Hubspot Sales

NOVEMBER 26, 2021

Discount pricing is borderline omnipresent. We've all seen retail outlets offering sale prices or "buy one, get one free deals" — and for good reason. Here, we'll dive into the concept a bit further, review who it works best for, see some discount pricing examples, and review the method's pros and cons. Image Source: Walmart.

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MTD Sales Training

MARCH 30, 2016

You’ve presented the product or service and the prospect has shown interest. You’ve discussed the value you could offer and the prospect has agreed that the product is right for them. The prospect asks for discount. Tell me, when you say you wish to have discount, can you tell me why?” .

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Partners in Excellence

FEBRUARY 17, 2021

Discounting has reached Pandemic levels. Today, responding to a prospecting call earns a discount. Proposals come with a price and then either an automatically applied discount, or hints at a discount. Something like, “Buy by the end of the month and I can discount 15%! What If You Couldn't Discount?

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Hubspot Sales

JULY 24, 2018

A discount can help accelerate a slow-moving deal, create goodwill, and give you leverage for requesting concessions. But you’ll only reap these benefits by discounting strategically -- not whenever your prospect asks for one. Of course, responding to discount inquiries during the actual negotiation is challenging too.

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Mr. Inside Sales

JULY 20, 2021

Top pros are using this time to sharpen their sales skills so they can make a killing in the fourth quarter. For a proven way to make more money, with less rejection, and a way to become more confident and make more sales, take advantage of our Summer Sale! Qualify prospects better and learn their buying motives.

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MTD Sales Training

MAY 16, 2017

The Correct Way to Offer a Discount: The Proper Price Drop. How do you effectively reduce your price to help you close the sale?”. Reducing your price, offering discounts or “price dropping” is an extremely delicate issue requiring skill, practice and a strategy that when done right can do wonders for your business and career.

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The Sales Hunter

JANUARY 14, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. FREE Resources.

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Highspot

JANUARY 3, 2024

Whether you’re a seasoned sales manager or a frontline rep hustling for results, we get it – the struggle is real. Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. What is Sales Closing and Why Is It Important How Does the Sales Closing Process Work?

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MTD Sales Training

DECEMBER 16, 2019

Being able to negotiate effectively is one of the most important skills you can build in your sales armoury, as it has a direct effect on your margins and overall profitability, as well as ensuring your customers get the best service possible. This means identifying what is most important to the prospect. Don’t concede…trade.

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MEDDIC

APRIL 1, 2022

Why a MEDDPICC Training now? Sales leaders are usually conscious of the continuous need for training for their teams. Your sellers come to you often to ask for an exceptional discount for a customer. “We need to discount at least 30% to be considered for purchase,” they tell you.

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Pipeliner

AUGUST 30, 2019

Six Ways to Commit “Suicide by Discount”. It’s often tempting to discount your way out of sales trouble, but sometimes you’re doing more harm than good. While discounting is sometimes necessary, it’s often the biggest mistake you can make. Full disclosure here: I’m highly biased against discounting.

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Zoominfo

AUGUST 18, 2021

In sales, as with any other field or practice, sometimes you need to think outside the box to come out on top. Knowing the rules for a sales call is vital; so is knowing when to break those rules. Our research has shown how much sales calls have changed in the last year. Longer sales cycles.

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The Sales Heretic

JUNE 30, 2015

One of the most frequent complaints I hear from sales directors, VPs, and CEOs is that their sales team—whether it’s internal or their distribution channel—discounts too much and too often. Fear of losing the sale Every salesperson fears losing the sale. While it’s maddening, it’s also excruciatingly common.

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The Pipeline

JULY 18, 2013

Not that I want to look past the end of the summer, but as successful sales people we always have to be planning ahead. So if you are in Toronto, or driving or flying distance, mark down August 27 in your calendar, that is the day that we will be present the Proactive Prospecting Workshop. See full details here. ” Ingrid B.

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The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 7 Sales Prospecting Ideas That Work.

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Pipeliner

APRIL 1, 2019

I can’t think of any concepts more misunderstood than price, pricing, and discounting. Let’s discuss five myths about pricing, and its Mr. Hyde alter-ego, discounting. Discounting is only going to convince your prospect to doubt the numbers. Myth #5: You can discount for “one time”, or for a “limited time”.

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MTD Sales Training

DECEMBER 16, 2018

If you’re like most people, you probably answered something like ‘indecision on the part of the prospect’. Yes, the prospect being indecisive can be frustrating to you as a sales consultant. You’ve even discussed discounts for future business! MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

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The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 5 of the BEST Sales Tips Ever. Negotiation.

