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.

Discount 197

Discount Selling Skills Negotiation System 197

Sales and Marketing Management

SEPTEMBER 26, 2018

Author: Alicia McCarty As we are all very well aware, today’s buyers expect us to speak to them personally, not in their general direction; increasingly, customers want businesses to know what they want before they do and to serve them hyper-targeted, relevant content and offerings. It just isn’t possible. If so, which one?

Ideal Customer Profile 246

Ideal Customer Profile Buyer Buyer Persona Marketo 246

MTD Sales Training

AUGUST 17, 2017

If you are worried about whether you will make the sale or not, you may well offer a lower price to get the buyer to agree to the sale. However, buyers are cute (!) Firstly, you need to find out the reason for a buyer asking you to lower your price. So, firstly find out what why they are asking for discount. Sean McPheat.

Discount 120

Discount Negotiation Face-to-face Buyer 120

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. In the words of the sales manager, “I don’t want to upset the buyer”. Look For Alternatives To Discounts. Here is the dilemma.

Discount 120

Discount Negotiation Face-to-face How To 120

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. However, buyers are cute (!) Phrases to use when negotiating a lower price.

Discount 120

Discount Negotiation Buyer Face-to-face 120

Customer Centric Selling

OCTOBER 21, 2021

In today’s episode, Frank and Tim expand on the hidden dangers of discounting and teach you how to prepare for the inevitable conversation. A customer will always ask for and most likely expect a discount. This mindset shift is essential as it helps salespeople control the buying process and avoid discounting.

Discount 52

Discount Negotiation Course B2B 52

Partners in Excellence

DECEMBER 19, 2019

This time, the discussion started on “creating value,” and devolved into a discussion of discounting. Bob Apollo kicked off the discussion with the premise: Discounting is a sign of failure. I realized that people confuse pricing strategies and discounting. Discounting is a failure in sales execution.

Discount 63

Discount Ideal Customer Profile Sports Retail 63

Janek Performance Group

JUNE 30, 2023

Does your sales approach take buyer personas into consideration? In this article, we will explore the concept of buyer personas and how sales reps can apply the principles of perception and persuasion for improved performance. Sales professionals should seek to clarify the buyer’s value perspective.

Buyer Persona 62

Buyer Persona Buyer Ideal Customer Profile Lead Rank 62

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.

Discount 111

Discount Prospecting Negotiation Margin 111

Sales Hacker

DECEMBER 29, 2022

Though the Harvard Business Review prematurely declared it dead a decade ago , today’s top sellers have found new ways to leverage solution selling that speak directly to the attitudes and needs of modern buyers. Buyers in 2012 had come a long way from the buyers of the 1980s. You offer a discount. Table of contents.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

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. All buying decisions are made without emotion…buyers are all Dr. Spock-like in a world that still uses money. An alarming number of businesses price poorly.

Discount 73

Discount Margin Policies Vendor 73

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.

Discount 73

Discount Negotiation Sales Methodology Scale 73

The Sales Hunter

JANUARY 14, 2012

Purchasing Departments and Buyers. The Slippery Slope of Discounting. If you as a salesperson — or worse, if you as a sales manager — do not believe in the price of what you sell, then that is a bigger problem than whether you have a tendency to offer a discount. of your sales are happening at a discount.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

The Sales Hunter

JUNE 25, 2013

Professional buyers are just that because they know how to negotiate. Below are six common techniques buyers use when they are looking to take advantage of a salesperson. Buyers will… 1. Demand the largest volume discount price on all orders, regardless of size. Stay calm and resolute in your offer.

Negotiation 215

Negotiation Buyer Discount Selling Skills 215

Partners in Excellence

APRIL 24, 2024

Part of this is legit, part is positioning, a lot is that we’ve trained them to object because they know we will always capitulate and give a discount. The discussion becomes all about pricing and discounting. For some reason, the customer thought he deserved a 15% discount. I can wait.”

