Chorus.ai
MAY 3, 2019
When we asked if he’d negotiate, without pause he offered additional product at a lower unit price. But why do we see the opposite occur so often in software sales with reps frequently and even proactively offering up discounts? First this included three bracelets for $10 and then five bracelets for $10.
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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The Sales Hunter
AUGUST 20, 2013
Recently, I began searching for a new software package for my company. Hands down it had what we were looking for and now comes the clincher — these guys will discount! Second, you have to negotiate a price knowing the customer is going to beat you up. Problem is they’ve told the market they discount!
Sales Hacker
DECEMBER 14, 2018
Of course, this means salespeople are also hyper-motivated to negotiate to hit that all-important number. As such, steep discounts are often on the table in a way that can feel as thrilling as a 50% off Apple Watch on Cyber Monday. For example, in the reference above, Apple doesn’t technically discount their technology on Cyber Monday.
Cincom Smart Selling
APRIL 6, 2017
Quotation management software does more than organize outstanding quotes. After months and months of arm wrestling, negotiating, cajoling, promising and flat out nose-to-nose hard selling, the prospect is signaling they want to buy. They say you offered a volume discount on product A. Quotation Management Software Has Your Back.
PandaDoc
MARCH 29, 2024
Key takeaways A deal desk is a cross-functional team assembled to oversee opportunity qualification, solution and proposal development, and negotiation stages of a sales process. Automation tools, such as software designed for business proposals or contract management, accelerate collaboration with all stakeholders.
Hubspot Sales
AUGUST 14, 2023
If you find yourself in this situation, don't be quick to chase down your buyer — doing so can weaken your negotiating position, and a pushy “just checking in” email can hurt your margins. You make unnecessarily drastic and tactless concessions when negotiating. Never pre-negotiate. Remain composed when you get here.
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