Hubspot Sales

MAY 24, 2023

Negotiation is a delicate balancing act. As a sales rep, you straddle the space between helping your prospect find a solution that works for them and protecting your company’s interests. This doesn’t mean you’re at your prospects’ mercy. Keep in mind that offering a discount should never be your first play.

Negotiation 116

Negotiation Hiring Margin Buyer 116

Sales and Marketing Management

MAY 12, 2019

Author: Todd Caponi Negotiating an agreement with a client is often perceived as requiring the development of a completely different selling muscle: During the sales cycle, we’re doing things to add value to the buying journey, building trust and providing the information a buyer needs to make a confident, informed decision. .

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Negotiation Discount Proposal Face-to-face 166

Hubspot Sales

JUNE 7, 2023

Every step of your sales process is a struggle in its own right, so by the time you reach the negotiation stage, it can feel like you've run a marathon — but you still have a ways to go. So in the interest of showing you exactly what not to do, we've put together a handy, seven-step action plan for losing a negotiation. Don’t prepare.

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Negotiation How To Buyer Face-to-face 107

Hubspot Sales

AUGUST 21, 2023

Price negotiation is central to virtually every sales process, and understanding how to properly prepare for one can be a big help in reducing stress and improving results — especially if you're new to the process. 10 Key Steps to Preparing for a Successful Price Negotiation 1. Confirm that there is actually a deal to negotiate.

Negotiation 76

Negotiation Hubspot Discount Guidelines 76

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. Successful negotiations require give-and-take. How to Reply to a Discount Request.

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Discount Prospecting Negotiation Margin 111

MTD Sales Training

MARCH 30, 2016

You’ve presented the product or service and the prospect has shown interest. You’ve discussed the value you could offer and the prospect has agreed that the product is right for them. The prospect asks for discount. Tell me, when you say you wish to have discount, can you tell me why?” .

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Discount Prospecting Margin How To 120

MTD Sales Training

DECEMBER 13, 2018

Negotiation comes from the root word ‘negotiat’ meaning ‘done in the course of business’. So, what are the top qualities needed today to negotiate to a great position for yourself or your business? Too many salespeople go into negotiations with only a vague idea of what will be a success. 4) Have patience.

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Negotiation Margin Positioning Insurance 174

Hubspot Sales

JULY 1, 2020

Negotiations come in various shapes, sizes, and scales. Virtually any sale can involve some kind of negotiation, so naturally, as a salesperson, it's in your best interest to understand how to be a shrewd negotiator. Do everything you can to help yourself anticipate how your prospect is going to negotiate.

Negotiation 128

Negotiation Strategy Decision Maker Scale 128

Anthony Iannarino

MAY 9, 2020

The salesperson has been clear on the investment from the very start, only to show up to get ink on paper to have the client ask for a massive discount. Several responses proposed merely walking away, with a few being insulted by being asked for a massive discount. ” or “Why are you asking for this discount now?”

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Negotiation Discount How To eBook 102

The Sales Hunter

AUGUST 20, 2013

Hands down it had what we were looking for and now comes the clincher — these guys will discount! First, you have to demonstrate to the prospect the system is the solution they’re looking for. Second, you have to negotiate a price knowing the customer is going to beat you up. ” Sales Motivation Blog.

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Discount Selling Skills Negotiation System 197

The Sales Hunter

APRIL 19, 2012

Negotiating with the prospect or offering a discount to a prospect to entice a sale is absolutely pathetic. Negotiate second. When you’re prospecting, you’re in the phase of the relationship where you’re trying to determine what the customer is looking for. Sell first.

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Negotiation Prospecting Discount Up-Sell 186

Customer Centric Selling

OCTOBER 21, 2021

“Make sure if you need to negotiate to get before you give.” – Frank Visgatis. In today’s episode, Frank and Tim expand on the hidden dangers of discounting and teach you how to prepare for the inevitable conversation. A customer will always ask for and most likely expect a discount. The post Is Discounting a Bad Idea?

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Discount Negotiation Course B2B 52

Hubspot Sales

OCTOBER 3, 2022

Plus, how you can leverage BATNA's key negotiation tactics to ensure your business and your customers are both benefitting from a deal. BATNA stands for Best Alternative to a Negotiated Agreement. When you're negotiating, you need to ask yourself, 'What are the concessions I'm willing to make? What does BATNA stand for?

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Negotiation Discount Customer Hiring 87

The Sales Hunter

JUNE 25, 2013

Professional buyers are just that because they know how to negotiate. Demand the largest volume discount price on all orders, regardless of size. Below are six common techniques buyers use when they are looking to take advantage of a salesperson. Buyers will… 1. Copyright 2013, Mark Hunter “The Sales Hunter.”

Negotiation 215

Negotiation Buyer Discount Selling Skills 215

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. Discounting your price should not be part of your vocabulary or thought process.

Discount 262

Discount Customer Service Closing Selling Skills 262

Hubspot Sales

FEBRUARY 1, 2018

Like most skills, your ability to negotiate improves with practice. There’s a lot on the line during a negotiation with the buyer. You need to focus on your objectives, your prospect’s goals, potential landmines, and more. Enter negotiation role play exercises. Get Comfortable Breaking Up with Prospects.

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Exercises Negotiation Guidelines Discount 129

Pipeliner

AUGUST 22, 2019

Regardless of the pricing model, you have worked hard to develop when push comes to shove, and often even before push comes to shove, salespeople cave in and offer discounts. If key stakeholders are not invested in the relationship with your company, they will have no qualms about pushing for discounts that hurt your bottom line.

