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. Blog pricing Professional Selling Skills discount discounting price salesA few people pushed back on my thinking. I’m fine with that, as I know what I say won’t always resonate with everyone. […]. MORE
Blog pricing discounting discounts priceThe customer is not refusing your price because it’s too high. They’re refusing it because the value is too low. The real reason you had to cut your price is because you failed to match the value you offer to the outcome the customer was desiring. I just bought a new suitcase and I paid […]. MORE
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). Blog pricing discount discounting high profit selling price MORE
Blog pricing discount discounting price sales discount What is the right level of authority a salesperson should have when it comes to price? This question comes up frequently when I’m meeting with sales managers. MORE
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. MORE
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 […]. Blog Professional Selling Skills Prospecting lead generation pipeline prospect prospecting sales funnel MORE
Negotiating and discounting are not the same thing. Discounting. Discounting is different. When you discount, your prospective client asks for a lower price , and you make the price concession to acquire the prospect’s business. Much of the time when people say they need to learn how to negotiate, they mean they need to learn how to defend their pricing model to avoid discounting. Discounting may be necessary to win a deal. MORE
Leading With Discounts and Offending Your Customers is a post from: The Sales Blog | S. And why on Earth would you lead with a discount ? A game salesperson from a game sales organization would have replied to my offer to take the discount like this: “I’m sorry, sir. Transactional Existing Customer Offers Discounts Prospects Sales Organizations transactional sales Anthony Iannarino. The poor salesperson that rang my doorbell had a wonderful deal for me. MORE
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? MORE
Salespeople will always argue that offering a small discount doesn’t hurt and is the right thing to do for the customer. Some salespeople will say they need a little discount to make the customer feel special or to help spur their decision to buy or any number of other reasons. MORE
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 The argument is about as old as the oldest profession. MORE
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. MORE
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. MORE
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. Once discounting starts, it’s difficult to stop as you are continuously squeezed to make further concessions. MORE
Are you often asked to discount your fee or price? We believe that if the fee you charge is appropriate then there is no need to discount it. But They Still Want You To Discount. The post Make Yourself Discount-Proof appeared first on Bob Burg | Influence & Success Insights. MORE
” 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. Discounting or taking pricing actions was not an alternative. I had to figure out how to win without discounting. MORE
Blog Closing a Sale Consultative Selling pricing Professional Selling Skills discount discounting price profit sales discountingIf you don’t think you can, you’re wrong. You CAN ignore the customer’s request for a lower price. MORE
Every salesperson was complaining how customers were being adamant about receiving a discount if they were going to buy. Blog pricing Professional Selling Skills closing closing techniques discount discounting priceI was speaking to a sales organization that was under a full throttle “price attack.” It was clear they needed a solution and one they could put into place immediately. I shared with them what […]. MORE
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. MORE
Blog pricing Professional Selling Skills discount price sales discounting What is the right level of authority a salesperson should have when it comes to price? This question comes up frequently when I’m meeting with sales managers. MORE
Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. I don’t want to give you the impression that discounting is never appropriate. How do you avoid discounting? MORE
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! MORE
Salespeople will always argue that offering a small discount doesn’t hurt and is the right thing to do for the customer. Some salespeople will say they need a little discount to make the customer feel special or to help spur their decision to buy or any number of other reasons. MORE
Going over and above that can be creating value the customer doesn’t want or need, or can be tantamount to giving value away and providing huge discounts. There are all sorts of articles on creating superior differentiated value. MORE
Blog pricing discount discounting price sales discounting I once received a phone call from a salesperson complaining about the customers he had to deal with. His issue was that no matter what he did, it seemed like the customer was rarely happy. MORE
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 […]. Blog leadership pricing Professional Selling Skills Prospecting high-profit prospecting price prospect prospecting sales sales leader sales leadership MORE
Why are you discounting your price? I sat down with the folks from Salesforce and shot the below video dealing with this issue of why we feel we need to offer a discount: Discounts are given for two reasons, and if we look deep enough, the two are the same. Blog pricing Professional Selling Skills discount discounting price price pricing strategies profit quotable sales tips MORE
