Membrain

MARCH 7, 2021

Discounting has reached Pandemic levels. Today, responding to a prospecting call earns a discount. Proposals come with a price and then either an automatically applied discount, or hints at a discount. Something like, “Buy by the end of the month and I can discount 15%!”.

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Partners in Excellence

FEBRUARY 17, 2021

Discounting has reached Pandemic levels. Today, responding to a prospecting call earns a discount. Proposals come with a price and then either an automatically applied discount, or hints at a discount. Something like, “Buy by the end of the month and I can discount 15%! What If You Couldn't Discount?

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SBI Growth

DECEMBER 3, 2018

Discounts become the primary weapon of sales reps. We all know the famous saying, “you can’t teach an old dog new tricks” This can be applied to the way many organizations have trained their Buyers to buy, particularly in Q4.

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Partners in Excellence

JULY 23, 2020

But I started noticing a problem, 100% of the deals required a “discount.” ” “What’s the problem, why do we need to discount in each of these deals?” Fewer than 10% of the deals won required a discount (outside of normal volume discounts or quarter end incentive programs).

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MTD Sales Training

AUGUST 13, 2018

One way they do this is to keep negotiating a discount , no matter what figure you have dropped or discounted to. Some prospects like to see how much discount they can get and will be like a dog with a bone. The post 3 Ways To Handle Clients That Won’t Stop Negotiating Discounts appeared first on MTD Sales Training.

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SBI Growth

MAY 27, 2018

Reps discount to make their number. Sometimes they discount because they believe it is the only way to close a deal, sometimes they discount because it is the fastest way to close a deal, but either way they do so.

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Membrain

APRIL 24, 2022

In sales, sometimes we default to providing a discount because in the absence of anything else, the easiest lever to pull is price. Everyone wants and deserves a good deal. But a ‘good deal’ doesn’t mean the cheapest price.

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The Sales Hunter

JULY 8, 2014

Blog pricing discount discounting price sales discount' What they are wondering is when does it make sense for salespeople to have control of the prices they charge customers and how much flexibility should they have? […].

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Grant Cardone

DECEMBER 1, 2022

The post DEAL ALERT: Massive Discount on 10X Growth Conference 2023 VIP Tickets appeared first on GCTV. The post DEAL ALERT: Massive Discount on 10X Growth Conference 2023 VIP Tickets appeared first on Grant Cardone - 10X Your Business and Life.

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Partners in Excellence

DECEMBER 18, 2020

” Hidden in this elegant argument was a request for a 20% discount. Rather than coming back to management and asking for a discount that would lock the deal in for end of year, he took a deep breath. But the sales person moved the discussion away from the discount to the business issues. I was so proud of the sales person.

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The Sales Hunter

JULY 15, 2014

One of the most frequent topics I get questions about is price and, in particular, how to avoid discounting. Salespeople want to avoid discounting (or at least most do), yet they say they can’t close a sale without discounting. The issue comes down to not having a focused sales process and the confidence in themselves […].

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The Sales Hunter

NOVEMBER 4, 2014

You’re trying to close the sale, and the customer stops you in your tracks demanding a discount. Blog pricing Professional Selling Skills discount discounting price value proposition' The rationale or the way they ask for it may vary, but the demand is the same — they want a lower price.

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Partners in Excellence

JULY 9, 2021

How would buying and selling change if you couldn’t discount? What if there were no discounts for making a decision sooner, no discounts for who you are as a buyer, no discounts even for volume or phase of the moon?” The post What If You Couldn’t Discount? Related Posts: "We Need To Discount."

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MTD Sales Training

DECEMBER 23, 2019

Episode 41: Is there a good time to offer discounts? In this episode we look how giving discounts can actually be beneficial. The post Is There A Good Time To Offer Discounts? The post Is There A Good Time To Offer Discounts? Episode 41: Is there a good time to offer discounts? What to do in a stalling.

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MTD Sales Training

MAY 16, 2018

In other words, make them aware that discounting comes at a price to them too. If you do find it necessary to lower your price, use these phrases to ensure you still maintain the value in the prospect’s eyes: 1) ‘Just to be clear, can I ask you why you are requesting a discount? Do you not feel the product is worth the money?’.

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The Sales Hunter

OCTOBER 24, 2017

You’re thinking, “If I just discount the price, I will be able to close the deal.” Let’s face it — there’s not one salesperson who has not struggled with this issue. ” Does this hit home with you?

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The Sales Hunter

JULY 18, 2017

Last week I wrote about the issue of discounting, and needless to say it generated a major amount of conversation all over social media and in emails and phone calls to me. A few people pushed back on my thinking. I’m fine with that, as I know what I say won’t always resonate with everyone. […].