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Discount Negotiation Forecasting Proposal 73

The Sales Hunter

JANUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. The Slippery Slope of Discounting. But quantity will never make up for the profits you did lose by selling at a discount. Mark’s Insights on PRICING.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

Sales Hacker

NOVEMBER 1, 2019

When it comes to negotiation, the goal isn’t a win… What you want is a win-win. True negotiations are all about coming to a mutual agreement on something where both parties feel like they got something out of the deal. Contrary to popular belief, you don’t “win” a negotiation by making the other person lose.

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Negotiation Discount How To Buying Cycle 85

Anthony Iannarino

OCTOBER 15, 2019

Here are four proven strategies for success in negotiations with a couple of prerequisites that increase your effectiveness. If you want to telegraph that you are going to discount the price that you provided your prospective client, you need only say these words: “Let me talk to my manager, and I will see what we can do.”

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Negotiation Strategy Discount Lead Rank 89

Pipeliner

AUGUST 30, 2019

Six Ways to Commit “Suicide by Discount”. It’s often tempting to discount your way out of sales trouble, but sometimes you’re doing more harm than good. While discounting is sometimes necessary, it’s often the biggest mistake you can make. Full disclosure here: I’m highly biased against discounting.

Discount 73

Discount Negotiation Sales Methodology Scale 73

Anthony Iannarino

APRIL 27, 2020

Not much attention is given to sales training for negotiation. Here is a guide to negotiating effectively in B2B sales. Here is a guide to negotiating effectively in B2B sales. The person in the more powerful position tends to have the upper hand in a negotiation. Prospecting is what levels the playing field.

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Negotiation B2B How To Discount 94

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?

Discount 65

Discount eBook Motivation Closing 65

Marc Wayshak

APRIL 24, 2024

Have you ever found yourself in a situation where everything seemed promising with a prospect, but when you revealed your price , they responded with, “This is too expensive”? It’s crucial not to immediately accept the notion that prospects find your offering expensive without examining your initial interactions.

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Objections Direct Response eBook Discount 81

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 5 Sales Negotiation Strategies that Work. Here are 5 sales negotiation strategies you can use: 1. Negotiate second. Don’t negotiate on price.

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Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

FEBRUARY 4, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 6 Sales Negotiation Tips You MUST Know. First, let’s clear up one thing: We sell first and negotiate second. Mark’s Insights on SALES MOTIVATION.

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Negotiation Motivation Hiring Ideal Customer Profile 206

Close.io

JUNE 4, 2018

But when a prospect turns into a bully, listing off all the reasons your product and company is terrible. But there’s a mantra you can use in these situations to regain your confidence and turn a bully prospect into a paying customer. The only logical reason a prospect is still talking to you is that they want to buy from you.

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Prospecting Negotiation Customer Discount 132

The Sales Hunter

JANUARY 10, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. STOP Letting Customers Control Sales Negotiations. If your customers are controlling sales negotiations, you need a better plan. Salespeople love to negotiate.

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Negotiation Ideal Customer Profile Customer Hiring 190

The Sales Hunter

MARCH 5, 2012

Negotiating is one of the best ways to close the sale, right? Too many salespeople are negotiating when they really should be selling. And let me tell you — negotiating is NOT the way. Okay, now back to this issue of negotiating and how it is killing your profit. But it will come with a hefty destruction of profit.

Negotiation 150

Negotiation Discount Policies Up-Sell 150

Braveheart Sales

JULY 28, 2020

Since they are more concerned with getting the best price or deal for themselves, they may feel the need to negotiate. They accept that behavior from their prospects as well and even expect it. All of this leads to discounting. Steps to Stop the Discounting. They shop for the best deal. So, guess what?

Discount 52

Discount Comparison Exercises Negotiation 52

The Sales Hunter

JANUARY 10, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. Sales Negotiation Strategies Checklist. Too many salespeople go into negotiations without any type of a plan. What are you negotiating about? Networking.

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Negotiation Motivation Strategy Hiring 181

The Sales Hunter

DECEMBER 9, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. Sales Negotiation: How Are Your Skills? Did you miss out on a big sale this past year due to your sales negotiation skills? discounting. negotiating.

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Negotiation Motivation Hiring Ideal Customer Profile 190

The Sales Hunter

JANUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. Sales Negotiating: The WHO, WHAT, WHEN, WHERE, WHY and HOW. Too many salespeople begin negotiating with customers too quickly. Mark’s Insights on PRICING.

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Negotiation Ideal Customer Profile Hiring Facebook 194

Hubspot Sales

APRIL 26, 2023

And even if you manage to convince a poor-fit prospect to buy, you're setting yourself up for an unhappy customer relationship and a potential hit to your reputation. To avoid the pitfalls of bad-fit prospects, look out for these seven signs you should give up on a deal. 7 Signs You Should Walk Away From a Prospect 1.

Prospecting 112

Prospecting Decision Maker Lead Rank Lead Scoring 112

The Sales Hunter

MARCH 1, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. The Best Way to Improve Your Negotiation Skills. First thing I believe with regard to negotiating is that you sell first, negotiate second. Networking.

Negotiation 170

Negotiation Motivation Ideal Customer Profile Hiring 170

The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 7 Sales Prospecting Ideas That Work. Here’s a list of 7 sales prospecting ideas you can use right now: 1. Give away prospects to others. Networking.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

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. We know in one way or another this will come up during the negotiation process and yet we’re still unsure how to respond to it. Can you do it for 10% less?”.

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Discount Negotiation How To Closing 54