The Sales Hunter

NOVEMBER 8, 2012

It’s time for me to rant about salespeople and discounts. When a salesperson offers a customer a discount, what they’re saying is they have not been able to do a good enough of a job demonstrating value to the customer. Rather, I think they’re a customer service person at best.

Discount 262

Discount Customer Service Closing Selling Skills 262

The Sales Hunter

OCTOBER 26, 2013

The prospect or customer who wears you down on price will wear you down on everything else. Never discount your price. You do not want the customers you attract by discounting. You will set yourself up for dismal failure, because low prices create lousy customers. ” Sales Motivation Blog. .

Discount 215

Discount Video Selling Skills Motivation 215

The Sales Hunter

AUGUST 20, 2013

Hands down it had what we were looking for and now comes the clincher — these guys will discount! First, you have to demonstrate to the prospect the system is the solution they’re looking for. Second, you have to negotiate a price knowing the customer is going to beat you up. ” Sales Motivation Blog.

Discount 197

Discount Selling Skills Negotiation System 197

The Sales Hunter

MARCH 23, 2017

Too many salespeople suffer from having to discount the price to close the sale. We can talk all we want about the need to create value for the customer, but if the salesperson still decides to cut the price then clearly something is not right. To understand this problem we need to go upstream […].

Discount 135

Discount Closing Prospecting Top of Funnel 135

Zoominfo

SEPTEMBER 3, 2020

So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? They are a component of campaigns where individual readers (who could be possible prospects) are sent crafted messages after they set off a configured trigger. What are the Benefits of Email Automation? Technical Steps.

Prospecting 262

Prospecting Scale Lead Nurturing Campaigns 262

The Sales Hunter

JUNE 23, 2017

What makes you think offering a discount is going to be an effective way to close a deal? The key is to be focused on the value the customer will receive and the outcome they will achieve by buying from you. The reasons are many, but none of them make any sense. You can’t cut […].

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Discount Closing Sales Customer 219

Customer Centric Selling

OCTOBER 21, 2021

Customer Centric Selling Podcast – Show Notes – Episode 15. Welcome to the Customer Centric Selling podcast! 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.

Discount 52

Discount Negotiation Course B2B 52

Smooth Sale

DECEMBER 1, 2023

Photo by LeeRosario via Pixabay Attract the Right Job Or Clientele: How To Entice Your Automotive Customers Online Today, customers looking for vehicles for purchase or hire will do so by researching online first. Accordingly, our collaborative blog offers insights on How To Entice Your Automotive Customers Online.

Automotive 106

Automotive Paid Content Customer Advertising 106

Crunchbase

APRIL 22, 2020

COVID-19’s drastic economic impact has forced sales and customer teams to adapt in a multitude of ways. Economic uncertainty makes it even more challenging for salespeople to hit their quotas, and requires customer-facing teams to promptly and effectively respond to the needs of their customer base. Refine Your Research.

Prospecting 124

Prospecting Customer How To Decision Maker 124

The Sales Hunter

APRIL 20, 2012

Have you ever stopped to wonder why some salespeople never seem to have to cut their price to close a deal and other salespeople offer discounts all the time? Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects. Sure it does. Not a good idea.).

Prospecting 217

Prospecting Customer Hiring Discount 217

Hubspot Sales

MARCH 25, 2024

Here it is: Prospects aren't always easy to deal with. So to help you get a sense of the kinds of buyers you need to look out for (and what to do when you‘re dealing with them), we asked some sales leaders for their takes on the most difficult types of prospects to work with and how to engage with them effectively. You're welcome.

Prospecting 98

Prospecting Cancellation How To Revelation 98

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. If key stakeholders are not invested in the relationship with your company, they will have no qualms about pushing for discounts that hurt your bottom line.

Discount 73

Discount Negotiation Forecasting Proposal 73

Close.io

JUNE 4, 2018

But when a prospect turns into a bully, listing off all the reasons your product and company is terrible. But there’s a mantra you can use in these situations to regain your confidence and turn a bully prospect into a paying customer. The only logical reason a prospect is still talking to you is that they want to buy from you.

Prospecting 132

Prospecting Negotiation Customer Discount 132

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. Was your first price just a ruse?

Discount 120

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?

Discount 65

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. Price should relate to customer value, period. Take this one question quiz: Your customer wants a price that is below your costs. You tell him so.

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. So…Should we talk?

Discount 73

Discount Negotiation Sales Methodology Scale 73

The Sales Hunter

JUNE 8, 2012

If the strategy is to reduce your price to close more sales, you first have to ask if price is even an issue with the prospect. More often than not, the issue regarding price resides in the mind of the salesperson far more than the mind of the customer. This is where the focus of the sales process needs to be. Anybody can do it.

Discount 189

Discount Strategy Guarantee Motivation 189

The Sales Hunter

JANUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 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.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

Hubspot Sales

APRIL 26, 2023

And even if you manage to convince a poor-fit prospect to buy, you're setting yourself up for an unhappy customer relationship and a potential hit to your reputation. To avoid the pitfalls of bad-fit prospects, look out for these seven signs you should give up on a deal. 7 Signs You Should Walk Away From a Prospect 1.

