Sales Gravy

MARCH 30, 2022

The buyers in procurement are professionally trained to negotiate. On this fascinating Sales Gravy Podcast episode, Jeb Blount who is the author of the sales negotiating book INKED and Mike Landers an ex-procurement buyer turned sales trainer teach you the secrets to playing to win, when negotiating with procurement. But not anymore.

Negotiation 99

Negotiation How To Buyer Training 99

Hubspot Sales

JUNE 7, 2023

From preparing the wrong way (or not at all) to letting the buyer handle the next steps, there are plenty of ways to stumble right before the finish line. Give the buyer an idea of what the price will be to make sure it's in their budget. Let’s say you’re pretty certain the buyer will ask for a monthly contract.

Negotiation 107

Negotiation How To Buyer Face-to-face 107

Zoominfo

SEPTEMBER 7, 2021

Scenario Sometimes, when you’re working on an opportunity, buyers hesitate. Triggers Opportunities above a certain dollar amount stuck in a certain stage or involving buyers who need an incentive or concession to move forward. Give them a reason to move past the obstacle without diminishing the deal value.

Licensing 100

Licensing Incentives Incentive Follow-up 100

The Sales Hunter

OCTOBER 15, 2012

Professional buyers are just that — professional. I’m not going to fault the work of professional buyers, because they’re doing what they’re charged to do and they do it well. Here are a few secrets to keep in mind the next time you’re face-to-face with a tough buyer.

Buyer 180

Buyer Face-to-face Vendor Up-Sell 180

Sales and Marketing Management

AUGUST 5, 2020

Let the buyer make the first offer. If the buyer goes first and offers a low range, the price may be lower than what could have been achieved. This will anchor the price and qualify the buyer. When sellers take emotion out of negotiation, they miss a huge opportunity to connect with and influence buyers.

Negotiation 218

Negotiation Maximizer Salary Face-to-face 218

Hubspot Sales

AUGUST 14, 2023

Value leaks undermine a buyer’s confidence in your solution, reducing your likelihood of closing — and even if you do win, you’ll have a harder time charging full price. Buyers will request concessions to address their concerns about perceived shortcomings. In most cases, you don't want, “Look how much of a bargain this is!”

Closing 120

Closing Proposal Negotiation Discount 120

Sales and Marketing Management

MARCH 30, 2020

The bottom line is that buyers need your goods and services, and you should ask yourself these three questions to find where real value can be delivered: How can you help them make more money? Buyers will smell the opportunity to ask for more when they sense that you need the deal. . How can you help them to reduce risk?

Negotiation 279

Negotiation Margin Proposal Maximizer 279

The Pipeline

NOVEMBER 14, 2013

The challenge is that few can recoup the concessions and get the price back up to where it should be and are stuck at that lower price band, and corresponding margins. Here is how it works, buyers are looking for maximum price concessions while giving up the least amount of value. What’s in Your Pipeline? Tibor Shanto .

Vendor 299

Vendor Margin Smart Company Buyer 299

A Sales Guy

DECEMBER 9, 2011

Buyers who are true buyers will work just as hard as you to get the deal done. Those who won’t do the work are passive buyers. Passive buyers are interested in your product or service. Passive buyers will engage multiple vendors. Passive buyers will ask for references. They have a real problem or need.

Buyer 98

Buyer Vendor Sales Cycle B2B 98

The Pipeline

OCTOBER 2, 2013

To start with, a good number of the deals that are “Driven in” on the 30th of September, will happen because of some concession made by the seller to the buyer. Although once you offer it, it’ll be there October 2, or even next week, the buyer has seen weakness and will not give it back.

Revenue 267

Revenue Sales Qualified Lead Top of Funnel Cancellation 267

MTD Sales Training

MARCH 16, 2017

The contract is virtually assured, however a buyer has now got involved and is demanding a 15% discount. In the words of the sales manager, “I don’t want to upset the buyer”. There may be other concessions we can discuss; extended warranties, subsidised training, more favourable payment terms, added service etc.

Discount 120

Discount Negotiation Face-to-face How To 120

Hubspot Sales

JULY 1, 2020

Timmy posts an ad for his bike on Craigslist and receives an offer of $500 from a potential buyer. If you can identify why their preferred price is what it is, you can negotiate based on their actual interests as opposed to just splitting the difference or making rash concessions based strictly on price. Speak second.

