Highspot

JANUARY 3, 2024

Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. Sales leaders and reps can efficiently navigate this crucial stage of the sales process with ongoing coaching and training. It’s a setback that makes you reassess your approach and wonder – what went wrong?

Closing 52

Closing Training Lead Rank Negotiation 52

MTD Sales Training

DECEMBER 16, 2019

Ask: What are the key challenges this specific customer is facing at the moment? For instance, if they are asking for a discount, find out the reason why a cheaper price is important to them. Here, we discuss five aspects of negotiation that will help you improve when carrying out those stages: Prepare with your customer in mind.

Negotiation 211

Negotiation Margin Discount Face-to-face 211

MEDDIC

APRIL 1, 2022

Why a MEDDPICC Training now? Sales leaders are usually conscious of the continuous need for training for their teams. However, they don’t necessarily see the specific issues and challenges they face every day, which could be resolved with our educational programs here at MEDDIC Academy. They don’t sell value.

Training 59

Training Discount Vendor Sales Methodology 59

Customer Centric Selling

DECEMBER 10, 2014

Sales Tips: How to Avoid the Discounting "Squeeze". By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. After asking a few questions it seemed clear that they were the vendor of choice and were in a death spiral of discounting.

Discount 81

Discount Negotiation Face-to-face Vendor 81

Mr. Inside Sales

AUGUST 29, 2022

You can make a measurable and instant impact by giving your team access to my proven On-Demand Training! To help you do that, I’m offering a one-time 30% discount on this award winning, Inside Sales Training Video Course. Need More Proven Responses to the Selling Situations You Face Every Day? See it here.

Training 31

Training Licensing Face-to-face Inside Sales 31

Smooth Sale

APRIL 18, 2024

However, you will likely also face many challenges and decisions along the way. The more time you give yourself, the less anxiety you will face in situations as they arise. Paying upfront typically includes a discount to save you money on the total cost of the insurance product.

Insurance 84

Insurance Insurance Hiring Face-to-face 84

Mr. Inside Sales

JANUARY 4, 2022

Now you can do so affordably and instantly with my On-Demand Training! And, for the first time EVER, I’m offering a whopping 50% discount on this award winning, Inside Sales Training Video Course. This 7-part training series will walk your team through the entire process of selling over the phone. Welcome to 2022!

Training 31

Training Licensing Face-to-face Gatekeeper 31

Sales and Marketing Management

FEBRUARY 18, 2019

Loyalty, at the end of the day, is not created by offering discounts or exceeding customer expectations. They train the customer on how to use the product (both initially and ongoing), which enhances perceptions of overall product quality and performance. Do you realize how time-consuming that is?”. I rarely ever do that.

Loyalty 290

Loyalty Banking Airlines Discount 290

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. Sales managers tend to train sales reps to avoid mentioning pricing on an initial approach call ! Longer sales cycles.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Leads 130

Pipeliner

AUGUST 21, 2023

We discussed the shift in search behavior and the challenges people face with the new way of searching. He explained that while AI can assist marketing creatives in working faster and generating more ideas, it’s crucial to ask the right questions and give the right commands to get quality output. I couldn’t agree more.

Scale 97

Scale Strategy Marketing Lead Rank 97

Hubspot Sales

DECEMBER 7, 2023

Buyer behavior: Many buyers are trained to buy at the end of the quarter or year. Anticipation of discounts: Buyers know that salespeople are more likely to discount the later it gets, so they wait in anticipation of discounts. If you want a lucrative Q4, read on for the best-kept secrets in the sales world. Set a goal.

Data 118

Data Discount How To Quota 118

Distribution Pricing Journal

SEPTEMBER 21, 2023

Understanding Price Reduction Discounting is a familiar tactic when trying to win large jobs in distribution. You also risk creating an expectation with all your customers that another discount is around the corner. Does this hold true for distributors? Can you reduce price to attract new customers?

Discount 52

Discount Distribution Customer Tourism 52

Sales Training Connection

FEBRUARY 21, 2014

Whether it’s the inability to provide the added value promised to a physician, like participating in a clinical trial, or not being able to offer the price discount you mentioned, or the failure to meet that delivery date promised to the VP of Logistics, all salespeople face the delivering bad news challenge. Be clear and concise.

