Pointclear

MARCH 22, 2018

Unless you are the low-price leader, value selling is essential to the success of your business. It's a rather straightforward proposition to sell on price only. Value selling is PointClear's bread and butter. We are not the low-price leader.) You just have to ask the right questions.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Sales Hacker

JUNE 23, 2021

What, you didn’t have time to watch that webinar replay in between reading those two articles you’ve had open in a tab for three days? Haven’t you listened to the latest podcast episode? There’s more sales content than ever before – how do you sort through the noise? Sales Hacker. Revenue operations.

Top of Funnel 79

Top of Funnel Webinar Metrics Hubspot Cold Calling 79

MTD Sales Training

NOVEMBER 26, 2019

This rule is good to know when you are trying to cross-sell or up-sell your client. Now, if you have been taught to up-sell or add another product onto that sale, it is unusual for people to spend more than 25% more than what they have just invested. What could be considered ‘cross-selling’?

Up-Sell 173

Up-Sell Insurance Insurance Comparison 173

The Sales Hunter

JANUARY 14, 2014

Problem is the reason customers are looking is because they want a low price. Can you relate? Here are 9 reasons why selling on a low price does not work: 1. The discounted price you gave to the customer is now the price they expect every time they buy from you. Sound familiar?

Discount 247

Discount Competition Closing Up-Sell 247

No More Cold Calling

DECEMBER 30, 2021

Find out what you might have missed from No More Cold Calling in recent months. The most valuable business relationships that salespeople have are those with our clients—the people who know our value, give us repeat business, and provide us with referrals to other great clients. Now I know why, because I’ve been guilty of it myself.

Referrals 194

Referrals Small Business Small Business Cold Calling 194

Zoominfo

NOVEMBER 20, 2019

A winning B2B sales value proposition tells a story about a real problem – and puts real monetary value on the solution. The best way to create the kind of value proposition your prospect is looking for is by addressing a need. Let’s talk about what value is – and what value isn’t. That’s not value.

B2B 187

B2B Prospecting Case Study Scale 187

MTD Sales Training

DECEMBER 13, 2018

In other words, it’s a natural part of the conversation process when dealing with prospects, so if you feel you’re not good at negotiating, or you don’t have the assertiveness to get a good position for yourself during a negotiation, then you are certainly missing out on carrying out better deals and working well with the prospect.

Negotiation 174

Negotiation Margin Positioning Insurance 174

MTD Sales Training

DECEMBER 5, 2018

When someone says “That’s good value!” Well, there are a number of ways of interpreting value and it can mean different things to different people. For some of your customers, it could mean the actual price they are considering paying. Value IS situational. Value in this case is determined by speed of response.

How To 202

How To Margin Buyer Prospecting 202

MTD Sales Training

SEPTEMBER 11, 2017

You’ve been there before; ten minutes into the sales interaction, the prospect is demanding to know the price. You do what you can to avoid divulging the price prematurely, but the prospect insists. If you sell a product or service such that it is impossible to quote a price until later in the process, that helps.

Prospecting 193

Prospecting Exact Training Relationals 193

Zoominfo

FEBRUARY 1, 2021

You manage a small business and its marketing. You attract leads by providing content online (e.g., You attract leads by providing content online (e.g., These digital experiences can result in prospects filling out a form to try your free demo or signing up for blog alerts. Define Your Value Proposition.

Small Business 145

Small Business Small Business Ideal Customer Profile Lead Rank 145

MTD Sales Training

SEPTEMBER 30, 2019

How do you increase value? You may think it’s by improving your product quality or better pricing strategies or better terms to customers. Instead, your real value lies in developing your overall sales skills, so you help your clients to improve their business over time. How do we define an agile mindset?

Social Media 253

Social Media Sales Media Energy 253

Mr. Inside Sales

DECEMBER 4, 2020

If you prospect by phone for a living, then you’re no stranger to rejection. If you don’t learn to feed on it, to use it as fuel to motivate you to make more calls, then it can be rough going. With that in mind, here’s how you handle the “We’re all set” blow off or/and any of its variations: “We’re all set”.

