The Sales Hunter

MARCH 16, 2013

You are about to close and then the customer asks for a price discount. If you rely on a price discount to close a sale once, you will do it again and again. It will become your go-to method to meet your numbers. You risk so much when you give into the temptation to close a sale by discounting price.

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Discount Closing Video Motivation 187

MTD Sales Training

SEPTEMBER 13, 2017

Getting a further meeting with a client isn’t always that easy, especially these days when buyers are so busy that the urgent often takes over from the important. Here are three tips that will help you bag that next meeting: RAP Up The Current Meeting. Firstly, you Review what you have agreed at this meeting.

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Meeting Discount Buyer ROI 169

Anthony Iannarino

DECEMBER 18, 2019

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. But if they are going to buy anyway, why don’t they take advantage of the discount you offer them? Better Strategies.

Discount 65

Discount eBook Motivation Closing 65

Hubspot Sales

JULY 24, 2018

A discount can help accelerate a slow-moving deal, create goodwill, and give you leverage for requesting concessions. But you’ll only reap these benefits by discounting strategically -- not whenever your prospect asks for one. Of course, responding to discount inquiries during the actual negotiation is challenging too.

Discount 111

Discount Prospecting Negotiation Margin 111

The Sales Hunter

JUNE 8, 2012

I’ve yet to meet a salesperson who has reduced their price only once. I am committed to helping salespeople and companies understand why discounting is a bad sales strategy. This is where the focus of the sales process needs to be. It’s easy to cut your price. Anybody can do it. ” Sales Motivation Blog.

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Discount Strategy Guarantee Motivation 189

MTD Sales Training

JULY 10, 2017

So you’ve arrived 30 minutes early and you’re sitting in your car ready to go in and visit a prospect and you’ve made the cardinal sin and have not done any sales preparation for this meeting! What do you want to get out of this meeting? If they ask for discount what will your strategy be? Shame on you!

Sales Meeting 169

Sales Meeting Meeting Decision Maker ACT 169

SalesFuel

APRIL 8, 2024

By the time reps meet with a lead, the buyer has likely learned all about them and their competition. This includes pricing details, as well as offers and discounts. Sellers can no longer just walk into a first meeting and pitch their solution. This will help you when they want to negotiate pricing.

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Negotiation Buyer B2B Hiring 115

Customer Centric Selling

DECEMBER 10, 2014

Sales Tips: How to Avoid the Discounting "Squeeze". I was working with a client a few years ago and saw the CEO and CFO in a meeting to discuss pricing on a transaction for a large prospect. 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

The Pipeline

SEPTEMBER 9, 2020

We have some great news from the Proactive Prospecting Club , we have added a new course, and, members get a discount! Our new addition is timely “How To Conduct A Professional Video Meeting” Since the spring of 2020, it seems almost every meeting, sales, or otherwise is a video meeting.

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Course Hiring Video Discount 235

Force Management

OCTOBER 26, 2023

While gaining new customers is always a positive outcome for any organization, the ability of your sales representatives to sell additional products or services to existing customers is often the key to meeting your revenue targets consistently.

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Discount Resources Account Revenue 112

PandaDoc

AUGUST 18, 2020

Physical events and face-to-face meetings are still on hold in many places around the world and will be for an unspecified length of time. . However, if you want to meet your business goals, it’s essential to adjust and adapt to the new reality. Read on, and I’ll show you how to conduct the perfect virtual pitch meeting.

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Meeting B2B Face-to-face Follow-up 98

KO Advantage Group

JUNE 6, 2018

If there’s one question we often expect from our clients to come up but we almost always never have a response prepared, it would be any question pertaining to price discounts. Notice that your customer was only asking if you can give a discount, not demanding one and automatically hoping you’d give in to their request.

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Discount Negotiation How To Closing 54

The Pipeline

JUNE 18, 2020

Urgency is always a battle cry at sales meetings, one on one or the team. But if all you have is a discount and a free feature, you’re beat. You need to win over their minds and hearts, no one will risk their job for a 5% discount. Especially when they know that the discount will be available whenever they are ready to sign.