Face-to-face 117

Face-to-face Customer Discount Training 117

MTD Sales Training

AUGUST 15, 2018

It’s one of the biggest challenges that salespeople face in today’s selling world, and one that most people ask about on our programmes; how do we deal with objections? By simply going into discount mode , you run the risk of giving your margin away without any justifiable reason, and the prospect may take advantage of it.

Objections 154

Objections Face-to-face Margin Discount 154

Smooth Sale

DECEMBER 1, 2023

Entice Your Automotive Customers Online Image Source Update Your Web Design Your website design is the face of the business and the selling point to focus on when it comes to your automotive business. While much shopping is done in person when it comes to car shopping, many make a start on the Internet. Improve Your Online Presence.

Automotive 108

Automotive Paid Content Customer Advertising 108

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 Find the right way to break a few sales call rules, and you can fast-track your company to a hefty market advantage. Longer sales cycles.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Sales and Marketing Management

MAY 18, 2018

Much less price sensitive (33 percent said they would need a discount of over 20 percent before they would defect). Much less price sensitive (33 percent said they would need a discount of over 20 percent before they would defect). In today’s experience economy, more and more consumers prioritize doing over having.

B2B 221

B2B Customer Social Media Face-to-face 221

SalesFuel

MARCH 20, 2024

Real estate agents must be licensed to operate in most states and also have some post high-school training. Real estate agents face increased competition from discount vendors including those who operate solely via the internet. Right now, she just needs to start getting more clients.”

Real Estate 52

Real Estate Hiring Licensing Demographics 52

SBI

MAY 12, 2020

JOHN: Selling is a critical activity in the B2B buying experience. The buyer and seller must be partners to understand the business challenges fully, the environment within which these challenges exist (technology), as well as the personnel dynamics (people). Sales Enablement often fails to support this relationship fully.

Discount 122

Discount Face-to-face Maximizer Lead Rank 122

LeadFuze

MARCH 9, 2021

How to train your team effectively with sales role play in 3 steps. Image Source: Elevate Corporate Training ). Sales role play scenarios are among the classic approaches you can use to: Prepare your new hires for real-world buyer-seller interactions. Close more deals. You’re at the right place. What to sell during a sales role play.

Hiring 105

Hiring Training Sales Qualified Lead Exercises 105

Force Management

OCTOBER 13, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Budgets are tightening, and decision makers are under increased scrutiny.

Strategy 107

Strategy Customer Discount Decision Maker 107

Pipeliner

FEBRUARY 9, 2020

Generally, it encompasses talent strategy, training, coaching, and content services. An event focus might look like “train and coast”, or “coaching sprint” then coast. Process looks like ongoing training or developing a consistent coaching cadence. Good Enablement Culture.

Customer 94

Customer Scale Discount Hiring 94

Braveheart Sales

FEBRUARY 24, 2022

They ask for discounts, knowing that the salesperson will be uncomfortable having the conversation. And unfortunately, when the buyer starts asking for discounts, and the salesperson is already uncomfortable discussing money, it becomes a freight train running off the profitability tracks. Hard to believe? So, guess what?

Lead Rank 52

Lead Rank Lead Scoring Discount Face-to-face 52

Allego

MARCH 31, 2023

Market-Leading Whenever I hear salespeople label their company as “market-leading” when I’m being sold to, I cringe and scrunch my face up. Discount Here’s a strong statement for you. Salespeople who serve up discounts to get deals done in their sales conversations are weak. ” What do I mean by that?

Discount 71

Discount Lead Rank Lead Scoring Conversion 71

Sales Training Connection

NOVEMBER 2, 2012

Sales training stickiness. Sales training and “stickiness” – two phrases often heard in the same breath when talking with VPs of Sales and Sales Training Directors. The need for sales training to be “sticky” is clear – no one disputes it … but everyone also agrees it’s tough to achieve. Maximize practice and feedback.

Training 103

Training Maximizer Face-to-face Discount 103

MTD Sales Training

NOVEMBER 1, 2011

The value of face to face selling at exhibitions is well documented, so in these testing times, where we all have fewer customers with less money to spend, it is imperative that we plan ahead and train our stand personnel to work harder and smarter than our competitors. Enjoy! . How To Maximize Your ROI At An Exhibition.

