Addressing Common Concession Requests

PROGRAM DESCRIPTION

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

This program focuses on handling the most frequent concession requests with confidence and trust. Participants learn to apply negotiation levers to address discounts, payment terms, and timing requests in ways that strengthen credibility, protect value, and maintain momentum without eroding deal integrity.

WHAT YOU’LL WALK AWAY WITH

• One response for every request: be a human, play all four levers, then trade.
• Scripts for the big three: price cuts, monthly payments and termination for convenience.
• Never give it away free: say yes for nothing and you’ve told them the price isn’t the price.
• Let them pick the lever: name all four and let the customer negotiate their own deal.
• Price to the real commitment: a three-year deal with an opt-out after year one is a one-year deal.
• 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

179 attended ◦ 4.77/5 average rating

“I sincerely wish I had heard this years ago. Thank you Todd!” VP of Sales

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.