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What Does Discounting Really Cost?

The Sales Hunter

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.

Should Salespeople Be Able to Offer Discount?

The Sales Hunter

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.

Can You Ever Un-Discount a Discount?

The Sales Hunter

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!

Why Discounting Your Price is BAD Strategy

The Sales Hunter

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.

Discounting Your Price Brings You Discounted Customers

The Sales Hunter

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.

The True Cost of Discounting

The Sales Hunter

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.

3-Option Plan to Avoid the Price Discount

The Sales Hunter

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 […].

Negotiating Tip: Don’t Discount Your Price. Increase Your Value.

The Sales Hunter

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 […].

VIDEO SALES TIP: Number One Way to Avoid a Discount

The Sales Hunter

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?!”

Why Discounting Your Price is a Stupid Strategy

The Sales Hunter

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.

Dangers of Discounting Your Price: 20 Questions Worth Asking

The Sales Hunter

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.

Sales Motivation Video: NO Discounts This Week!

The Sales Hunter

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.

Sell at Full Price! You Don’t Need to Discount!

The Sales Hunter

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

Discounting Your Price and the Damage it Creates with Your Customer

The Sales Hunter

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

Price Discounts MUST Have an Expiration Date

The Sales Hunter

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.

Is Bad Prospecting Causing You to Discount Your Price to Close a Sale?

The Sales Hunter

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 Effects Of Giving Discounts On Your Products

MTD Sales Training

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.

VIDEO SALES TIP: Do THIS to Avoid Giving a Discount

The Sales Hunter

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

Nine Reasons Salespeople Discount When They Shouldn’t

The Sales Heretic

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.

Negotiating and Discounting Are Different

The Sales Blog

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.

Are You Sending “Discounting” Signals?

The Sales Hunter

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.

VIDEO SALES TIP: Number One Reason Salespeople Discount Price

The Sales Hunter

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?

Discounting Your Price Brings You Customers You Don’t Want

The Sales Hunter

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.

Should Salespeople Have the Ability to Offer a Discount to Close a Sale?

The Sales Hunter

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.

5th Secret to Selling at Full Price: Don’t Offer Discounts. Period.

The Sales Hunter

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.

What If You Couldn’t Discount?

Partners in Excellence

” 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.

VIDEO SALES TIP: Never Ever Discount Your Price

The Sales Hunter

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.

Customer Requests a Discount? Ignore it.

The Sales Hunter

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

Leading With Discounts and Offending Your Customers

The Sales Blog

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.

On Volume Discounts

The Sales Blog

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.

Sales Tips: Avoid the Discounting Squeeze

Customer Centric Selling

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.

Role Sales Leadership Plays in NOT Discounting the Price

The Sales Hunter

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

Ignore the Request for a Price Discount

The Sales Hunter

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.

Should Discounting be a Sales Strategy?

The Sales Hunter

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.

Value Creation As A Form Of Discounting

Partners in Excellence

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.

Instead of Discounting, Use the Three Options Strategy

Dave Stein's Blog

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?

Discounting a Price to Close-Out Inventory

The Sales Hunter

Yes, you can discount your price as a way to close-out inventory or to get out of a particular business. Before you race out with a discounted price to help you out of a short-term problem, ask yourself what impact the discounted price is going to have on your regular business.

Sales Tip: How to Avoid the Discounting Death Spiral

Customer Centric Selling

Sales Tips and Techniques: How to Avoid the Death Spiral of Discounting in Sales Negotiations. Parachuting in from the outside, it seemed clear they were the vendor of choice and that they were in a death spiral of discounting. sales tips negotiation discounting

VIDEO SALES TIP: Walk Away Before You Discount

The Sales Hunter

Blog pricing discount discounting mary poul price sales discounting sales mastery summit video sales tipAre you prepared to walk away instead of lowering your price? You should be! Below is a short video sales tip that explains this vital sales skill more.

Year-End Price Discounts: Is This a Good Idea?

The Sales Hunter

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.