Addressing Advanced Concession Requests

PROGRAM DESCRIPTION

Join Sales Assembly and Todd Caponi for Addressing Advanced Concession Requests, part of the Negotiation certification.

This program focuses on navigating high-stakes concession requests. Participants learn how to respond to extreme discount demands, pilot proposals, and tough contractual terms like liability, service levels, or insurance. Emphasis is on applying levers strategically to balance client needs with sustainable outcomes.

WHAT YOU’LL WALK AWAY WITH

• Reprice, don’t refuse: termination for convenience, pilots and liability asks get a different price, not a no.
• Then stop talking: deliver the trade and let the silence sit.
• Charge for the pilot: first ask what concepts still need proving, because most POCs are a sales issue.
• Know your walk-away line: when a competitor is 50 to 75% cheaper, wish them well and leave the door open.
• You earn case studies: don’t trade references or logos for discount.
• A learner takeaway guide with two exercises for that week, ready-to-use AI prompts and Todd’s four levers worksheet.

FROM A PREVIOUS SESSION

146 attended ◦ 4.75/5 average rating

“Really like Todd – he’s very engaging and love all this stories/examples!” Senior Account Manager

Watch a clip from the last session

ADDITIONAL INFO TO KNOW

This program was built in collaboration with one of our Executives-in-Residence. To earn the certification, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help, email support@salesassembly.com), and all registrants comply with our Terms and Conditions.