Late-Stage Sales Challenges
[00:35:04] The Importance of ROI in Negotiations
[00:40:35] Mastering the Art of Shock and Awe
[00:41:53] Qualifying the Negotiation
[00:43:34] Leveraging Non-Price Elements
[00:44:37] Aligning Sales Reps and Company Goals
[00:56:31] Establishing a Walkaway Point


HIGHLIGHT QUOTES


[00:09:25] "Negotiation is a process, not an event."
[00:35:47] "Ultimately, you're going to be judged relative to the
ROI."
[00:41:04] "Shock and awe: No matter what the counter proposal
is, fall out of your seat; provoke a reaction."
[01:00:13] "Every great deal has a thousand mothers and fathers
to it. Everybody signs up and says, 'Oh, we were part of that
deal.' Every bad deal is a rep on an island."