MTD Sales Training

AUGUST 13, 2018

One way they do this is to keep negotiating a discount , no matter what figure you have dropped or discounted to. Some prospects like to see how much discount they can get and will be like a dog with a bone. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Happy selling! Sean McPheat.

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The Sales Hunter

JULY 24, 2014

Blog pricing discount discounting price sales discounting' His issue was that no matter what he did, it seemed like the customer was rarely happy. I asked him one question which told me immediately what his problem was. The question I asked was: “What % […].

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The Sales Hunter

JULY 1, 2014

When I’m asked to assist sales teams with pricing and moving away from their discounting habits, I start by asking questions. If discounting is a standard practice in your company, I urge you to ask yourself the below 20 questions: 1. What % of your sales are made only because a discount is offered? 2. […].

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Partners in Excellence

DECEMBER 18, 2020

” Hidden in this elegant argument was a request for a 20% discount. Rather than coming back to management and asking for a discount that would lock the deal in for end of year, he took a deep breath. But the sales person moved the discussion away from the discount to the business issues. I was so proud of the sales person.

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The Sales Hunter

APRIL 27, 2014

Start of another week and I’m going to challenge you to make it a “NO Discount Week!” Believe in yourself that you can go this entire week without offering a discount. You never know… one week of “No Discounts” could lead to another. ” That’s right!

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The Sales Hunter

DECEMBER 18, 2014

It’s the one where the salesperson argues they could close more sales if only they could discount the price. Blog pricing Professional Selling Skills discount discounting price sales price' In fact, I contend it’s more than an argument – it’s a disease that inflicts a high number […].

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The Sales Hunter

JULY 5, 2014

Do you really believe you can’t sell without a discount? I argue that if you are always defaulting to using a discount, then you are not really selling. I hear from people all the time who ask me, “How do I sell without discounting?!”

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Partners in Excellence

JULY 9, 2021

How would buying and selling change if you couldn’t discount? What if there were no discounts for making a decision sooner, no discounts for who you are as a buyer, no discounts even for volume or phase of the moon?” The post What If You Couldn’t Discount? Related Posts: "We Need To Discount."

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The Sales Hunter

NOVEMBER 8, 2012

It’s time for me to rant about salespeople and discounts. When a salesperson offers a customer a discount, what they’re saying is they have not been able to do a good enough of a job demonstrating value to the customer. Discounting your price should not be part of your vocabulary or thought process.

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The Sales Hunter

AUGUST 20, 2013

Hands down it had what we were looking for and now comes the clincher — these guys will discount! Yes, you can say for a moment that would be the type of company you would want to sell for because they’re willing to discount to close the deal. Second, you have to negotiate a price knowing the customer is going to beat you up.

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The Sales Hunter

OCTOBER 26, 2013

Never discount your price. You do not want the customers you attract by discounting. ” Sales Motivation Blog. . ” Sales Motivation Blog. . Blog pricing Professional Selling Skills discount price sales discounting'

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The Sales Hunter

JULY 23, 2013

I’m not a fan of discounting in the least, as I don’t think it gets you anywhere. But if it is necessary to offer a discount, make sure it has a very tight expiration date. If somebody is going to get a discount, then they have to be putting something up on the table for you. ” Sales Motivation Blog.

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Partners in Excellence

MARCH 31, 2021

They discount every once in a while and offer promotions, but mostly both are known for great, though very different value propositions. Recently I saw an organization whose average discount was 50%. They aren’t looking to lose money, in fact they are happy with the profits they are getting with the special discount.

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The Sales Hunter

MAY 20, 2014

You think about it and decide discounting the price is ultimately the only way you’re going to get the sale. Blog pricing discount discounting price sales discounting' Panic stricken to close the sale, you rationalize in your mind how the only way you’re going to get the sale is by making the deal a little better.

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The Sales Hunter

JANUARY 17, 2014

Many salespeople are quick to discount in order to make a sale. ” Sales Motivation Blog. Blog pricing Professional Selling Skills discount discounting price sales video video sales tip' Or are you sabotaging profits? Why do they do this?! I think I have figured out the number one reason.

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The Sales Hunter

OCTOBER 24, 2017

You’re thinking, “If I just discount the price, I will be able to close the deal.” Let’s face it — there’s not one salesperson who has not struggled with this issue. ” Does this hit home with you?

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Discount Closing Face-to-face Selling Skills 184

The Sales Hunter

JULY 18, 2017

Last week I wrote about the issue of discounting, and needless to say it generated a major amount of conversation all over social media and in emails and phone calls to me. A few people pushed back on my thinking. I’m fine with that, as I know what I say won’t always resonate with everyone. […].

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The Sales Hunter

FEBRUARY 26, 2014

Don’t offer discounts. Not offering discounts must be more than an idea. Does this mean there are never any discounts made? The best structure for a “no-discounts” policy is one that does not allow salespeople to have any flexibility in prices. ” Sales Motivation Blog.

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Discount Policies Selling Skills Benefit 211

The Sales Hunter

APRIL 13, 2013

If you know much about me, you know I’m not a big fan of discounting. If you find yourself having to discount, you MUST pair it with a reduction in service. How to discount correctly: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . ” Sales Motivation Blog. .

