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UID:10002597-1825326000-1825329000@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-6/
CATEGORIES:Certifications
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CREATED:20260924T164602Z
LAST-MODIFIED:20261027T150323Z
UID:10002594-1825329600-1825332600@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-6/
CATEGORIES:Certifications
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