The Sales Hunter

AUGUST 20, 2013

Recently, I began searching for a new software package for my company. In talking with several other companies that had worked with the company, I kept hearing the statement, “You can dicker with these guys.” Here was the system I knew was going to be best for my company. Funny thing happened along the way.

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Discount Selling Skills Negotiation System 197

Partners in Excellence

MARCH 31, 2021

They discount every once in a while and offer promotions, but mostly both are known for great, though very different value propositions. We see too many companies positioning their products as “high end.” Recently I saw an organization whose average discount was 50%. .” Both are very successful.

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Discount Consumer Retail Promotion 85

Hubspot Sales

NOVEMBER 8, 2021

One of the more common, effective ways to address that dilemma is through something known as volume discounting. Let's take a look at the three most common types of volume discounts. Let's take a look at the three most common types of volume discounts. Threshold Volume Discounting. Tiered Volume Discounting.

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Discount Scale Promotion Buyer 101

The Sales Hunter

FEBRUARY 7, 2013

When you discount your price as a way to attract new business, the only thing you’re going to do is make yourself and your company work harder. What companies found out when they use ½ price coupons to get new business is you may create trial business, but the trial will rarely if ever turn into repeat business.

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Discount Customer B2C Loyalty 235

Sales and Marketing Management

JULY 8, 2020

Here are five ways that international companies can save on these costs. You and your business partner will be able to buy in bulk and enjoy quantity discounts and better prices. Sometimes businesses dive into international business without doing their due diligence on overseas companies that they want to engage with.

Company 194

Company Scale Skype Transportation 194

The Sales Hunter

OCTOBER 1, 2013

One way to make it is by offering a few customers a discount to get them to either buy for the first time, buy more, or move a purchase up from next year. Offering a discount to bump your year-end sales can create as many problems as it solves. Suffice to say, you can’t take year-end price discounts lightly!

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Discount Channels Consumer Motivation 204

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. If we say no, this might have a negative influence in future dealings with this company. Look For Alternatives To Discounts.

Discount 120

Discount Negotiation Face-to-face How To 120

MTD Sales Training

AUGUST 17, 2017

Buyer: I’ve got quotes from two other companies and they’re coming out cheaper than you. So, firstly find out what why they are asking for discount. The post The Best Phrases To Use When Negotiating Discounts appeared first on MTD Sales Training. You: Do you mind me asking why? Aren’t they the same? Happy Selling! Sean McPheat.

Discount 120

Discount Negotiation Face-to-face Buyer 120

Understanding the Sales Force

APRIL 15, 2024

The Covid crisis was short lived as most selling transitioned to virtual and most companies that weren’t directly impacted continued to buy. Whether or not it’s an economic crisis like 2008-2009, the four things I shared tell us that selling is quickly becoming much more difficult. More importantly, it was short lived.

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Hiring Discount Decision Maker Call-back 185

Close

JANUARY 4, 2023

While giving 10 or 20% off might not seem like a big deal, discounts can kill your company. Everybody wants a deal.

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Discount Customer Company B2B 52

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. Buyer: I’ve got quotes from two other companies and they’re coming out cheaper than you.

Discount 120

Discount Negotiation Buyer Face-to-face 120

Zoominfo

MARCH 10, 2021

SaaS companies that use this method are defined by having sales teams in the field that explain the concept in depth in order to show the customer why such a high outlay is expected on their part. An active sales team can help educate your prospects and sell at non-discount rates. Enterprise Sales. ’ Avoiding Common Pitfalls.

Company 162

Company Hiring Enterprise Enterprise 162

MTD Sales Training

MAY 16, 2017

The Correct Way to Offer a Discount: The Proper Price Drop. 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. Now you are ready to offer a discount. Step 2: Build Value.

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Discount How To Objections Benefit 120

Anthony Iannarino

DECEMBER 18, 2019

Every year, at about this time, salespeople and their companies begin the process of offering discounts to their prospective clients as a way to compel them to sign a contract before the end of the year. But if they are going to buy anyway, why don’t they take advantage of the discount you offer them? Better Strategies.

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Discount eBook Motivation Closing 65

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. Then they wonder why nobody in the company invites them to the grownups’ table.

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Discount Margin Policies Vendor 73

SBI Growth

MARCH 18, 2019

If you follow our Sales Benchmark Index blog, you have read our take on enhancing your Deal Desk to a Revenue Desk in the recent post “What Do You Do When Your Deal Desk Is Failing – Set up a.

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Revenue Discount Follow-up Sales Cycle 267

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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Discount Negotiation Sales Methodology Scale 73

Pipeliner

AUGUST 22, 2019

Regardless of the pricing model, you have worked hard to develop when push comes to shove, and often even before push comes to shove, salespeople cave in and offer discounts. This reflects an underlying lack of confidence in the value of your company’s product and services. Most salespeople lack the confidence to charge full price.

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Discount Negotiation Forecasting Proposal 73

RAIN Group

JUNE 13, 2018

They'll expect you to discount. Nearly all organizations negotiate or discount their stated list price to some extent. In fact, in our Top-Performing Sales Organization study, we asked about the frequency in which companies discount. Results showed that only 7% of organizations never discount.