Discount 77

Discount Proposal Objections Positioning 77

Force Management: The Seller's Command Center

FEBRUARY 5, 2021

Getting beyond technical buyers and in front of economic buyers requires you to make distinct connections between your solution’s technical capabilities and the business pains of your prospects. This connection helps you move your deals higher in the customer organization, increasing the value and the price.

Buyer 52

Buyer Discount Conversion Prospecting 52

Bernadette McClelland

OCTOBER 12, 2013

What about the desperate buyer? We hear so much about the desperate salesperson but what about the desperate buyer? These experiences leave scars with many people and so does the buyer today who makes you feel desperate enough to jump through scarcity based hoops to get the discounted business.

Buyer 150

Buyer Discount Sales Leadership Up-Sell 150

The Pipeline

JUNE 4, 2019

The risk is that buyers will discount your claims; you need only look at feedback buyers are providing. Vendors focus on providing material that buyers don’t find very useful or trustworthy. Buyers don’t trust all vendor claims, nor do they expect to. Buyers are looking for predictability and repeatable success.

Discount 268

Discount Vendor Quota Buyer 268

DiscoverOrg Sales

AUGUST 11, 2017

But what about B2B buyers? With so much of the spotlight on what sales reps could do differently, examining and understanding the psyche of buyers often gets overlooked. It turns out that it’s buyers themselves and their attitude toward risk and change that drive their view of salespeople. B2B buyers’ opinion of salespeople.

B2B 145

B2B Buyer Buyer Persona Real Estate 145

Customer Centric Selling

DECEMBER 10, 2014

Sales Tips: How to Avoid the Discounting "Squeeze". After asking a few questions it seemed clear that they were the vendor of choice and were in a death spiral of discounting. A common buyer tactic is extending negotiations over several meetings. Image courtesy of Renjith Krishnan at FreeDigitalPhotos.net.

Discount 81

Discount Negotiation Face-to-face Vendor 81

Customer Centric Selling

JUNE 11, 2014

Sales Tips and Techniques: How to Avoid the Death Spiral of Discounting in Sales Negotiations. Parachuting in from the outside, it seemed clear they were the vendor of choice and that they were in a death spiral of discounting. Buyers understand that the longer negotiations take, the lower the ultimate pricing will be.

Discount 84

Discount Negotiation How To Vendor 84

The Sales Hunter

APRIL 7, 2012

I know that for many of you, your sales efforts require that you prospect and sell to professional buyers and purchasing departments. Below are 7 articles I’ve written that dig into the unique dynamics of working with buyers and purchasing departments. Discounting to Create Cashflow? Why Buyers Love Delaying.

Buyer 176

Buyer Discount Up-Sell Motivation 176

Hubspot Sales

DECEMBER 7, 2023

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. Q4 is generally the biggest sales quarter of the year due to two major factors: buyer behavior and budgets. Pull out the discount. Demo in bulk.

Data 117

Data Discount How To Quota 117

The Pipeline

APRIL 6, 2021

While most economic buyers are looking for insight based on experience with real world buyers. How many times have you watched a rep vigorously negotiate with their company, rather than the buyer? Doing a much better job selling the manager on the discount than selling the value to the prospect. Fight The Product.

SME 299

SME Lead Rank Lead Scoring Discount 299

Sales Hacker

DECEMBER 14, 2018

It’s the end of the year, which means buyers are rushing to use up all their year-end budget, ( hey there, favorite The Office clip ). As such, steep discounts are often on the table in a way that can feel as thrilling as a 50% off Apple Watch on Cyber Monday. What’s a year-end buyer to do? So, how do you know which is which?

Discount 65

Discount Software Software Vendor 65

Bernadette McClelland

DECEMBER 30, 2023

The reason why I was my buyers #1 choice over bigger businesses was because of my experience in their industry, my perceived value and my offer. I want more TOP LEVEL leaders of business to stop discounting the value of their lower down leaders by not providing them a sounding board, or someone who calls them on their BS.

