The Pipeline

article thumbnail

Sell Or Negotiate – What’s Your View?

The Pipeline

One, we’ll call him Fred, was telling the other, Joe, that he was looking forward to a negotiations program his company was sending him to, he felt this would help his sales. Fred was saying that he often felt unprepared for the negotiations phase and having some solid training and a process to manage that part of the sale could only help.

article thumbnail

Usually The Best Choice Is No Choice

The Pipeline

Present your best option, if the buyer has questions, new ideas, or whatever, you can negotiate down, or up. Worse, most sellers falsely believe that buyers will usually go for the middle choice. Then are disappointed when they go with the cheapest choice. But does the buyer receive real value?

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Upgrading Your Base As Often As Your Phone

The Pipeline

How are they selling and negotiating with prospects? There are several ways to slice this, but it needs to be surfaced in coaching and quota discussions more often. A focus on margins requires a different sales culture. Let’s define culture, “things your people do when no one is looking.”

Margin 188
article thumbnail

The Value Deficit – Sales eXecution 271

The Pipeline

More often than not, when a sales person finds themselves negotiating on price, or selling on price it is the result of not having created enough value to merit the price they are demanding. With better margins, can they increase targeted market share, which in turn helps them negotiate better terms with suppliers, etc.

Lead Rank 299
article thumbnail

You Should Lead With Price – Sales eXchange 207

The Pipeline

If sales were presented as a play, the typical flow would seem to be: segment, identify, qualify, engage, discovery, gain commitment, negotiate and close.

article thumbnail

Handling Price Objections (#video)

The Pipeline

In addition to the video you may also want to read The WOW Approach to Price Negotiations , these other price related pieces. Some buyers use this as tactic, some are genuinely trying to get the best deal they can, either way, the seller needs to be prepared for the objection and how to handle when it comes. What’s in Your Pipeline?

article thumbnail

Are you a Persuader or Mediator? – Sales eXchange 222

The Pipeline

Right off the top there is a disconnect, on the one hand we hear about “relationships” and “trust”, yet we see our role as that of the UN in the negotiations between North and South Korea. And mediator as: : one that mediates ; especially : one that mediates between parties at variance. to cause (someone) to believe something.