The Power of Perspective-Shifting Rigid Client Conditions copy
CXO Sales Playbook-Venkat’s Blog

The Power of Perspective: Shifting Rigid Client Conditions

- Venkataraman Subramanyan

The customer is fixated at a 90 day payment term – how do we bring them down to a more acceptable stance?

In a recent workshop with sales leaders, this question emerged.

Despite trying various tactics, the sales team found themselves hitting a wall.

Here’s what I told them to do in their next negotiation.

Rather than a confrontational stance, the idea was to open up a dialogue and ask:

“How often do employees in your organization get paid?”

The answer—is an obvious “once a month.”

The smart maneuver is to draw a parallel between employee payments and supplier payments.

Why was it acceptable to pay employees monthly but not extend the same experience to suppliers?

It was a thought-provoking question that challenged the status quo.

End result? This shift in perspective sparked a change in the customer’s mindset.

A negotiation that seemed stuck at ninety days gradually moved to forty-five days – a significant win considering the initial deadlock.

A closed door is not always an obstacle but rather an opportunity in disguise.

Analogies, in particular, can serve as powerful tools to encourage people to think differently.

Sometimes, a change in perspective is all it takes to transform a challenge into an opportunity.

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Author:

Venkataraman Subramanyan is a Global Leadership Development Expert & Sales Coach. He is the Founder and CEO of Tripura Multinational. Venkat’s mission is to touch and transform a hundred million lives by 2025, and a billion lives by 2030. With over 30 years of experience, Venkat is passionate about 2 things – Leadership Transformation and Sales Acceleration. His trademarked deal qualification framework is licensed worldwide by organizations and filters over $3Billion in deals annually. He is an accredited member of the Forbes Coaches Council.

Tripura Multinational is a dynamic sales organization dedicated to empowering sales professionals and organizations to achieve unparalleled success. Originally established as a platform to address skill gaps in the sales industry, Tripura has evolved into a multi-faceted entity that offers comprehensive engagements for Sales Managers and Sales Leaders. Through the transformative power of Sales Coaching, Tripura enables sales organizations to elevate their performance from good to great and ultimately reach a world-class level. Our approach focuses on optimizing sales skills, management expertise, and leadership capabilities, helping clients plan more effectively, qualify leads better, orchestrate sales processes seamlessly, and expand their business with confidence. 

Our organisation is the trusted choice of market leaders across various industries and segments, relying on our expertise to elevate their performance to new heights. Recognized for our ability to enhance excellence, we are entrusted with the task of making the client’s best even better.

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