Far too many salespeople roll over and play dead the moment the customer pushes back on their price. All of the macho bravado the salesperson exhibited getting ready for the call is gone in a flash. Stop and ask yourself, “Why does this happen?” ” And don’t think for a moment you haven’t done the […]. Blog leadership Professional Selling Skills leader sales leadership MORE
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. MORE
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. MORE
One of the most frequent complaints I hear from sales directors, VPs, and CEOs is that their sales team—whether it’s internal or their distribution channel—discounts too much and too often. MORE
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. MORE
Poor Examples discounting products effects of discounts Offering DiscountsI always enjoy reading true stories that readers send in. They offer a real perspective on how life is like for sales guys out there in the big world. MORE
The third acre, through the sheer magic of volume discounts, is now worth only half of the 1st acre. Some work doesn’t really provide economies of scale, nor does it lend itself to volume discounts. The post On Volume Discounts appeared first on The Sales Blog. MORE
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. MORE
SEPTEMBER 17, 2015
Blog Breakthrough Sales University pricing Professional Selling Skills discount discounting price value value addedWhy would you want to cut your price? Just because your customer is looking for you to reduce your price does not mean you need to do it! Lowering your price is never a “one-time” event. It’s permanent. The money you give up is gone for good and, worse yet, you’ve established in the customer’s mind […]. MORE
One of the biggest reasons I don’t like discounting is that it not only destroys the value proposition, it also attracts lousy customers. The general feeling is that discounting the price to get a sale is better than no sale at all. MORE
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 MORE
I am committed to helping salespeople and companies understand why discounting is a bad sales strategy. Blog pricing discount discounting high profit selling priceEach week I get at least one person asking me if they should reduce their price as a way to increase sales. MORE
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 We’ve all been there. MORE
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. MORE
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?!” MORE
There is a pricing strategy that you can use that will help you avoid giving a discount. Blog pricing Professional Selling Skills discount discounting price pricing strategies sales pricing video sales tip MORE
Discount Related Topics 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. Blog pricing Professional Selling Skills discount discounting price salesA few people pushed back on my thinking. I’m fine with that, as I know what I say won’t always resonate with everyone. […].
The Sales Hunter
JULY 11, 2017
Blog pricing discounting discounts priceThe customer is not refusing your price because it’s too high. They’re refusing it because the value is too low. The real reason you had to cut your price is because you failed to match the value you offer to the outcome the customer was desiring. I just bought a new suitcase and I paid […].
The Sales Hunter
JULY 24, 2015
Salespeople will always argue that offering a small discount doesn’t hurt and is the right thing to do for the customer. Some salespeople will say they need a little discount to make the customer feel special or to help spur their decision to buy or any number of other reasons.
The Sales Hunter
JULY 8, 2014
Blog pricing discount discounting price sales discount What is the right level of authority a salesperson should have when it comes to price? This question comes up frequently when I’m meeting with sales managers.
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!
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 We’ve all been there.
The Sales Hunter
JULY 24, 2014
Blog pricing discount discounting price sales discounting I once received a phone call from a salesperson complaining about the customers he had to deal with. His issue was that no matter what he did, it seemed like the customer was rarely happy.
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.
The Sales Hunter
MAY 12, 2015
Every salesperson was complaining how customers were being adamant about receiving a discount if they were going to buy. Blog pricing Professional Selling Skills closing closing techniques discount discounting priceI was speaking to a sales organization that was under a full throttle “price attack.” It was clear they needed a solution and one they could put into place immediately. I shared with them what […].
The Sales Hunter
JULY 24, 2015
Salespeople will always argue that offering a small discount doesn’t hurt and is the right thing to do for the customer. Some salespeople will say they need a little discount to make the customer feel special or to help spur their decision to buy or any number of other reasons.
The Sales Hunter
SEPTEMBER 17, 2015
Blog Breakthrough Sales University pricing Professional Selling Skills discount discounting price value value addedWhy would you want to cut your price? Just because your customer is looking for you to reduce your price does not mean you need to do it! Lowering your price is never a “one-time” event. It’s permanent. The money you give up is gone for good and, worse yet, you’ve established in the customer’s mind […].
