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

Apptivo

DECEMBER 25, 2022

How to nurture sales lead to conversion? Reach out to them with a special discount or offer for any product or service they are looking for in particular. How to nurture sales leads to conversion? How to nurture sales leads to conversion? What are warm leads? Warm leads Vs Cold leads. Warm leads Vs Hot leads.

Sales Qualified Lead 98

Sales Qualified Lead Lead Rank Lead Scoring Conversion 98

MTD Sales Training

MARCH 30, 2016

No doubt you’ve often got to the point in a conversation where the issue of price has been brought up. The prospect asks for discount. The only problem with agreeing to a discount is that it cheapens the product rather than increasing the value. Tell me, when you say you wish to have discount, can you tell me why?” .

Discount 120

Discount Prospecting Margin How To 120

Understanding the Sales Force

JANUARY 22, 2024

They’re having a great conversation, the prospect needs what you have, there is money available, you’re with the decision maker, and you start making some assumptions about how good this opportunity looks. Last week, I had a conversation like that. That exact same thing happens to salespeople on their sales calls.

Closing 212

Closing Proposal Discount Decision Maker 212

The Sales Hunter

AUGUST 22, 2012

I know it may seem odd to ignore something your customer says, but when they request a discount, this tactic is worth trying (at least initially). When they make a comment about the price being too high, simply ignore it and re-direct the conversation back to the customer’s needs and pain. Resist the urge to do this!

Discount 216

Discount Customer Call-back Objections 216

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

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. So, firstly find out what why they are asking for discount. Aren’t they the same?

Discount 120

Discount Negotiation Buyer Face-to-face 120

Partners in Excellence

JULY 19, 2019

In some recent projects, I’ve had the opportunity to analyze sales conversations. I’ve been tracking conversations sales people are having, from the very first conversation to the closing conversations. We know each conversation is different, they vary from company to company, customer to customer.

Conversion 81

Conversion Scale Discount Case Study 81

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.

Discount 65

Discount eBook Motivation Closing 65

Pipeliner

MAY 15, 2023

In today’s competitive ecommerce landscape, optimizing your cash conversion cycle (CCC) is critical to the success of your business. In this article, we’ll provide you with eight tips on how to use ecommerce invoicing to improve your cash conversion cycle. But first, what is the cash conversion cycle?

Conversion 52

Conversion Discount How To Scale 52

SendBuzz

APRIL 19, 2023

It is crucially linked with conversions, as engaged customers tend to form an unbreakable bond with a brand, leading to enhanced loyalty and increased conversion rates. For B2B sales, this strategy will do magic to improve conversion rate and increase customer satisfaction. Customer engagement is far more than a mere buzzword.

Conversion 78

Conversion Strategy Customer Social Media 78

Mindtickle

MAY 21, 2021

Conversation intelligence solutions offer invaluable support to sales managers. These solutions record, transcribe and score customer calls, serving them back to sales managers to use as fuel for more effective coaching conversations. Pre-qualification call. Discovery call.

Coaching 104

Coaching Conversion Sales Coaching Lead Rank 104

Partners in Excellence

OCTOBER 6, 2022

We aren’t engaging them in conversations about what they care about and how they communicate with others in their organizations–the language of their business, and how they speak/work with each other. Our sellers are ill prepared to engage customers in high impact conversations. We even talk about money differently.

Conversion 82

Conversion Customer How To ROI 82

LeadFuze

AUGUST 29, 2023

Whether you’re a small business owner, an online marketer, or a SaaS company representative, understanding how to get better conversion rates is crucial for your success. This statistic underscores the importance of optimizing conversions in today’s competitive digital landscape. What is a Good Conversion Rate?

Conversion 52

Conversion ROI How To Top of Funnel 52

Customer Centric Selling

DECEMBER 10, 2014

Sales Tips: How to Avoid the Discounting "Squeeze". Over that time the pricing had eroded to the point where they were actually having a conversation about whether the transaction would be profitable! After asking a few questions it seemed clear that they were the vendor of choice and were in a death spiral of discounting.

