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UID:10002587-1814954400-1814957400@members.salesassembly.com
SUMMARY:Pricing Integrity and the 4 Levers
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Todd Caponi for Pricing Integrity & The 4 Levers\, part of the Negotiation certification. \n\n\n\nThis program focuses on why traditional pricing tactics fail and how to adopt a more sustainable approach. Participants learn a simple method to present\, propose\, and negotiate terms that build trust at the deal’s goal line\, reduce discounting\, and improve forecasting accuracy by anchoring negotiations in transparency. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe four levers: volume\, timing of cash\, length of commitment and timing of the deal drive every price.\n\n\n\nTrade\, don’t give: “The more you’re willing to commit to\, the more we’ll pay you in the form of a discount.”\n\n\n\nBe a human first: ask where the discount request came from before you defend your price.\n\n\n\nKeep it simple: value each lever in fives and tens so you can say it in one breath.\n\n\n\nRetire the fake deadline: replace end-of-quarter discounts with a close date the customer chooses and holds to.\n\n\n\nA learner takeaway guide with two exercises for that week\, ready-to-use AI prompts and Todd’s four levers worksheet.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n157 attended ◦ 4.83/5 average rating \n\n\n\n“LOVE this. Haven’t heard of this concept before but it definitely makes the negotiation feel more collaborative and less awkward.” Senior Business Development Manager \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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. \n\n\n\nPlease submit your RSVP information.
URL:https://members.salesassembly.com/member-event/pricing-integrity-and-the-4-levers-2/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Negotiation_-Pricing-Integrity-The-4-Levers.png
LOCATION:https://members.salesassembly.com/member-event/pricing-integrity-and-the-4-levers-2/
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BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270707T110000
DTEND;TZID=America/Chicago:20270707T115000
DTSTAMP:20261027T150033Z
CREATED:20260924T162315Z
LAST-MODIFIED:20261027T150033Z
UID:10002590-1814958000-1814961000@members.salesassembly.com
SUMMARY:Addressing Common Concession Requests
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Todd Caponi for Addressing Common Concession Requests\, part of the Negotiation certification. \n\n\n\nThis 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. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nOne response for every request: be a human\, play all four levers\, then trade.\n\n\n\nScripts for the big three: price cuts\, monthly payments and termination for convenience.\n\n\n\nNever give it away free: say yes for nothing and you’ve told them the price isn’t the price.\n\n\n\nLet them pick the lever: name all four and let the customer negotiate their own deal.\n\n\n\nPrice to the real commitment: a three-year deal with an opt-out after year one is a one-year deal.\n\n\n\nA learner takeaway guide with two exercises for that week\, ready-to-use AI prompts and Todd’s four levers worksheet.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n179 attended ◦ 4.77/5 average rating \n\n\n\n“I sincerely wish I had heard this years ago. Thank you Todd!” VP of Sales \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/addressing-common-concession-requests-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Negotiation_-Addressing-Common-Concession-Requests.png
LOCATION:https://members.salesassembly.com/member-event/addressing-common-concession-requests-5/
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BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270720T100000
DTEND;TZID=America/Chicago:20270720T105000
DTSTAMP:20261027T150530Z
CREATED:20260924T165902Z
LAST-MODIFIED:20261027T150530Z
UID:10002596-1816077600-1816080600@members.salesassembly.com
SUMMARY:Addressing Advanced Concession Requests
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Todd Caponi for Addressing Advanced Concession Requests\, part of the Negotiation certification. \n\n\n\nThis 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. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nReprice\, don’t refuse: termination for convenience\, pilots and liability asks get a different price\, not a no.\n\n\n\nThen stop talking: deliver the trade and let the silence sit.\n\n\n\nCharge for the pilot: first ask what concepts still need proving\, because most POCs are a sales issue.\n\n\n\nKnow your walk-away line: when a competitor is 50 to 75% cheaper\, wish them well and leave the door open.\n\n\n\nYou earn case studies: don’t trade references or logos for discount.\n\n\n\nA learner takeaway guide with two exercises for that week\, ready-to-use AI prompts and Todd’s four levers worksheet.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n146 attended ◦ 4.75/5 average rating \n\n\n\n“Really like Todd – he’s very engaging and love all this stories/examples!” Senior Account Manager \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/addressing-advanced-concession-requests-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Negotiation_-Addressing-Advanced-Concession-Requests.png
LOCATION:https://members.salesassembly.com/member-event/addressing-advanced-concession-requests-5/
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DTSTART;TZID=America/Chicago:20270720T110000
DTEND;TZID=America/Chicago:20270720T115000
DTSTAMP:20261027T150313Z
CREATED:20260924T164109Z
LAST-MODIFIED:20261027T150313Z
UID:10002593-1816081200-1816084200@members.salesassembly.com
SUMMARY:The Foundation for Successful Outcomes
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Todd Caponi for The Foundation for Successful Outcomes\, part of the Negotiation certification. \n\n\n\nThis program focuses on treating negotiation as a process\, not an event. Participants learn how to introduce pricing early\, position and propose with clarity\, and manage elements like price increases and lever values. Emphasis is on building a foundation that consistently leads to stronger\, more predictable outcomes. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nA process\, not an event: lay your levers face up from the first pricing call so negotiation is the last mile.\n\n\n\nShare a real price range early: “You’re probably between X and Y. If that’s way off\, can we talk now?”\n\n\n\nNo fake expiry dates: put the levers in the proposal instead of a discount that teaches buyers to wait.\n\n\n\nCollaborative wins bigger: the most collaborative negotiators closed the largest deals.\n\n\n\nSend a video proposal: a 3 to 5 minute walkthrough lets buyers build consensus when you’re not in the room.\n\n\n\nA learner takeaway guide with two exercises for that week\, ready-to-use AI prompts and Todd’s four levers worksheet.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n141 attended ◦ 4.68/5 average rating \n\n\n\n“Honestly\, this presentation gave me ideas that I don’t hear from my own executives. Executing those ideas will help me be seen as a thought leader internally. Thanks\, Todd!” Account Executive \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program is open to all employees of Sales Assembly member companies. You must be logged into your Sales Assembly account to RSVP for this program. If you need help logging in or need help setting up your account\, please email support@salesassembly.com. All registrants of this program comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/the-foundation-for-successful-outcomes-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Negotiation_-The-Foundation-for-Successful-Outcomes.png
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