Face-to-face 191

Face-to-face Decision Maker Cold Calling Objections 191

The Sales Hunter

OCTOBER 11, 2012

For some reason salespeople always think if they can just lower their price, they can increase their number of sales. Here are 6 reasons why: 1. Somebody will come along and offer what you’re offering for a slightly lower price than your price. Why should they? You’re worth full price!

Discount 276

Discount Margin Motivation Groups 276

The Sales Hunter

JANUARY 7, 2014

Far too many salespeople claim they’re not more successful because what they’re selling is simply too expensive for their customers. Second, the salesperson is trying to sell to the wrong customer. First, the credibility: Why should a customer buy anything from a salesperson they don’t believe in?

Customer 235

Customer Selling Skills Prospecting Motivation 235

Shari Levitin

MAY 12, 2022

If you’re like most sellers, you get price objections – lots of them. It’s easy to take the path of least resistance, let your nervousness get the best of you, lower the price, and cheapen your offer. Are you kidding me? Trainer : How much do you think it SHOULD cost? Trainer: Sorry you feel that way.

Objections 117

Objections Examples Hiring Call-back 117

Smooth Sale

NOVEMBER 28, 2023

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Commerce APIs Are Transforming The Way We Shop Our guest blog, Commerce APIs Are Transforming the Way We Shop, is provided by Diya Bag, a Senior Content Writer at commercetools. The Power of Commerce APIs Online shopping is gaining ground on brick-and-mortar sales.

Discount 106

Discount Lead Rank Promotion Hiring 106

The Sales Hunter

JUNE 11, 2013

Why would anyone pay more for something? Unless they see some sort of value or benefit in it, they wouldn’t. This is why customers simply won’t pay more for anything they view as a commodity or — in sales terms — ”a feature.” This is why asking questions is so important.

Benefit 246

Benefit Customer Comparison Consultative Selling 246

MTD Sales Training

JANUARY 4, 2019

First, though, we have to understand that an objection isn’t always caused by the prospect trying to get you to lower your price or make you change your offer in some other way. It may be because they haven’t seen the overall value of your solution. Easier said than done, I hear you say. Or they may have only one.

Objections 161

Objections How To Fashion Proposal 161

Gong.io

JANUARY 2, 2023

This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know if a potential customer is a good fit for your solution? How do you know if a potential customer is a good fit for your solution? Why is sales qualification important?

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

Anthony Iannarino

FEBRUARY 19, 2020

Over time, the price you charge your client is inadequate, no longer allowing you to create the value they’ve come to expect from you. All of the inputs you invest in to serve them increase over time, and at some point, you have to raise your prices, just like your client raises their rates.

Benefit 119

Benefit Meeting B2B Company 119

The Sales Hunter

AUGUST 29, 2013

What will it take for you to not only feel confident, but also for others to view you with confidence — to trust that you genuinely are there to help them? Interestingly, the assumption is often made that if someone has chosen selling for their profession, they are “naturally” confident. Why is that?

Consultative Selling 259

Consultative Selling Motivation Selling Skills Discount 259

Emissary

SEPTEMBER 27, 2021

It was hard to get the right data, hard to build a case for value, hard to predict success and alter implementations. . Or maybe they ask you to just send along the material? If your clients are not protecting the time, they don’t see the value. If you blinded the client logo, could you tell which one belonged to each client?

Exercises 245

Exercises Demand Generation Agencies How To ROI 245

Anthony Iannarino

AUGUST 17, 2020

When clients call to tell a salesperson they chose their competitor, much of the time they point to the fact that their competitor had a lower price , something that is sometimes true and sometimes a nice way of letting the salesperson down without having to spend time answering their questions about what they might have done better.

How To 117

How To eBook Scale Discount 117

Partners in Excellence

JULY 9, 2021

How would buying and selling change if you couldn’t discount? What if the price is the price period? 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?”

Discount 97

Discount Face-to-face Competition Promotion 97

The Sales Hunter

FEBRUARY 12, 2014

We are continuing on our quest to look at the 5 Secrets to Selling at Full Price. Position your product/service to warrant full price. If your customers see what you;re selling as being cheap, then they’ll expect you to sell it to them at a reduced price. ” Sales Motivation Blog.