Prospecting 112

Prospecting Decision Maker Lead Rank Lead Scoring 112

The Sales Hunter

SEPTEMBER 12, 2013

We all want better prospects. The question we have to ask ourselves is, “Do we get better prospects by simply finding more or do we get better prospects by taking the ones we have and making them better?” ” Here are 4 quick tips you can use to get better prospects by focusing on the ones you already have.

Prospecting 217

Prospecting Discount Selling Skills Follow-up 217

Pipeliner

JANUARY 28, 2021

In Radical Value , I observe that every company exists only to deliver more value to customers than it costs to produce. Customer satisfaction scores are close, measuring perceived value delivered , but are “too-late-to-fix-anything” trailing indicators – nothing to manage to. So, do your KPIs reflect value’s importance?

Lead Rank 98

Lead Rank Lead Scoring Customer Discount 98

Braveheart Sales

JULY 28, 2020

They accept that behavior from their prospects as well and even expect it. It’s after all what they would want if they were the customer. All of this leads to discounting. All of this leads to discounting. Steps to Stop the Discounting. And, guess what else? It’s just how they see the world.

Discount 52

Discount Comparison Exercises Negotiation 52

Zoominfo

SEPTEMBER 3, 2020

So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? They are a component of campaigns where individual readers (who could be possible prospects) are sent crafted messages after they set off a configured trigger. ZoomInfo MarketingOS Finally, ABM with data you can trust.

Prospecting 130

Prospecting Scale Lead Nurturing Campaigns 130

Crunchbase

NOVEMBER 9, 2021

Lead generation is pointless if it doesn’t result in a prospect and a conversion. Before we dive into how to drive conversions, let’s first unpack the difference between a lead and a prospect, and how to turn one into the other. Grow your revenue with all-in-one prospecting solutions powered by the leader in private-company data.

Sales Qualified Lead 111

Sales Qualified Lead Lead Rank Lead Scoring Prospecting 111

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. You must determine which outreach channels your leads will respond to and approach your sales prospecting tactics accordingly.

Cold Calling 52

Cold Calling Prospecting Buyer Persona How To 52

Salesmate

JULY 21, 2020

However, converting them into paid customers is a different ball game. You need to establish and maintain a healthy relationship with your prospects. Do all that it takes to convert free trial users into paying customers. But how your customers feel when they engage with your matters. How you sell matters.

Customer 114

Customer Discount Face-to-face Follow-up 114

Zoominfo

SEPTEMBER 1, 2019

Why does a customer remain loyal to a particular brand? Businesses have posed the question of how to build and strengthen customer loyalty throughout history. The good news is, there are plenty of ways for your company to earn trust and loyalty from your customers, even in today’s busy marketplace.

Loyalty 130

Loyalty Customer Incentives Incentive 130

SalesLoft

OCTOBER 26, 2023

In the age of social media, it’s not hard to picture what an engaged customer looks like. They’ve built a passionate base of engaged customers who’ll talk your ear off, online and in real life, about every ‘exciting’ new thing. What is customer engagement? But first, let’s agree on a definition.

Scale 52

Scale Customer Loyalty Social Media 52

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. In fact, a more purchase-ready prospect is likely to know more about the variety of products on the market.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Leads 130

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. Have brand ambassadors hurt customer loyalty?

Hiring 246

Hiring Loyalty Discount Social Media 246

Hubspot Sales

OCTOBER 3, 2022

When I first sat down with David Stafford , Dropbox's Head of Customer Solutions, to discuss BATNA, he admitted what I'd also been thinking. Plus, how you can leverage BATNA's key negotiation tactics to ensure your business and your customers are both benefitting from a deal. But I never knew it as BATNA. What does BATNA stand for?

Negotiation 87

Negotiation Discount Customer Hiring 87

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. Anticipation of discounts: Buyers know that salespeople are more likely to discount the later it gets, so they wait in anticipation of discounts.

Data 117

Data Discount How To Quota 117

Partners in Excellence

AUGUST 18, 2021

But just because the customer can answer those questions doesn’t necessarily mean the deal is real from the customer’s point of view. Look at the number of budgeted buying initiatives that never result in an order (even though the customer could give the right answer to all the BANT questions).

Ideal Customer Profile 165

Ideal Customer Profile Outsourcing Services Customer Enterprise 165

Nutshell

JUNE 25, 2021

Newsflash: half of your prospects are a bad fit for the products and/or services you sell. Fortunately, there are ways to identify and eliminate bad-fit prospects from your pipeline before they drag you down. Fortunately, there are ways to identify and eliminate bad-fit prospects from your pipeline before they drag you down.

Prospecting 112

Prospecting Lead Rank Sales Qualified Lead Lead Scoring 112

The Pipeline

AUGUST 27, 2019

They not only give away their time; they pay the prospect for the privilege of doing so. This is exactly what you are doing when you choose to discount instead of sell. If it isn’t quota, then why discount? You know what I mean, spending all that valuable time with prospects that you know will never buy. Below Your Scale.

Wireless 264

Wireless Discount Face-to-face Scale 264

Close

FEBRUARY 19, 2018

Especially your prospects. And while you probably think giving 10% or 20% off isn’t a big deal, giving discounts just to win business can cost you more than money. Everybody wants a deal. It can kill your company.

Discount 59

Discount Customer Prospecting Company 59