The Deal Desk Exception Call
Decide on non-standard deal terms
decide on non-standard deal termsb2b saastool-agnosticsalesdeal-deskdiscountinggovernanceenterpriseadvanced
Entry PT-0198 · full text · stolen 0 timesReceived
Sales wants non-standard terms for this deal: [THE DEAL SIZE, THE EXCEPTIONS REQUESTED - DISCOUNT, TERMS, LIABILITY, PAYMENT, WHY THEY SAY IT CLOSES THE DEAL]. Make the call: the precedent each exception sets (every deal desk answer becomes the new floor), the real cost of each in dollars or risk, the alternative that gets the rep a win without the precedent, and the conditions under which saying yes is actually right. End with the decision and the one-paragraph answer to the rep that teaches, not just rules.
Inputs needed
- ■Deal size, exceptions requested, rep's rationale
What good output looks like
Precedent cost named per exception; alternatives preserve the win; a clear yes/no with conditions; rep answer teaches the principle
The stream (0)
Reading the room…