Positioning 228

Positioning Referrals Comparison Selling Skills 228

Partners in Excellence

JUNE 26, 2022

One of the fundamentals in any kind of solution or value based selling is the ROI produced by the solution. Sadly, too few sales people even understand this, competing on cost and price, leaving the customer to determine the business case and the ROI of implementing a solution themselves.

ROI 99

ROI Channels Customer Groups 99

The Sales Hunter

OCTOBER 1, 2019

So, you think you have a great prospect; however, why do you think they’re even interested in you or what you sell? You can have all the feelings you want, but the customer’s feelings are really what matter. First, it indicates that the prospect trusts in you.

Sales Qualified Lead 182

Sales Qualified Lead Prospecting Video Negotiation 182

Marc Wayshak

JUNE 27, 2023

Don’t fall into the common pitfalls that prevent you from making it big in sales. In this video, I’m going to show you 7 sales strategies that will make you rich. By focusing on maximizing the size of each sale, you will unlock higher profitability, increased commissions, and ultimately, greater earnings. Check it out: 1.

Strategy 110

Strategy Google Analytics Maximizer Face-to-face 110

Zoominfo

AUGUST 26, 2019

Consumers with an emotional connection to a brand have a 306% higher lifetime value, stay with a brand for an average of 5.1 86% of consumers with an emotional connection to a brand say they always think of that brand when they need something ( source ). Either way, today’s blog post is for you. years (compared to 3.4

Retention 189

Retention Ideal Customer Profile Customer Apparel 189

Partners in Excellence

SEPTEMBER 20, 2020

The conversation started with “value.” He started talking about what he was selling–and what he thought the customer was buying. He started talking about what he was selling–and what he thought the customer was buying. I think they are using the competition as leverage to get us to reduce the price.”

Competition 91

Competition Discount Up-Sell Proposal 91

The Accidental Negotiator

OCTOBER 6, 2023

If we can take the time to understand what they look like and why they occur, then we might have the ability to avoid repeating making them once again. The good news is that you can improve your sales negotiation skills by learning about four of the most common traps that often hold back sellers and how you can go about avoiding them.

Negotiation 52

Negotiation Real Estate Proposal Face-to-face 52

The Spiff Blog

FEBRUARY 24, 2023

This blog post will discuss the most common sales objections and provide actionable tips on how to combat them. Whether you’re new to sales or a seasoned professional, today’s post is for you. With just a few tweaks, we’ll help you hone your objection handling skills, improve your sales performance , and hit your revenue goals.

Objections 80

Objections Hiring Face-to-face Buyer Persona 80

Partners in Excellence

APRIL 18, 2022

Are you order, seller, or buyer centric? In this world, the ideal thing is the customer has educated themselves, is knowledgeable, may have a few final questions and issues (price is always the key one), and the customer makes a buying decision. What are you looking for in a supplier relationship? It’s very efficient.

Buyer 132

Buyer Face-to-face Groups Objections 132

Partners in Excellence

DECEMBER 9, 2020

“They need to buy data security software, they need to buy electronic components, they need to buy cloud management software, they need to buy… ” 100% of the time, the answers to the questions are about what the sales person is selling. . But there’s a problem. But there’s a problem.

Customer 102

Customer Software Software Maximizer 102

Janek Performance Group

OCTOBER 25, 2023

In B2B selling, we often focus on new accounts. We assume, if they’re buying, they don’t need attention. When selling to existing customers, 56 percent achieve win rates greater than 50 percent. More than upselling and cross-selling, account planning is partnering with existing clients. This includes personnel.

Account 62

Account Survey Analysis Scale 62

Anthony Iannarino

MAY 17, 2020

You have a specific experience. You have to communicate this experience, so you create or find a concept to allow you to explain it to someone else, while trying to make sense of it yourself. Here is an example: You lose a big deal you believe you should have won. All you need is a kid and a bicycle.

B2B 133

B2B How To Hiring eBook 133

Braveheart Sales

JUNE 6, 2022

Have you executed a price increase recently? If not, why not? What’s holding you back? Shouldn’t you be getting more too? Here’s the real question, whether you raised prices or are about to, “Does your price increase accurately reflect the value that your company brings?” Here’s why.

Margin 52

Margin Travel Discount Up-Sell 52