Negotiation 128

Negotiation Strategy Decision Maker Scale 128

Hubspot Sales

MARCH 22, 2022

Buyers sometimes negotiate costs with sellers, especially if they conduct inspections and find that they’ll need to spend money renovating the home. Concessions. The negotiation process will always involve some concessions from either side. Contract Negotiation Examples. Negotiating pricing with a scaling customer.

Negotiation 115

Negotiation Scale Real Estate Vendor 115

Anthony Iannarino

MAY 9, 2020

The problem is that we no longer train salespeople to negotiate while purchasing professionals and buyers taught to acquire deep concessions using strategies unknown to almost all salespeople. There is no reason to walk away from a quickly recognized negotiating tactic. There is nothing to suggest a deal isn’t possible.

Negotiation 102

Negotiation Discount How To eBook 102

The Pipeline

JULY 2, 2012

We’ve seen this in different formats, but the goal is to wow the buyer, and persuade them that they are getting everything they had defined as being required, and more. An alternative to the above is to be more methodical, and leverage the Discovery stage, and the information exchange to build value with the buyer.

Proposal 227

Proposal Negotiation Compensation Buyer 227

Hubspot Sales

OCTOBER 3, 2022

When you're negotiating, you need to ask yourself, 'What are the concessions I'm willing to make? And what are the concessions I'm willing to give in order to get to that ultimate negotiated agreement?' These concessions don't always need to be monetary. As Stafford puts it, "BATNA is your best and final offer.

Negotiation 87

Negotiation Discount Customer Hiring 87

Anthony Iannarino

JANUARY 22, 2020

Most of the time, a lower price requires you to make concessions, to give something or accept something less, even if it appears to be “ good enough.” ” The concessions, however, come at a cost that isn’t reflected in the lower price. Better and Cheaper Not Found Together. Investing In Better Results.

Competition 109

Competition Proposal Conversion Strategy 109

Miller Heiman Group

DECEMBER 21, 2020

Sellers who have adapted and aligned with how buyers want to buy have 5% higher revenue attainment and 9% higher win rates compared to those who do not. During COVID, 82% of respondents have used concessions such as price discounting as an approach to salvage a deal that might not have closed. All are agreed that this is unsustainable.

Face-to-face 122

Face-to-face Sales Cycle Report Survey 122

The Pipeline

OCTOBER 13, 2014

It is easy to find one’s self with a value deficit just at the wrong time, and having to give unnecessary concessions to win the deal. In other words, build value for the buyer, not value for your product. A fundamental element is a lack of an understanding of value, after all, value is a subjective thing. What’s in Your Pipeline?

Lead Rank 299

Lead Rank Lead Scoring Scale Margin 299

Anthony Iannarino

FEBRUARY 22, 2020

One useful way to think about justifying the investment and the delta between your price and competitive offerings is to understand the concessions your client will make by choosing a different or lower-priced solution. When what your client wants in the way of a pricing concession is bad for your company, you must walk away.

Negotiation 122

Negotiation How To Competition Positioning 122

The Pipeline

NOVEMBER 13, 2018

Some call it an end-run, backdoor, go over someone’s head, run around, whatever you call it, it’s never an easy decision, and certainly not always the right tactic, but in more instances, than most recognize, it is the best route for both seller and buyer.

Decision Maker 274

Decision Maker Buyer Lead Rank Lead Scoring 274

The Accidental Negotiator

FEBRUARY 17, 2023

It found that sellers were significantly more swayed by buyers’ constraint rationales than by their disparagement rationales. Second, when a buyer describes their financial constraints, sellers may take them at their word when they say they can’t afford the deal on the table. Why is this?

Negotiation 52

Negotiation Face-to-face Study Buyer 52

The Pipeline

JULY 3, 2013

Some sellers fall into to the same trap, getting so focused and blinded by their needs, their agenda, and their world view, that the buyer and their reality are just incidental to the process. As sellers we need fix our lens on the buyers’ objectives and priorities, and work with the buyer towards those ends.

Banking 293

Banking Opportunity Objections Intent 293

Highspot

JANUARY 29, 2024

Sales negotiation is a process that occurs between a seller and a potential buyer with the goal of reaching a mutually beneficial agreement on the terms of a deal. The aim is to find common ground that satisfies the needs and expectations of both the seller and the buyer. Why is Sales Negotiation Important?

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Women Sales Pros

MAY 17, 2019

Before a negotiation, ideally in a non-threatening needs assessment, learn all you can about what the buyer values and what alternatives the buyer has to doing business with you. Build in a few giveaways and concessions. Think, too, about equivalent concessions. During the negotiation, people withhold information.

