Give-Get Matrix
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#Deal StageGiveGet
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1Initial ConversationSocial proof and use-cases ahead of timeInitial phone call
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2Initial ConversationPricing info ahead of timeCommitment to initial phone call
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3Demo
White paper and consultative conversation on industry trends
Meeting with your VP or decision maker to discuss these things
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4DemoCustomized demo with competitor benchmarksMeeting with VP and decision makers
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5DemoFree sample of data ahead of demoCommitment to demo
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6Trial/Proof of ConceptExtra logins for team membersIntroduction to those team members
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7Trial/Proof of ConceptAccess to an additional productCommitment that they're going to move forward with main product
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8Trial/Proof of ConceptTrial ExtensionDate set for call to go over results of trial with decision makers
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9Post-TrialReferral to current customerPermission to send over an agreement to decision maker
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10NegotiationAdjustment of agreement languageCommitment to sign if adjustment is made
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11Negotiation10% DiscountCommitment to Close this Quarter
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12Negotiation20% DiscountCommitment to Close and Do a Customer Case Study With Us
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13Negotiation20% Discount
Commitment to Close and Referral to Three Other Potential Customers
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14Contract OutExtend the offer expiration dateNeed Signature Within Week
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15Contract OutMaintain the Current Price on the ContractNeed Signature This Quarter
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Total Points
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Rules
1. Each give and get is worth a point. Points should be close to even all the time for every deal you're working.
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2. The bigger the perceived give is, the bigger the get or ask should be from the customer.
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3. Sometimes it's ok to say "I'm happy to give you this, if I can get that, or you can commit this".
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Be weary of using this convention to the point where your potential customer feels like every moment is a negotiation (even though most moments are in fact negotiations!)
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