Sales training and coaching · Objections and closing practice
Never give a discount; trade it for something written on your menu.
A negotiation plan is a one-page note a rep fills in before a price conversation: the goal, the walk-away point, and the things the rep may trade for any concession. The trade-off menu is the owner's list of what those things are. Together they replace ad hoc discounting with a swap.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A negotiation plan is a one-page note a rep fills in before a price conversation: the goal, the walk-away point, and the things the rep may trade for any concession. The trade-off menu is the owner's list of what those things are. Together they replace ad hoc discounting with a swap.
A fabricator in Peenya sends a quotation to a purchase manager who replies with one line: send your best price. The rep rings the owner, gets permission for a few percent off, and quotes again. The manager asks for a bit more. The rep, with no plan and no menu, agrees, and the order arrives at a margin nobody chose.
Bargaining is normal in Indian trade, and nobody here thinks it rude. The weak spot is not that buyers ask. It is that the rep has nothing to ask for in return. The plan fixes three things before the meeting: what a good outcome is, the point below which you walk away, and a short list of things worth giving for something.
The owner writes the menu once and signs it. The rep writes a plan for each negotiated deal and shows it to the manager before the meeting. The step after this one is the closing conversation; the step before is the objection library, which stops price objections from becoming negotiations too early.
Where this sits
Topic 4 of 8 in sales training and coaching: objections and closing practice. Rehearsing the end of the sale. Distinct from the sales-process objection and closing pages: these are practice drills.
- The topic before
- Qualifying conversations
- The topic after
- Team foundations
If you want this done for you
Stop giving away margin in the last five minutes of a call just to get the deal closed.
The work
What this is actually like.
“A discount without a swap teaches the buyer to ask twice”
If the first request gets a reduction, the second request is already planned. When every concession is tied to something, such as a faster payment or a longer order, the buyer learns that asking costs them as well.
“Check that you are talking to the person who decides”
A purchase executive negotiating hard may have no power to say yes. Ask who signs the order and who holds the budget. Spending your concessions on someone who must go back to a boss means the boss asks for the same again.
“Know if it is budget or cash flow”
"We cannot afford this" can mean no budget, or it can mean payment comes before their own customers pay them. The second has a fix, such as a staged payment or a smaller first order. Ask which it is before offering a reduction.
“Your walk-away point has to be a number written before”
Decided in the room, the walk-away point drifts down by the end of the meeting. Written the day before, with the margin arithmetic beside it, it holds. Show the manager so you cannot quietly move it under pressure.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The trade-off menu
A list the owner signs with columns: what the buyer asks for, what we may ask in return, and the maximum we can give. Examples of what you may ask for: part advance, a larger or longer order, a referral, permission to name them as a customer, a reduced scope.
Result: Finished when a rep can answer "what do I get for that?" for any request without ringing the owner.
The one-page negotiation plan
Headings: decision maker confirmed, my goal, my walk-away, what they will ask for, what I will ask first, trades in order. The rep fills it and the manager initials it.
Result: Finished when the plan can be read aloud in one minute and the manager has initialled it before the meeting.
The margin table
For your five most-sold items, the list price, the cost, and the margin at each step of discount. Do it in the same GST basis for everything, either all excluding GST or all including.
Result: Finished when the rep can say what a reduction costs in rupees without a calculator.
The deal log
One row per negotiation: list price, final price, what was traded, who the buyer was. Kept in the CRM or the shared sheet.
Result: Finished when the owner can read the last ten rows and see which trades were actually extracted.
The review page
A one-page review of the last quarter's negotiated deals: average gap between list and final, trades that worked, trades that never happened.
Result: Finished when the menu has been edited at least once in response to what the log showed.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
Does a trade-off menu mean we never give a discount?
What should I do when the buyer will not trade anything?
Who sets the walk-away point?
Can small shops use this?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of objections and closing practice
Or read all of sales training and coaching.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.