Sales Micro Learning

💡 Tip — Day 75

G.I.V.E. Trade Stack — four moves that turn a flat “no” into a creative “yes” 1. Goals – open by stating the outcome they’re guarding (“You need to cut Q4 spend without dinging uptime”). 2. Interests – probe one layer deeper: “Which matters more—cash savings or predictability?” Hidden drivers surface. 3. Variables – list every knob beyond money: scope, timeline, risk, head-count, visibility, data access. 4. Exchange – pair each ask with a give: concede on a low-cost chip for you, win a high-value chip in return (“If we drop on-site visits, can we keep priority tickets?”). Multiple small swaps grow the pie and keep both sides feeling respected. 🎯 Try this today: Ahead of your next negotiation, write three variables you can cheaply give and three you dearly want—walk in ready to G.I.V.E. rather than fight over one number.