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Discount Quota Face-to-face Margin 297

Allego

DECEMBER 1, 2020

Like so many things, the National Sales Meeting (NSM) is undergoing an unprecedented change this year. The question companies are facing this year is how do we keep the spirit of a NSM meeting alive? Dos and Don’ts of Hosting a Virtual Sales Meeting. Use the live portions of your meeting to focus on fostering connections.

Sales Meeting 71

Sales Meeting Meeting Hiring Face-to-face 71

The Sales Hunter

AUGUST 26, 2012

One of the most common mistakes sales managers make is to have no direction for the sales meeting. This is why Secret #3 in my 10 Secrets to a Successful Sales Meeting is to announce the agenda ahead of time — and hold people accountable. That’s right! Make people come prepared and hold them accountable. (Be

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Sales Meeting Meeting Distribution Discount 170

The Pipeline

JANUARY 23, 2021

Managers have the opportunity to leverage proven practices while introducing ways to meet and maximize opportunities given the post-COVID opportunities. USE CODE SHANTO20 TO RECEIVE A 20% DISCOUNT. USE CODE SHANTO20 TO RECEIVE A 20% DISCOUNT. Why Attend? The proper use of the Activity Calculator for results.

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Coaching Discount Maximizer Webinar Metrics 220

Pipeliner

AUGUST 8, 2021

In this Expert Insight Interview, Josh Little discusses how to have fewer meetings and get more done. We often discount how much we need to coordinate and collaborate to do what we’re trying to do as a team. The post How to Have Fewer Meetings and Get More Done appeared first on SalesPOP! Value of Communication.

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Meeting How To Discount Video 52

The Pipeline

FEBRUARY 15, 2016

In the last of this series on proven ways to blow a meeting , we’ll look at two related opportunities that many sales people love to take advantage to derail a meeting. In a similar way, reps sometimes look at their agenda or meeting plan like holly scripture not to be messed with or deviated from.

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Sales Meeting Meeting Cancellation Buyer 120

The Sales Hunter

MAY 3, 2013

This is your opportunity to meet the best, learn from the best and become your best! If you register by May 6, there’s a discount ! I look forward to meeting you and hearing more about your sales journey! I will be speaking at a National Sales Conference in Denver in June. Denver, Colorado.

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Meeting Conference Discount Sales Leadership 158

The Pipeline

DECEMBER 8, 2020

Yet few sales professionals I meet have a formal process for reviewing the outcomes of opportunities in their pipelines. Although you must wonder what that relationship is worth when they are displaced with a 5% discount. Profiting from your past experiences is one of the most effective ways to elevate your game.

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Discount Pipeline Opportunity Meeting 235

Pipeliner

FEBRUARY 1, 2018

Sales meetings often expose lazy or short-term mindsets and, sadly, waste most of the participant’s time. You’re focused on the wrong thing if your sales meetings are dominated by the CRM projected on a big screen, and executed as accountability sessions for forecast commitments. I’ll start with a confession.

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Sales Meeting Meeting Forecasting Case Study 84

The Sales Hunter

JULY 12, 2014

I meet so many people who think if they can just get the sale — even at a discount — then they will eventually make up profit in the long run. Blog pricing Professional Selling Skills discount discounting price profit' Too many salespeople and companies look at profit the wrong way!

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Discount Video Selling Skills Up-Sell 232

Hubspot Sales

DECEMBER 7, 2023

Anticipation of discounts: Buyers know that salespeople are more likely to discount the later it gets, so they wait in anticipation of discounts. Set up a meeting with your manager to review your performance year-to-date. People aren’t likely to have meetings on their last day in the office before taking a vacation.

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Data Discount How To Quota 117

Sales and Marketing Management

FEBRUARY 18, 2019

Loyalty, at the end of the day, is not created by offering discounts or exceeding customer expectations. Rather, loyalty is simply a trust-based relationship that is established by meeting the needs of the customer on a consistent basis over time. This is the key to customer loyalty – not giving discounts.

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Loyalty Banking Airlines Discount 290

Partners in Excellence

NOVEMBER 9, 2023

Right now, for instance we are mid way through Q4, and we are struggling to meet our Q4 and Annual goals. As a result, we are looking at any hack that enables us to get those goals…… Your customers are just waiting for you to come to them with those deep discounts. They waste our time talking about their problems.