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Hubspot Sales

AUGUST 6, 2019

So how do you maximize the investment you’re making in sales new hires? Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). Onboarding Checklist for Sales New Hires. Pre-week training. Product Training. Product or service training.

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The Sales Hunter

DECEMBER 2, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. FREE Resources.

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Hubspot Sales

MARCH 19, 2019

Sales training is a big investment. Not only are you paying for the training itself and related expenses, but your sales team is also losing prime selling hours to attend workshops and sessions. Nonetheless, this investment can reap significant benefits and set your sales teams up for success. Some are neutral.

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Pipeline

MARCH 12, 2024

From making the first contact to nurturing a lead, sales prospecting is a delicate art. The method your sales reps use to contact the leads affects your bottom line and customer relationships significantly. After all, 43% of buyers think impression matters , and you get only one chance to make a memorable first sales impression.

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Customer Centric Selling

DECEMBER 10, 2014

Sales Tips: How to Avoid the Discounting "Squeeze". By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. I was working with a client a few years ago and saw the CEO and CFO in a meeting to discuss pricing on a transaction for a large prospect.

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Braveheart Sales

JULY 28, 2020

They accept that behavior from their prospects as well and even expect it. All of this leads to discounting. Steps to Stop the Discounting. We know it can be tempting for salespeople to discount prices when the economy has tightened. So, guess what? And, guess what else? We’d be happy to help you.

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Sales and Marketing Management

JANUARY 14, 2019

One thing many businesses with collection issues have in common is that they focus too strongly on making a sale, and not strongly enough on improving their sales process. Focusing on your sales process and the negotiation skills that your salespeople need can help improve your bottom line. Practice Active Listening.

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The Sales Hunter

JANUARY 27, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Learn something from every sales call.

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Hubspot Sales

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. If you want a lucrative Q4, read on for the best-kept secrets in the sales world. Set a goal.

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Rob Jolles

JULY 28, 2023

Here’s a quick quiz: Which prospect would you prefer meeting with? Prospect #1: Someone who has been battling with a particular problem, has finally decided to do something about it, and calls you! I’m pretty sure I know which prospect you’d pick. After all, most in sales have been taught a, “needs-based” approach to selling.

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Rob Jolles

JULY 28, 2023

Here’s a quick quiz: Which prospect would you prefer meeting with? Prospect #1: Someone who has been battling with a particular problem, has finally decided to do something about it, and calls you! I’m pretty sure I know which prospect you’d pick. After all, most in sales have been taught a, “needs-based” approach to selling.

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Customer Centric Selling

JUNE 11, 2014

Sales Tips and Techniques: How to Avoid the Death Spiral of Discounting in Sales Negotiations. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. While I was onsite the CEO and CFO were huddled to discuss pricing on a transaction for a very large prospect.

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The Sales Hunter

NOVEMBER 29, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 6 Great Sales Questions to Ask Prospects.

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Smooth Sale

MARCH 10, 2024

Photo by Andrea Schit z via Pixabay Attract the Right Job Or Clientele: Do You Know How To Increase B2B Sales? As a result, B2B companies don’t have to underrate the importance of building a robust sales strategy that targets high-value prospective clients and convinces them to transact with their brands.

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MTD Sales Training

JUNE 4, 2019

How many times do you ‘hold something back’ so you can surprise the prospect with that little extra to encourage them to buy? We sometimes cause ourselves problems here, because the prospect may be wondering what else might you be holding back, and have they really got everything they could from you? Happy Selling! Sean McPheat.

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Zoominfo

AUGUST 18, 2021

In sales, as with any other field or practice, sometimes you need to think outside the box to come out on top. Knowing the rules for a sales call is vital; so is knowing when to break those rules. Our research has shown how much sales calls have changed in the last year. Longer sales cycles.

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Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Sales Hacker

FEBRUARY 20, 2024

Helping founders with GTM Strategies and teaching sales reps how to earn the right to ask questions, which questions to ask, and when is the primary driver for Richard Harris. He brings 20+ years of experience, having done all the roles – SDR, AE, Manager, Director, VP of Sales, and Director of Sales Ops – to the table.

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The Pipeline

APRIL 6, 2021

So, how does this apply to sales? It dominates and rules every conversation, casting a shadow over every sales conversation you have. Most salespeople are way over reliant on their product while prospecting or selling, continuing to lead with and hype features/benefits. Let’s look at these through a sales lens.

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MTD Sales Training

MAY 5, 2017

How do you build up trustworthiness before meeting with a client or prospect? This builds credibility with prospects and gives them a reason to trust you. We often find that salespeople use phrases or words that can easily turn a prospect off. Having looked at your latest sales figures, I notice that…”.

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