Discount 81

Discount Negotiation Face-to-face Vendor 81

Nutshell

FEBRUARY 21, 2023

That said, here are lead form best practices you can employ to increase conversions: 1. Are you running a limited-time offer, like a discount? Your transparency can help you earn your visitors’ trust and result in more conversions. The post 9 Lead Form Optimization Tactics to Increase Conversions appeared first on Nutshell.

Sales Qualified Lead 62

Sales Qualified Lead Conversion Leads Marketing Qualified Lead 62

SalesFuel

APRIL 8, 2024

This includes pricing details, as well as offers and discounts. They might also have insight into any promotions or discounts you or competitors offered in the past. Prashanth recommends that you keep the conversation focused on value. Sellers can no longer just walk into a first meeting and pitch their solution.

Negotiation 115

Negotiation Buyer B2B Hiring 115

Corporate Visions

OCTOBER 10, 2019

The post The Deciding Journey: Four Value Conversations You Need to Master by Tim Riesterer appeared first on Corporate Visions. And nothing about how you should approach that sales conversation or how you can provide them value. But in practice, the B2B customer buying journey doesn’t follow such a broad or predictable sales process.

Conversion 84

Conversion Decision Maker Pivotal Discount 84

Partners in Excellence

DECEMBER 7, 2018

Siri: Alexa, I don’t want you wasting our time, I just analyzed your product offering, it only meets 67.23576% of our requirements… Alexa: I understand Siri, but we’ve looked at 2,456,789 interactions your company has had with their customers and compared that with 156,348,476 conversations your competitors are having.

Conversion 85

Conversion Ideal Customer Profile Discount Analysis 85

The Pipeline

JUNE 18, 2020

But if all you have is a discount and a free feature, you’re beat. You need to win over their minds and hearts, no one will risk their job for a 5% discount. Especially when they know that the discount will be available whenever they are ready to sign. Do you think they would want to talk about moving up timelines?

Discount 297

Discount Quota Face-to-face Margin 297

Apptivo

AUGUST 3, 2023

CRM + CONVERSATIONAL AI & CHATBOTS = Game Changer 2. CRM + CONVERSATIONAL AI & CHATBOTS = GAME CHANGER Automating Customеr Intеractions: Onе of thе primary advantagеs of incorporating convеrsational AI and chatbots into CRM systеms is thе ability to automatе customеr intеractions. Embracing the CRM Trends 4.

CRM 52

CRM Conversion Loyalty Analytics 52

Marc Wayshak

APRIL 24, 2024

Slowing down the conversation demonstrates attentiveness and prevents reactionary responses that may alienate the prospect. Redirect the sales conversation back to the prospect by asking for clarification on their price-based objection. Be sure to share your thoughts in the comments section below to join the conversation.

Objections 77

Objections Direct Response eBook Discount 77

Apptivo

OCTOBER 10, 2023

MQLs and Conversions 4. MQLS and Conversions If you ignorе MQLs or don’t havе a systеmatic procеss for working with thеm, you’ll miss out on many opportunitiеs to gain nеw customеrs. Offеr spеcial incеntivеs likе discounts or frее upgradеs to makе signing on as appеaling as possiblе. Why MQLs Mattеr? But now what?

Marketing Qualified Lead 52

Marketing Qualified Lead Lead Rank Sales Qualified Lead Lead Scoring 52

Allego

MARCH 31, 2023

Using ineffective and poor sales words and phrases can damage your sales conversations. A slip of the tongue can rapidly change the dynamics of a conversation and sales opportunity. Discount Here’s a strong statement for you. Salespeople who serve up discounts to get deals done in their sales conversations are weak.

Discount 71

Discount Lead Rank Lead Scoring Conversion 71

Pipeliner

DECEMBER 19, 2019

Your goal is to increase your conversion rate , thereby boosting your sales. Let your customers know that you are offering them a bonus in some way, whether it’s through a discount or a limited time offer. The post Creating A Webinar That Increases Your Conversion Rate appeared first on SalesPOP! Create Interest.