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Discount Pipeline Opportunity Tools 122

The Pipeline

MAY 23, 2011

LinkedIn: Social-ism Meets Capital-ism – Sales eXchange – 98. What happens when social-ism meets capital-ism? Going public changes things, it makes one central mantra superior to all others, that mantra being profit; in fact it now has to be profits that exceed Street expectations, because merely meeting expectations is not enough.

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

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. Prepare for the “Discount Talk”. We’ve found that prospects mention discounts in 50% of discovery meetings.

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Sales Qualified Lead Lead Rank Lead Scoring Leads 130

The Sales Hunter

FEBRUARY 15, 2013

When the sales funnel or pipeline is full, it’s amazing how much more confident we are when meeting with customers. There are a number of ways to decrease the temptation to cut your price and one very effective way is by having a full pipeline. Suddenly the urge to do something stupid just to close a sale is not nearly as strong.

Pipeline 202

Pipeline Discount Face-to-face Top of Funnel 202

Hubspot Sales

AUGUST 14, 2023

You have poor nonverbal communication when meeting. You're too passive when setting meetings with prospects. So when you’re setting a meeting, be willing to be assertive. For instance, don‘t over-thank them for accepting a meeting or ’“making time to meet”. You're too passive during meetings with prospects.

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Closing Proposal Negotiation Discount 120

Sales Evangelist

FEBRUARY 17, 2021

In today’s episode, Donald Kelly talks about the reasons why your discovery meeting is the most critical of all when it comes to sales. The challenging part of the sales process Many people make the mistake of taking discovery meetings for granted during the sales process. The closing side is when the transaction is completed.

Meeting 40

Meeting CRM Lead Nurturing Survey 40

Sales Evangelist

FEBRUARY 17, 2021

In today’s episode, Donald Kelly talks about the reasons why your discovery meeting is the most critical of all when it comes to sales. The challenging part of the sales process Many people make the mistake of taking discovery meetings for granted during the sales process. The closing side is when the transaction is completed.

Meeting 40

Meeting CRM Lead Nurturing Survey 40

Sales Evangelist

FEBRUARY 17, 2021

In today’s episode, Donald Kelly talks about the reasons why your discovery meeting is the most critical of all when it comes to sales. The challenging part of the sales process Many people make the mistake of taking discovery meetings for granted during the sales process. The closing side is when the transaction is completed.

Meeting 40

Meeting CRM Lead Nurturing Survey 40

Hubspot Sales

MARCH 12, 2018

There’s nothing more exciting or terrifying than a sales meeting. Ultimately, the goal of every sales meeting is to close the deal or move it toward that result. It works under any circumstance -- regardless of your industry or product -- and it’s a personal sales meeting agenda. What is a sales meeting agenda?

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Sales Meeting Meeting Closing Exercises 95

Sales and Marketing Management

FEBRUARY 27, 2020

know what kinds of discounts you can offer while “expanding the pie” in other areas to recoup those losses). If you can meet their lowered request, say so, but explain the trade-off in overall value. Perhaps you can maintain a premium scope while offering a first-month discount (e.g., Control the timetable. Trade for value.

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Negotiation Exercises Discount Proposal 270

Sales Evangelist

FEBRUARY 19, 2021

NetHunt - NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. We’ve talked about the importance of the discovery meeting in the previous episode. People see the close because it's part of the exchange.

Meeting 40

Meeting Licensing Discount CRM 40

The Sales Hunter

JANUARY 28, 2014

Undoubtedly, you have a quota or objective to meet, and for many salespeople it’s not just a volume amount, but also a dollar amount. The best way to do this is to minimize the use of discounts and maximize the revenue from each sale. They feel the only way they can close sales is with a discount.

Discount 185

Discount Selling Skills Objections Maximizer 185

No More Cold Calling

APRIL 26, 2018

More than 10 years ago, a marketing agency told me most sellers cave on price before prospects even ask for a discount. We’ve trained our buyers to expect discounts and that everything is negotiable. Invite Joanne to speak about referrals at your next sales meeting, conference, or event. Your referral business is sealed.

Negotiation 237

Negotiation Referrals Lead Qualification Discount 237