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Discount Face-to-face Negotiation How To 88

The Sales Hunter

JUNE 8, 2012

I am committed to helping salespeople and companies understand why discounting is a bad sales strategy. For more insights on pricing, visit this article section of my website or invest in yourself by getting my book High-Profit Selling: Win the Sale Without Compromising on Price. Copyright 2012, Mark Hunter “The Sales Hunter.”

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Discount Strategy Guarantee Motivation 189

Understanding the Sales Force

AUGUST 5, 2019

If you heard that inventory levels are low, it's certainly not because companies have stopped buying. Business isn't off, inventories aren't purposely low, money isn't tight, companies aren't on buying freezes, and the economy isn't tanking. Lots of trucks. Lots of construction.

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Discount Construction Incentives Incentive 176

Understanding the Sales Force

JANUARY 22, 2024

But unlike most salespeople, I don’t take anything for granted and I asked and learned that they were talking with lots of companies! Enroll in Movie Night for Salespeople and enter discount code Jan23Blog at checkout to receive a $275 discount! It could not have possibly gone any better that it did. He said two.

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Closing Proposal Discount Decision Maker 216

Hubspot Sales

MAY 10, 2019

Starbucks has mastered hyperbolic discounting. So, what is hyperbolic discounting? In the case of hyperbolic discounting, this means that even if a reward in the future is better or more valuable than an immediate reward, people are more likely to choose the short-term reward anyways due to psychological bias.

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Discount Loyalty Consumer How To 83

The Sales Hunter

JANUARY 14, 2012

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. But quantity will never make up for the profits you did lose by selling at a discount.

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Discount Motivation Hiring Ideal Customer Profile 176

Repsly

JUNE 26, 2019

No business wants to be left with excess stock, but unfortunately this is inevitable for even the most successful CPG companies. And that’s where discounting strategies come in.

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Discount Strategy Company Promotion 67

Smooth Sale

AUGUST 22, 2022

Attract the Right Job Or Clientele: Top Tips For Relocating Your Company Or Business. Our collaborative blog offers ‘Top tips For Relocating Your Company Or Business.’ With that in mind, you will find some top tips for relocating your company or business below: __. Relocating Your Company Or Business.

Company 78

Company Hiring Retail Networking 78

Zoominfo

MARCH 10, 2021

SaaS companies that use this method are defined by having sales teams in the field that explain the concept in-depth in order to show the customer why such a high outlay is expected on their part. An active sales team can help educate your prospects and sell at non-discount rates. Have confidence in your services and charge for value.

Company 100

Company Hiring Enterprise Enterprise 100

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. After asking a few questions it seemed clear that they were the vendor of choice and were in a death spiral of discounting.

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Discount Negotiation Face-to-face Vendor 81

Canidium

AUGUST 11, 2020

Approving a sales quote is a crucial and common requirement for most companies. It’s the check and balance mechanism that can help protect profit margins from over discounting and ensure the quality of complex products is being proposed.

SAP 69

SAP Company Benefit Margin 69

Hubspot Sales

FEBRUARY 1, 2019

What's your company worth? It's an important question for any entrepreneur, business owner , employee, or potential investor -- for any size company. For investors, company valuation is a critical component in determining the potential return on investment and if the company is "fairly valued" at the time of the investment.

Examples 107

Examples Company How To Margin 107

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. Parachuting in from the outside, it seemed clear they were the vendor of choice and that they were in a death spiral of discounting.

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Discount Negotiation How To Vendor 84

Zoominfo

SEPTEMBER 30, 2020

If she were accepted, she’d get a lifetime discount — all she had to do was promote the brand on her social media pages (and hopefully make some sales). Even better, the email had a 35% discount code for her first purchase, which she had to make in order to activate her ambassador status. Become a Rep,” it read.

Hiring 246

Hiring Loyalty Discount Social Media 246

Sales Hacker

DECEMBER 14, 2018

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. For example, in the reference above, Apple doesn’t technically discount their technology on Cyber Monday. And sometimes, a discount is just a discount, and you should grab it while it’s hot and save that money.

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Discount Software Software Vendor 65

Partners in Excellence

DECEMBER 15, 2015

But when I first started selling, the company did something somewhat unique. ” 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.” But we got the customer to actually value us and our involvement in their company.

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Discount Competition Face-to-face Margin 48

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%!

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Discount Negotiation Lead Rank Lead Scoring 81

Bernadette McClelland

DECEMBER 30, 2023

I was so fortunate to have been chosen as the sales leadership coach for an aligned and growth focussed global company this year, working with fourteen leaders – regional sales leaders from a cohort perspective and state sales leaders from a one one one perspective, and the reward for all, including myself, has been huge.

Sales Leadership 195

Sales Leadership Hiring Pivotal Loyalty 195

Cincom Smart Selling

JULY 27, 2020

Is Your Company in Need of Digital Transformation? To accomplish this, companies require agility, flexibility and redundancy. These attributes allow the company to freely move from one mode of operation to another. We used to call this disaster preparedness. The great enabler of this capability has been digital transformation.

Company 77

Company Proposal Enterprise Enterprise 77