Webinar Metrics 75

Webinar Metrics Conversion Top of Funnel Funnel 75

Hubspot Sales

DECEMBER 7, 2023

Anticipation of discounts: Buyers know that salespeople are more likely to discount the later it gets, so they wait in anticipation of discounts. Using HubSpot’s analytics, Tim’s team can refine the sales funnel to enhance conversions. “By Let me know if you want to chat, and let's set up a conversation!

Data 117

Data Discount How To Quota 117

Mindtickle

MAY 21, 2021

Conversation intelligence solutions offer invaluable support to sales managers. These solutions record, transcribe and score customer calls, serving them back to sales managers to use as fuel for more effective coaching conversations. Pre-qualification call. Discovery call.

Coaching 52

Coaching Conversion Sales Coaching Lead Rank 52

Partners in Excellence

DECEMBER 15, 2023

We often gauge the quality of our conversations by the responses we get in those conversations. I have learned to gauge the quality of the conversation, the quality of engagement by the questions the people are asking. ” We see the same thing in “coaching conversations.”

Lead Rank 110

Lead Rank Discount Conversion Lead Scoring 110

Hubspot Sales

AUGUST 21, 2023

Make sure you‘re not rushing into a closing call or trying to leverage a discount to force a deal’s timing. Explain what a good outcome looks like in advance of the conversation. Make sure you establish realistic-but-ideal expectations of what this conversation will cover before you have it.

Negotiation 76

Negotiation Hubspot Discount Guidelines 76

The Sales Hunter

OCTOBER 21, 2014

It starts with the conversation I’ve had with far too many salespeople who tell me they have to cut their price to be successful. Blog pricing discount discounting price sales discounting' What I’m about to say is going to be seen as controversial by many of you, but I’m going to say it because I believe it.

Discount 225

Discount Conversion Sales 225

The Pipeline

JULY 7, 2021

At times, the only number they seem to know is the level of discount they need to win (buy) the deal. BTW, that small discount it took to close them, that’s a number, may not be your number, but a number. It is not unusual for a rep to proudly share their conversion numbers, only to discover why they are missing quota.

Discount 361

Discount Quota Sports Objections 361

Zoominfo

AUGUST 18, 2021

Mention Pricing on Cold Calls Talk About the Competition Prepare for the Discount Talk Master the Sales Call Monologue Bring in Your Customer Success Specialists Early Forecast Using Data, Not Instincts. State of Conversation Intelligence. Prepare for the “Discount Talk”. Being clear on the terms of your discount is critical.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Leads 130

The Pipeline

APRIL 6, 2021

It dominates and rules every conversation, casting a shadow over every sales conversation you have. Doing a much better job selling the manager on the discount than selling the value to the prospect. Yet they are willing to fight for a discount every time, no matter the profit erosion.

SME 299

SME Lead Rank Lead Scoring Discount 299

Partners in Excellence

JANUARY 20, 2022

Recently, I had an interesting conversation with an executive. I can’t recap the conversation, but here are some of the issues we discussed: Pricing is never established by sales It’s usually established by some combination of product management, finance, and sometimes strategy. That’s part of a pricing strategy.

Discount 95

Discount Negotiation Sales Cycle Sales 95

Partners in Excellence

FEBRUARY 12, 2024

It’s not just how much discount they can negotiate. Quote from “Our Hidden Conversations,” Michelle Norris. It’s not just about learning how others are addressing similar issues. It’s not just about the business case, ROI and other financial issues. Change and buying is about so much more.

Customer 113

Customer Discount Negotiation ROI 113

Bernadette McClelland

DECEMBER 30, 2023

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. So why am I sharing these thoughts with you now, when I have been playing in this space for years? Give that gift to your leaders and then reap the rewards.

Sales Leadership 195

Sales Leadership Hiring Pivotal Loyalty 195

Hubspot Sales

NOVEMBER 30, 2020

Keep notes about the prospect’s pain points and the problems they are trying to solve — Always center the conversation on these pain points and problems. Notify them of a special offer or limited-time discount — This can be a great way to re-engage with a prospect you haven’t talked to in awhile. You’re selling a solution to a problem.

Follow-up 134

Follow-up Conversion Call-back Lead Rank 134