#582 - The Secret To Make Prospects Negotiate Against Themselves
16.06.2026 | 33 min.
We've all watched massive deals shrink when buyers chip away at your pricing. Todd Caponi live role plays negotiation tactics with Armand Farrokh to give no more than a 15% discount.
In this episode, Todd Caponi breaks down:
🛑 Buyers respect through leveraging your “willingness to walk away”
🛡️ Defending your pricing structure without hurting trust
🎯 Proving you’re already the winning vendor of choice
--
📈 [NEW] Negotiation Course: https://hubs.li/Q04ltNT30🗣️ 5 Negotiation Talk Tracks: https://hubs.li/Q04ltBCK0🛠️ Weekly Newsletter: https://hubs.li/Q02NJQ8p0📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
#581 - The Negotiation Playbook | 30MPC Hall of Fame
📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
#580 - How To Become Dangerously Good At Negotiation
09.06.2026 | 37 min.
We've all watched a massive deal slip away because a buyer played games. Nick Cegelski interviews Armand Farrokh and drops his playbook to help you negotiate better terms.
In this episode, Arman Farrokh breaks down his exact playbook, including:
🎯 Forcing a strict cost for every concession to kill endless buyer requests
🛡️ Executing a “fake walkaway” when a prospect demands an absurd 70% discount
🔥 Dialing in a high intent, low attachment mindset to control the entire deal
--
You're one step closer to Club! Grab these resources to help you get there:
O 30 Minutes to President's Club | No-Nonsense Sales
O 30 Minutes to President's Club | No-Nonsense Sales
O 30 Minutes to President's Club | No-Nonsense Sales
The #1 sales podcast in the world, fueled by hyper-actionable sales tactics from the top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, Northwestern Mutual.
30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales, including:
Prospecting: How to open conversations to triple your pipeline
Discovery: How to ask questions that uncover massive pain
Process: How to get big contracts over the line
Leadership: How to hire and train world class teams.
Your founding hosts are Nick Cegelski (3x top enterprise seller) and Armand Farrokh (VP of Sales at 29, ex-Pave, ex-Carta) joined by co-host Mark Kosoglow (CRO @ Catalyst, ex-Outreach).
Whether you're a seller listening to the (SELL) show or leader tuning into the (LEAD) show…
Get ready, you're going to President's Club.
Polska