ROI 290

ROI Maximizer How To Face-to-face 290

Sales Training Connection

JULY 24, 2013

Sales training and “stickiness” – two phrases often heard in the same breath when talking with VPs of Sales and Sales Training Directors. The need for sales training to be “sticky” is clear – no one disputes it … but everyone also agrees it’s tough to achieve. A Classic – ’63 Corvette.

Training 105

Training Maximizer Face-to-face Discount 105

Braveheart Sales

FEBRUARY 24, 2022

They ask for discounts, knowing that the salesperson will be uncomfortable having the conversation. And unfortunately, when the buyer starts asking for discounts, and the salesperson is already uncomfortable discussing money, it becomes a freight train running off the profitability tracks. Hard to believe? So, guess what?

Lead Rank 52

Lead Rank Lead Scoring Discount Face-to-face 52

Braveheart Sales

FEBRUARY 24, 2022

They ask for discounts, knowing that the salesperson will be uncomfortable having the conversation. And unfortunately, when the buyer starts asking for discounts, and the salesperson is already uncomfortable discussing money, it becomes a freight train running off the profitability tracks. Hard to believe? So, guess what?

Lead Rank 52

Lead Rank Lead Scoring Discount Face-to-face 52

No More Cold Calling

APRIL 29, 2018

The course includes worksheets to help you build out your referral process, as well as role-playing scenarios that demonstrate how referral requests play out in real face-to-face conversations. Find out about my new LinkedIn Learning course—plus, what you might have missed from No More Cold Calling this month.

Referrals 136

Referrals LinkedIn Examples Cold Calling 136

Mindtickle

DECEMBER 8, 2022

Day after day, you plan your conversations, prep your sales collateral, make dozens of calls, face a lot of rejection, and, hopefully, make progress on moving prospects down the funnel. On a good day, you’ll close a deal or two. Managing a sales team is a lot of work, too. Sales leaders can get the insights they need to plan and prioritize.

Hubspot 98

Hubspot Top of Funnel Ideal Customer Profile Call-back 98

MEDDIC

MARCH 10, 2020

We are now facing an exceptional situation due to the Coronavirus outbreak globally. At MEDDIC Academy we are seeing scheduled SKOs and in-person trainings cancelled while significantly more users take online courses. To support and help learners in this situation, we have created a special discount on all our courses.

Cancellation 75

Cancellation Licensing Face-to-face Enterprise 75

Partners in Excellence

APRIL 8, 2022

As you look at every course, every driver faces exactly the same conditions for each course. It’s just fascinating to watch, learn about the teams, drivers, cars. I love looking at the racing strategies. In the early 2000’s I was fortunate in beginning to see a little of the behind the scenes work of the F1 teams.

Face-to-face 104

Face-to-face Competition Course Study 104

Hubspot Sales

DECEMBER 6, 2017

Well, let’s face it, deals closed on December 31st carry more weight than deals closed on January second. If you introduce an expiration date for terms or discounts and your prospect says they’ll still need a few weeks to decide, say, “ That’s fine, but this current discount will expire on December 10th. ”. The solution?

Closing 126

Closing Discount Face-to-face Negotiation 126

The Sales Hunter

NOVEMBER 25, 2011

You always face obstacles with the little things that get in the way or the fans who can annoy you. You face objections each day just like they face tough defenses in every game. Sales Training Tip #300: How Confident Are You? Sales Training Tip #305: How Valuable are You? discounting. sales training.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

Partners in Excellence

FEBRUARY 3, 2021

We will reinforce that with incentives or discounts. As managers and leaders, we face the same issues with our people. Somehow they believe they can make their customers buy, make them choose them, if only they do the right job in convincing the customer. All sorts of techniques are used to try to convince the customer.

Customer 122

Customer Case Study Face-to-face Incentives 122

MTD Sales Training

MARCH 2, 2017

You should have been asking questions around what their current situation is, what problems they are facing, the impacts that the problem is causing, what they would like to achieve and so on. In order to combat this you should have included them in the solution from the very beginning. So the prospect replies with “It’s too much money”.

Objections 120

Objections Face-to-face Discount Up-Sell 120