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The Sales Hunter

JULY 24, 2014

Blog pricing discount discounting price sales discounting' His issue was that no matter what he did, it seemed like the customer was rarely happy. I asked him one question which told me immediately what his problem was. The question I asked was: “What % […].

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The Sales Hunter

JULY 1, 2014

When I’m asked to assist sales teams with pricing and moving away from their discounting habits, I start by asking questions. If discounting is a standard practice in your company, I urge you to ask yourself the below 20 questions: 1. What % of your sales are made only because a discount is offered? 2. […].

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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. Recently I saw an organization whose average discount was 50%. They aren’t looking to lose money, in fact they are happy with the profits they are getting with the special discount.

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The Sales Hunter

APRIL 27, 2014

Start of another week and I’m going to challenge you to make it a “NO Discount Week!” Believe in yourself that you can go this entire week without offering a discount. You never know… one week of “No Discounts” could lead to another. ” That’s right!

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Pipeliner

MAY 22, 2020

Discounting gets a bad rap. Discounting is a Sure Sign of Sales Failure , proclaims one recent headline. Other titles are similarly dismissive: Salespeople Who Give Discounts Are Not Salespeople. Vendors discount their selling prices for many reasons, and sweetening their offer to buyers are among them. Net worth: $16.7

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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. Discounting your price should not be part of your vocabulary or thought process.

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The Sales Hunter

DECEMBER 18, 2014

It’s the one where the salesperson argues they could close more sales if only they could discount the price. Blog pricing Professional Selling Skills discount discounting price sales price' In fact, I contend it’s more than an argument – it’s a disease that inflicts a high number […].

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The Sales Hunter

JULY 5, 2014

Do you really believe you can’t sell without a discount? I argue that if you are always defaulting to using a discount, then you are not really selling. I hear from people all the time who ask me, “How do I sell without discounting?!”

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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.

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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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The Sales Hunter

OCTOBER 26, 2013

Never discount your price. You do not want the customers you attract by discounting. Blog pricing Professional Selling Skills discount price sales discounting' The prospect or customer who wears you down on price will wear you down on everything else. ” Sales Motivation Blog. . ” Sales Motivation Blog. .

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The Sales Hunter

JULY 23, 2013

I’m not a fan of discounting in the least, as I don’t think it gets you anywhere. But if it is necessary to offer a discount, make sure it has a very tight expiration date. If somebody is going to get a discount, then they have to be putting something up on the table for you. ” Sales Motivation Blog.

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The Sales Hunter

NOVEMBER 10, 2015

I encourage you to check it out at the below link: High-Profit Selling: Why You Can Never Un-Discount a Discount Discounting changes your relationship with your customer and NOT in a good way! This is the question that Andy Paul and I dig into in a recent podcast on his site! I would rather […].

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Trinity Perspectives

SEPTEMBER 8, 2021

In sales, sometimes we default to providing a discount because in the absence of anything else, the easiest lever to pull is price. But offering a discount has a negative impact for several reasons: It costs you money. Discounting does more subtle damage, too. Discover and negotiate, don’t discount.

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The Sales Hunter

MAY 20, 2014

You think about it and decide discounting the price is ultimately the only way you’re going to get the sale. Blog pricing discount discounting price sales discounting' Panic stricken to close the sale, you rationalize in your mind how the only way you’re going to get the sale is by making the deal a little better.

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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 reasons are many, but none of them make any sense. The key is to be focused on the value the customer will receive and the outcome they will achieve by buying from you. You can’t cut […].

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Sales and Marketing Management

FEBRUARY 24, 2013

Teaser: Salespeople constantly push for discounting to reel in business. There are simple (but frequently forgotten) rules that govern discount decisions. Salespeople constantly push for discounting to reel in business. There are simple (but frequently forgotten) rules that govern discount decisions. Author: Ramez Naguib.

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The Sales Hunter

JANUARY 17, 2014

Many salespeople are quick to discount in order to make a sale. Blog pricing Professional Selling Skills discount discounting price sales video video sales tip' Are you creating high profit sales? Or are you sabotaging profits? Why do they do this?! I think I have figured out the number one reason.

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The Sales Hunter

FEBRUARY 26, 2014

Don’t offer discounts. Not offering discounts must be more than an idea. Does this mean there are never any discounts made? The best structure for a “no-discounts” policy is one that does not allow salespeople to have any flexibility in prices. Here is number 5 on the list: 5.

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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. If the benefit the customer is looking for is a discounted price, then let them go someplace else. There is a reason why Apple doesn’t discount their price.

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