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The Sales Hunter

JULY 8, 2014

Blog pricing Professional Selling Skills discount price sales discounting' What they are wondering is when does it make sense for salespeople to have control of the prices they charge customers and how much flexibility should they have? […].

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Discount Closing Selling Skills Up-Sell 221

The Sales Hunter

FEBRUARY 7, 2013

When you discount your price as a way to attract new business, the only thing you’re going to do is make yourself and your company work harder. If the benefit the customer is looking for is a discounted price, then let them go someplace else. There is a reason why Apple doesn’t discount their price.

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The Sales Hunter

APRIL 23, 2013

Am I taking a discount to match a competitor’s price? If this is a new customer, how do I expect to ever get the price up to the full amount if I’ve now sold it to them at a discount? If this is an existing customer and I offer a discount, will they think I’ve been overcharging them up to now?

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Discount Closing Up-Sell Motivation 215

The Sales Hunter

OCTOBER 1, 2013

One way to make it is by offering a few customers a discount to get them to either buy for the first time, buy more, or move a purchase up from next year. Offering a discount to bump your year-end sales can create as many problems as it solves. Suffice to say, you can’t take year-end price discounts lightly!

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The Sales Hunter

APRIL 12, 2014

Because the EASIEST way to sell without having to discount is through your referral business. Blog Prospecting prospect prospecting referrals sales referrals testimonials' If you aren’t dramatically increasing the level of referrals you receive, you are missing out on profit.

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SBI Growth

MARCH 18, 2019

If you follow our Sales Benchmark Index blog, you have read our take on enhancing your Deal Desk to a Revenue Desk in the recent post “What Do You Do When Your Deal Desk Is Failing – Set up a.

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The Sales Hunter

FEBRUARY 22, 2013

Yes, you can discount your price as a way to close-out inventory or to get out of a particular business. Before you race out with a discounted price to help you out of a short-term problem, ask yourself what impact the discounted price is going to have on your regular business. ” Sales Motivation Blog.

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The Sales Hunter

MARCH 22, 2012

Does it make sense to discount your price to make a sale? Does discounting your price lead to more business? I could give you any number of reasons why discounting your price does not make sense, but let me say the number one reason is your integrity. Have the courage to walk away from the customer who is demanding a discount.

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Trinity Perspectives

SEPTEMBER 8, 2021

In sales, sometimes we default to providing a discount because in the absence of anything else, the easiest lever to pull is price. But offering a discount has a negative impact for several reasons: It costs you money. Discounting does more subtle damage, too. Discover and negotiate, don’t discount.

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The Sales Hunter

JUNE 23, 2017

What makes you think offering a discount is going to be an effective way to close a deal? The reasons are many, but none of them make any sense. The key is to be focused on the value the customer will receive and the outcome they will achieve by buying from you. You can’t cut […].

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MTD Sales Training

MARCH 16, 2017

The contract is virtually assured, however a buyer has now got involved and is demanding a 15% discount. If we give the discount then a large chunk of profit disappears for no good reason. Look For Alternatives To Discounts. Be aware that 70% of the time when a buyer asks for a discount the salesperson gives it without a fight.

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MTD Sales Training

AUGUST 17, 2017

So, firstly find out what why they are asking for discount. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post The Best Phrases To Use When Negotiating Discounts appeared first on MTD Sales Training. Then, discover whether it’s price or cost that is concerning them. Aren’t they the same? Sean McPheat.

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Discount Negotiation Face-to-face Buyer 120

MTD Sales Training

MARCH 30, 2016

The prospect asks for discount. The only problem with agreeing to a discount is that it cheapens the product rather than increasing the value. So, here’s a way to handle the discount question: “I understand, Mr Prospect, and everyone these days is looking to reduce costs. Then comes that moment many salespeople dread.

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The Sales Hunter

AUGUST 22, 2012

I know it may seem odd to ignore something your customer says, but when they request a discount, this tactic is worth trying (at least initially). ” Sales Motivation Blog. If you still wonder how effective this technique is, begin using it and see for yourself. Copyright 2012, Mark Hunter “The Sales Hunter.”

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The Sales Hunter

MARCH 16, 2013

You are about to close and then the customer asks for a price discount. If you rely on a price discount to close a sale once, you will do it again and again. You risk so much when you give into the temptation to close a sale by discounting price. ” Sales Motivation Blog. . ” Sales Motivation Blog. .

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The Sales Hunter

MAY 7, 2013

A lot of salespeople and small business owners will say they need to discount their price to get a sale. The problem is trying to discern the difference between discounting your price to create cash flow versus using it as a lousy excuse to validate your inability to close a sale any other way. ” Sales Motivation Blog.

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MTD Sales Training

AUGUST 17, 2017

If you want to negotiate a discount and you’re a buyer then I’ll give you some phrases to use. Conversely if you’re a sales person I’m going to give you some phrases on how to counter buyers who are haggling and negotiating for a discount. So, firstly find out what why they are asking for discount. Aren’t they the same?

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Discount Negotiation Buyer Face-to-face 120

The Sales Hunter

JANUARY 24, 2015

Have you come to believe you can only sell if you offer a discount? You need to stop relying upon the discount. A better approach is a policy of NO discounting. That’s right… make it a policy that you don’t offer a discount. Blog pricing Professional Selling Skills discount discounting price'

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