Aug '25 (edited) • General discussion
Deal Savers - Say These Words!
I don't normally give you scripts.
But these words have saved so many dang deals for me, I want you to USE them.
All kinds of deals that start to go wrong...
Let's say you've got a licensing deal...
You've proposed an 80/20 split...(which I normally don't say a number first)
And they waffle and say, "I dunno, lemme think about it."
Now...
You're not sure if it's the money or something else.
Here's the core "script":
🗣️"May I ask, what would I need to do to make this a NO Brainer for you?"
Then they can TELL YOU.
"20% is too much."
or...
"I'm not sure it would sell to our people; we'd want to figure that out first."
See?
Now we've got something to work with.
What I do next is ask another question.
🗣️"I see. The percentage doesn't work for you.🗣️ Is there anything else keeping us from moving forward?"
"It's mostly the percentage, but will we be the only licensee?"
🗣️"I haven't thought about it. Is that important to you?"
(It's always okay to say "I don't know" or "I haven't thought about it.")
If it is important...
They will normally tell you why...
Then you can say...
"Okay, so we need to find a percentage that works for you and ideally you'd like to be the only licensee in the Dallas area? What else?"
"That's it."
So, you've moved into the collaboration zone instead of the negotiation zone.
👀We always want the truth on the table and to collaborate over terms instead of just a raw back-and-forth, strong-arm negotiation.
Here are the CORE THREE SCRIPTS AGAIN:
🗣️"May I ask, what would I need to do to make this a no-brainer for you?"
And...
🗣️"Is there anything else/what else?"
🗣️"Is that important to you?"
You can sprinkle on some paraphrasing and validation so they feel HEARD.
"I'm in no rush. The percentage you get makes a huge difference. What would I need to do to make this a no-brainer for you?"
You can use other terms for "no-brainer"...
Like...
"What would I need to do to get this moving forward?"
"What would I need to do to make this work for you?"
These are DEAL SAVERS.
They get the truth on the table so we can "cook something together"!
Hope it helps ya.
Rooting For Ya,
Travis
this would be excellent to put in the Mojo Results Accelerator (Mr. A)
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Deal Savers - Say These Words!
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