How to use counter-offers in AI sales to uncover buyer's real motivation
thedealdirector · x · 2026-10-24
In AI product negotiations, what buyers ask for reveals their priorities. If a buyer immediately demands 20% off plus lower committed token spend, counter without conceding to test which is real: uncompetitive perceived price per token, a project still at POC stage needing smaller scope, or insufficient internal budget. Using trade-offs as counter-offers uncovers true motivation and builds long-term trust.
More from Venture
- Open-source multi-agent app lets LLM bull/bear agents debate stocks before trading — kingabzpro · 2026-10-24
- Higgsfield raises from NVIDIA and TCV, hits $1B annualized revenue — CurieuxExplorer · 2026-10-24
- Enact emerges from stealth with $30M pre-seed to teach robots force and touch — ylecun · 2026-10-24
- Harvey accused of offering discounts to customers who promise not to trial rivals — thedealdirector · 2026-10-24
- Moonshot's Kimi slashes usage quotas, walks back after backlash — limits now roughly 6x higher — teortaxesTex · 2026-10-24
- Customers prepay billions for AI chip capacity: what the terms reveal about who wins — tengyanAI · 2026-10-24