Choose the right move when a customer asks for a discount during renewal talks.
What is Nina’s strongest next move? Ask which warehouse workflow is still broken, who owns it, and whether that problem deserves its own expansion conversation. Offer a discount now in exchange for adding the warehouse team later so the customer feels momentum immediately. Send a larger package quote right after the call because the mention of another team is enough proof of cross-sell interest. Ignore the warehouse comment and negotiate only on renewal price so the deal closes faster this week. This is strongest because it turns a vague expansion hint into a real whitespace test. Nina learns whether there…
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