Sales Leadership 195

Sales Leadership Hiring Pivotal Loyalty 195

Force Management

MARCH 9, 2023

Rising economic headwinds mean that many buyers are adopting more complex purchasing processes, and sales organizations are looking for any way to preserve vital margins. As a sales leader, you don't want your sellers resorting to discounting to close deals in this environment. Today's sales environment is highly competitive.

Negotiation 112

Negotiation Margin Discount Competition 112

Distribution Pricing Journal

SEPTEMBER 21, 2023

Understanding Price Reduction Discounting is a familiar tactic when trying to win large jobs in distribution. So, on the surface, the main goal is to attract new customers and new purchases by providing buyers with a higher perceived value. The answer isn’t as straightforward as it may seem.

Discount 52

Discount Distribution Customer Tourism 52

Partners in Excellence

DECEMBER 15, 2015

” It was challenging, but I couldn’t go to my management complaining, “We need to give them a discount,” or “We are just too expensive.” I started to focus on TCO, total cost of ownership, recognizing, that even if I could do some discounting, often these had a relatively small impact on TCO.

Discount 48

Discount Competition Face-to-face Margin 48

SBI Growth

JANUARY 2, 2019

3 Tips to Avoid Teaching Your Buyers to Expect a Q4 Discount Learn three best practices for Finance to enable Sales to close year-end deals without the use of heavy discounting… Ways to Use Bundling to Drive up Your Average Sales.

Discount 185

Discount Buyer Closing Revenue 185

The Pipeline

AUGUST 27, 2019

23% would mean over two hours a day in front of buyers; let me know when you do that consistently, and we’ll talk. This is exactly what you are doing when you choose to discount instead of sell. Buyers know that sellers will trade time for cash. If it isn’t quota, then why discount? Giving It Away. Below Your Scale.

Wireless 264

Wireless Discount Face-to-face Scale 264

Zoominfo

NOVEMBER 29, 2023

A recent Forrester report found that Millennials and Gen Z make up 64% of business buyers. While each generation brings its own set of preferences, demands, and expectations to the market, the report shows that younger buyers are much more likely to voice their dissatisfaction than previous generations.

B2B 130

B2B Social Media Loyalty B2C 130

The ROI Guy

JUNE 29, 2015

By Mark Schlueter & Tom Pisello More sales execs are revealing that discount pressures are at an all time high, and as a result, they need more transactions than ever just to make the numbers. Procurement specialists’ incentive pay is now directly tied to the discounts they can extract from each vendor. So how bad has it become?

Discount 83

Discount Lead Rank Proposal ROI 83

The Sales Hunter

DECEMBER 22, 2011

Purchasing Departments and Buyers. 6 Negotiating Secrets Buyers DON’T Want You to Know. . -->. 6 Negotiating Secrets Buyers DON’T Want You to Know. I have the opportunity to talk with many buyers. Confessions from a buyer: 1. Salespeople always believe a slow buyer is an unmotivated buyer.

Negotiation 195

Negotiation Buyer Ideal Customer Profile Hiring 195

The ROI Guy

JANUARY 15, 2015

There is more pressure than ever on suppliers to lower their prices and offer steep discounts. Recent studies indicate that the average discount levels has risen to 20% per deal (IDC), but we find that many solution providers would be happy if that were the level of discount they were providing. Many are a whopping 50-70%!

Discount 81

Discount Negotiation Lead Rank Lead Scoring 81

The ROI Guy

FEBRUARY 21, 2012

Discounting is unfortunately a way of life for many of our sales professionals today. There is a new breed of buyer who is more skeptical and frugal than ever before, indicating that price is the key factor in over 64% of decisions (U of Dayton). This includes addressing key questions the buyer has early, especially: o Why Change?

Discount 69

Discount ROI Proposal Analysis 69

Nutshell

DECEMBER 21, 2022

But what should a seller do after securing a new buyer? That’s to say, current customers will often spend more with your business than new buyers. Retention Boosts Your Referral Rate Lastly, retained customers are more likely to tell their friends and family about your products and/or services than new buyers.

Retention 71

Retention Outsourcing Services Buyer Customer 71