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?!”
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 The argument is about as old as the oldest profession.
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.
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 […]. Blog leadership pricing Professional Selling Skills Prospecting high-profit prospecting price prospect prospecting sales sales leader sales leadership
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.
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
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.
MTD Sales Training
FEBRUARY 25, 2013
Poor Examples discounting products effects of discounts Offering DiscountsI always enjoy reading true stories that readers send in. They offer a real perspective on how life is like for sales guys out there in the big world.
The Sales Hunter
NOVEMBER 1, 2016
Why are you discounting your price? I sat down with the folks from Salesforce and shot the below video dealing with this issue of why we feel we need to offer a discount: Discounts are given for two reasons, and if we look deep enough, the two are the same. Blog pricing Professional Selling Skills discount discounting price price pricing strategies profit quotable sales tips
The Sales Hunter
APRIL 4, 2015
There is a pricing strategy that you can use that will help you avoid giving a discount. Blog pricing Professional Selling Skills discount discounting price pricing strategies sales pricing video sales tip
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 […]. Blog Professional Selling Skills Prospecting lead generation pipeline prospect prospecting sales funnel
The Sales Heretic
JUNE 30, 2015
One of the most frequent complaints I hear from sales directors, VPs, and CEOs is that their sales team—whether it’s internal or their distribution channel—discounts too much and too often.
The Sales Blog
MARCH 5, 2016
Negotiating and discounting are not the same thing. Discounting. Discounting is different. When you discount, your prospective client asks for a lower price , and you make the price concession to acquire the prospect’s business. Much of the time when people say they need to learn how to negotiate, they mean they need to learn how to defend their pricing model to avoid discounting. Discounting may be necessary to win a deal.
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?
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.
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.
The Sales Hunter
JULY 8, 2014
Blog pricing Professional Selling Skills discount price sales discounting What is the right level of authority a salesperson should have when it comes to price? This question comes up frequently when I’m meeting with sales managers.
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.
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.
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. Discounting or taking pricing actions was not an alternative. I had to figure out how to win without discounting.
The Sales Blog
MAY 13, 2014
Leading With Discounts and Offending Your Customers is a post from: The Sales Blog | S. And why on Earth would you lead with a discount ? A game salesperson from a game sales organization would have replied to my offer to take the discount like this: “I’m sorry, sir. Transactional Existing Customer Offers Discounts Prospects Sales Organizations transactional sales Anthony Iannarino. The poor salesperson that rang my doorbell had a wonderful deal for me.
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). Blog pricing discount discounting high profit selling price
The Sales Blog
AUGUST 26, 2015
The third acre, through the sheer magic of volume discounts, is now worth only half of the 1st acre. Some work doesn’t really provide economies of scale, nor does it lend itself to volume discounts. The post On Volume Discounts appeared first on The Sales Blog.
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. Once discounting starts, it’s difficult to stop as you are continuously squeezed to make further concessions.
The Sales Hunter
MARCH 20, 2015
Far too many salespeople roll over and play dead the moment the customer pushes back on their price. All of the macho bravado the salesperson exhibited getting ready for the call is gone in a flash. Stop and ask yourself, “Why does this happen?” ” And don’t think for a moment you haven’t done the […]. Blog leadership Professional Selling Skills leader sales leadership
The Sales Hunter
MARCH 19, 2013
Blog Closing a Sale Consultative Selling pricing Professional Selling Skills discount discounting price profit sales discountingIf you don’t think you can, you’re wrong. You CAN ignore the customer’s request for a lower price.
The Sales Hunter
JUNE 8, 2012
I am committed to helping salespeople and companies understand why discounting is a bad sales strategy. Blog pricing discount discounting high profit selling priceEach week I get at least one person asking me if they should reduce their price as a way to increase sales.
Partners in Excellence
JUNE 17, 2015
Going over and above that can be creating value the customer doesn’t want or need, or can be tantamount to giving value away and providing huge discounts. There are all sorts of articles on creating superior differentiated value.
Dave Stein's Blog
SEPTEMBER 26, 2012
Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. I don’t want to give you the impression that discounting is never appropriate. How do you avoid discounting?
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