Negotiation 131

Negotiation Call-back Positioning Lead Rank 131

Hubspot Sales

JANUARY 17, 2019

Let's say you make a handful of concessions and settle on a number that's 10% less than your regular price. The sales rep has to honor the concessions they made in the first round, and make even more in round two. Not Building in a Few Concessions. No one wants to feel like they lost a negotiation -- especially a buyer.

Negotiation 97

Negotiation Decision Maker Exact Intent 97

Hubspot Sales

DECEMBER 12, 2023

On top of that, shifts in buyer expectations continue to redefine our strategies year after year. It's no secret that today’s buyers are more informed than ever before. For Alex Heiden , CEO of Closify , a better approach is to become a resource to buyers, serving them the right content at the right time.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Scale 98

The Accidental Negotiator

OCTOBER 7, 2022

It turns out that sellers are significantly more swayed by buyers’ constraint rationales than by their disparagement rationales. The other reason is because when buyers describe their financial constraints, sellers may take them at their word when they say they can’t afford the deal on the table. Never Overjustify Your Offer.

Negotiation 52

Negotiation Face-to-face Exact Buyer 52

The Pipeline

MARCH 17, 2016

Not just style and mannerism, but what they speak to, and the narrative they paint for the buyer. Right from the time the prospect answers you can tell which reps came to sell, and which came to take orders, hoping the prospect throws them a bone. The way they initiate the call, how they engage the prospect.

Prospecting 120

Prospecting Up-Sell Objections Course 120

The Accidental Negotiator

APRIL 1, 2022

In the United States and many other countries, haggling between buyers and sellers is an under-practiced skill. Experienced price negotiators tend to extend the time between making concessions in the hope that the other side will grow nervous and make a better offer before they need to reciprocate.

Negotiation 52

Negotiation Hotels Discount Face-to-face 52

Customer Centric Selling

JUNE 15, 2016

Sales Tips: Don't Scare Buyers into Making "No Decision". In my mind, before a seller has earned the right to close, he/she should know that the buyer has the authority to commit. It is demeaning to ask a buyer to do something he or she isn’t empowered to do. Be aware you may scare some buyers into making “no decision.”

Buyer 40

Buyer Decision Maker Airlines B2C 40

The Pipeline

AUGUST 10, 2012

As sales professional you work hard to get a sale to a point of proposal, and every day buyers will have you do things that could introduce unnecessary risk to the sale. Specifically when buyers ask you to ‘send’ them your pricing/proposal/quotes to potential buyers. .

Proposal 257

Proposal Negotiation Buyer Course 257

The Pipeline

NOVEMBER 1, 2013

Specifically for sales people who believe they have such a tight relationship with their buyers that they tend to ignore things that can cost them revenue and clients. What it also highlights is that savvy buyers will usually put more stock in the company they deal with than the person parked in the territory at the time of the deal.

Company 261

Company Loyalty Hiring Face-to-face 261

The Accidental Negotiator

APRIL 14, 2023

For particularly desirable or unique properties, sellers and their brokers may decide to let buyers make the opening bid rather than anchoring with a list price. To Reveal A Price Or Not Negotiators need to realize that leaving a home unpriced limits the pool of buyers.

Negotiation 52

Negotiation Real Estate Salary Analysis 52

MTD Sales Training

JANUARY 14, 2019

However, we sometimes find even these most patriotic of buyers can cause us challenges through raising objections or concerns. 1) Keep close to the buyer to check on any sign of concerns. Whatever it is, you need to be aware if there’s any deviation from the normal relationship you have with the buyer. Here are some tips.

Objections 161

Objections How To Face-to-face Loyalty 161

SalesProInsider

FEBRUARY 12, 2020

Or we give an equally unproductive response like offering concessions such as reduced fees or additional services at no extra cost, creating an unprofitable outcome for ourselves. We rob potential buyers of the opportunity to work through the information exchange that can follow and be able to receive the value of working with us.

Objections 117

Objections Opportunity Buyer Conversion 117

The Sales Hunter

MARCH 8, 2012

In my work as a salesperson and as a consultant, I’ve spent quite a bit of time with professional buyers. Your buyer is not an idiot. Nearly all professional buyers have been doing their jobs long enough that they know the ins and outs of how salespeople work. Your buyer is not an island.

Face-to-face 164

Face-to-face Buyer Networking Vendor 164