What’s Your Margin On That Discount?

The Pipeline

The post What’s Your Margin On That Discount? 03 - Sales Leadership Change Management discounting Quota Tibor ShantoBy Tibor Shanto. A dollar here a dollar there, whatever it takes to get the deal and hit quota, right?

Margin 234

3 Tips to Avoid Teaching Your Buyers to Expect a Q4 Discount

Sales Benchmark Index

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. Article Pricing Strategy a losing battle achilles heel adam sheehan and quote bad behavior BDT buy buyers buying decision team configure CP!

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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 result is the sale that was already discounted becomes even more discounted due to the additional work involved. If your goal is to attract cheap customers, then by all means, discount your price.

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. Blog Breakthrough Sales University pricing breakthrough sales university discount discounting price

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. Blog pricing Professional Selling Skills discount discounting price price strategy

How To Handle A Client That Wants A Bigger Discount

MTD Sales Training

Now, what if your prospect that you’re dealing with wants a bigger discount ? What if you’ve already offered a discount and the prospect says ‘you’ve got to increase that discount?’. Firstly, ask why the discount is necessary. A prospect asking for a bigger discount than already on offer can be a warning sign to you that this particular person will always be looking for higher reductions, now and in the future. Offering Discounts offering discount

3 Ways To Handle Clients That Won’t Stop Negotiating Discounts

MTD Sales Training

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.

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! I would rather […]. Professional Selling Skills

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. 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? […].

#1 Way to Stop Discounting Your Price

The Sales Hunter

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. […].

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

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. Blog Closing a Sale pricing Professional Selling Skills close closing the sale confidence discount discounting price The issue comes down to not having a focused sales process and the confidence in themselves […].

When Should I Discount to Close a Deal?

The Sales Hunter

You’re thinking, “If I just discount the price, I will be able to close the deal.” Blog pricing Professional Selling Skills Prospecting discount discounting price valueLet’s face it — there’s not one salesperson who has not struggled with this issue. ” Does this hit home with you? I suspect it does, as it’s one of the most common issues thrown at me when I’m speaking […].

The 5 Best Phrases To Use When Offering Your Prospect A Discount

MTD Sales Training

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? 3) ‘Ok, can you tell me how much discount you’re asking for, and why exactly that amount?’. 5) ‘I can offer a discount, but only if there’s an increase in volume or a change to the payment terms.

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 […].

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. What % of your sales are made only because a discount is offered? Blog pricing Professional Selling Skills discount discounting price sales discount

Want Better Customers? Stop Discounting AND Raise Your Prices!

The Sales Hunter

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. I asked him one question which told me immediately what his problem was. The question I asked was: “What % […].

How to Get Your Reps to Stop Discounting

Sales Benchmark Index

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. Article Sales Strategy coaching training Configure Price Quote discounting make the number make your number Matthew O'Connor sales enablement sales training

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. Blog pricing Professional Selling Skills discounting sales discounting ” That’s right! And that would mean more money for you and your […].

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 […].

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 You have to use the power of contrast in the way you make your offer. Once you get the hang of it, you will find this to be one of the most effective ways to secure the […].

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. Sometimes these stories highlight points that. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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. Problem is they’ve told the market they discount! Are you or your company signaling the marketplace you will discount? Blog pricing Professional Selling Skills discount discounting price

Dealing with a Customer Who Demands a Discount

The Sales Hunter

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 rationale or the way they ask for it may vary, but the demand is the same — they want a lower price. First of all, keep in mind something I feel very […].

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?!” Blog Closing a Sale pricing discount discounting price video video sales tip ” You have to stop thinking that your customers are buying, when […].

Salespeople Who Give Discounts are Not Salespeople

The Sales Hunter

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. To offset their inability to do what they’re supposed to be able to do, they feel the way to close the sale is by offering a discount. My view when it comes to salespeople using a discount to close a sale is they are not a salesperson at all.

VIDEO SALES TIP: Are You Freaked Out by NOT Discounting?

The Sales Hunter

Have you come to believe you can only sell if you offer a discount? You need to stop relying upon the discount. A better approach is a policy of NO discounting. That’s right… make it a policy that you don’t offer a discount. Blog pricing Professional Selling Skills discount discounting price That’s crazy. What?! You don’t need to be freaked out about […].

“We Need To Discount….”

Partners in Excellence

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). I went back to the sales person, “I’m confused, why do all your deals need discounts? It was a morning of deal reviews.

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. If somebody is going to get a discount, then they have to be putting something up on the table for you. Blog Closing a Sale Consultative Selling Customer Service pricing discount discounting price sales discount

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. Sales business CEO coaching discount discounting negotiating prospect seminar speaker trainer training VP

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. You know the argument I’m talking about. In fact, I contend it’s more than an argument – it’s a disease that inflicts a high number […].

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. When I share this with salespeople, I first get a comment back, “No, you can’t do that.” ” Why can’t you ignore it? The strategy may seem like it won’t work, but it can and does work.

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. I did this video as part of the Sales Mastery Summit that Mary Poul hosted several weeks ago. Check it out: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. .

Discounting Your Price is Not an Option

The Sales Hunter

Does it make sense to discount your price to make a sale? Does discounting your price lead to more business? I could give you any number of reasons why discounting your price does not make sense, but let me say the number one reason is your integrity. When you offer someone a discount that you have not offered to someone else, what does that say about you? Once you discount for one customer, I guarantee you’ll come back and discount it again to another customer.

VIDEO SALES TIP: Discounting? Use this Strategy.

The Sales Hunter

If you know much about me, you know I’m not a big fan of discounting. If you find yourself having to discount, you MUST pair it with a reduction in service. How to discount correctly: Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Closing a Sale Customer Service pricing Professional Selling Skills discount discounting price I rarely think it should be done. BUT, I know that sometimes it has to be done.

Is There A Good Time To Offer Discounts? What To Do In A Stalling

MTD Sales Training

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? Episode 41: Is there a good time to offer discounts?

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. You will set yourself up for dismal failure, because low prices create lousy customers. Build your business around quality customers who see value in what you offer.

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 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. Without anymore hesitation, you offer a […].

Prevent Your Revenue Desk From Becoming the Discount Approval Board

Sales Benchmark Index

If you follow our Sales Benchmark Index blog, you have read our take on enhancing your Deal Desk to a Revenue Desk in the recent post “What Do You Do When Your Deal Desk Is Failing – Set up a.

Why Discounting At The End Of The Year Fails

Anthony Iannarino

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. Obtaining a discount doesn’t often outweigh their broader priorities.