MTD Sales Training

MAY 16, 2018

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? Do you not feel the product is worth the money?’.

Discount 175

Discount Prospecting Exact Competition 175

Trinity Perspectives

SEPTEMBER 8, 2021

In sales, sometimes we default to providing a discount because in the absence of anything else, the easiest lever to pull is price. But offering a discount has a negative impact for several reasons: It costs you money. Discounting does more subtle damage, too. Discover and negotiate, don’t discount.

Discount 62

Discount Construction How To Vendor 62

Partners in Excellence

DECEMBER 19, 2019

This time, the discussion started on “creating value,” and devolved into a discussion of discounting. Bob Apollo kicked off the discussion with the premise: Discounting is a sign of failure. I realized that people confuse pricing strategies and discounting. It’s something I wholeheartedly agree with.

Discount 63

Discount Ideal Customer Profile Sports Retail 63

MTD Sales Training

AUGUST 17, 2017

So, firstly find out what why they are asking for discount. A good phrase to use when you are checking the validity of the position your buyer is taking is something like: “What I may be able to consider is…”. It helps you both set a position from which to negotiate from. Aren’t they the same? Happy Selling! Sean McPheat.

Discount 120

Discount Negotiation Face-to-face Buyer 120

MTD Sales Training

AUGUST 17, 2017

If you want to negotiate a discount and you’re a buyer then I’ll give you some phrases to use. Conversely if you’re a sales person I’m going to give you some phrases on how to counter buyers who are haggling and negotiating for a discount. So, firstly find out what why they are asking for discount. Aren’t they the same?

Discount 120

Discount Negotiation Buyer Face-to-face 120

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.

Discount 73

Discount Negotiation Forecasting Proposal 73

The Sales Hunter

JUNE 8, 2012

My direction to the salesperson is to work to position their offering to the customer to allow them to see enough value that either equals or exceeds the price. I am committed to helping salespeople and companies understand why discounting is a bad sales strategy. I would love to receive your questions on this vital topic of pricing.

Discount 189

Discount Strategy Guarantee Motivation 189

SalesFuel

APRIL 8, 2024

This includes pricing details, as well as offers and discounts. They might also have insight into any promotions or discounts you or competitors offered in the past. Demonstrating buyer-specific value, empathy and confidence in your own solution positions you to handle cost-related objections.

Negotiation 115

Negotiation Buyer B2B Hiring 115

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.

Discount 112

Discount Resources Account Revenue 112

MTD Sales Training

DECEMBER 16, 2019

Concentrate on Interests not Positions. For instance, if they are asking for a discount, find out the reason why a cheaper price is important to them. The problem is that the other person could see your drop to £150 as a ‘bargaining position’. Determine your walk-away position. Don’t concede…trade. Stick to that decision.

Negotiation 211

Negotiation Margin Discount Face-to-face 211

Zoominfo

SEPTEMBER 30, 2020

If she were accepted, she’d get a lifetime discount — all she had to do was promote the brand on her social media pages (and hopefully make some sales). Even better, the email had a 35% discount code for her first purchase, which she had to make in order to activate her ambassador status. Become a Rep,” it read.

Hiring 246

Hiring Loyalty Discount Social Media 246

Sales Hacker

DECEMBER 14, 2018

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. And sometimes, a discount is just a discount, and you should grab it while it’s hot and save that money.

Discount 65

Discount Software Software Vendor 65

The Sales Hunter

FEBRUARY 4, 2014

SECRET 2: Position Your product/service to warrant full price. SECRET 3: Position yourself and your selling process to command full price. Just as you have to make sure your product/service is positioned to warrant full price, you have to make sure you are too. SECRET 5: Don’t offer discounts.

Discount 241

Discount Face-to-face Selling Skills Groups 241

Increase Sales

MARCH 14, 2012

Salespeople are quick to defend their need to discount with the belief that this is the only way they can close the sale. I wanted to provide salespeople with proven solutions to avoid the discounting madness. How you position not only yourself, but also what you sell in the eyes of the customer is vital in securing full price.

Discount 131

Discount Face-to-face Facebook Negotiation 131

Janek Performance Group

JANUARY 16, 2024

On the positive side, consider the following benefits: A salary-only compensation plan offers security for the employee and dramatically simplifies things for the employer. In some instances, salary-only sales can be positioned as a more “transparent” marketing differentiator.

Compensation 118

Compensation Salary Commission Margin 118

Pipeliner

APRIL 17, 2024

Additionally, offering timely promotions and discounts can attract guests looking for value, ensuring your occupancy rates stay high even during slower periods. Enhance Guest Experiences To Boost Positive Reviews Lastly, the overall guest experience can profoundly impact your success.

Lead Rank 52

Lead Rank Strategy Lead Scoring Social Media 52

Janek Performance Group

APRIL 15, 2024

Here are 10 tips to help sellers maintain control of a sales negotiation to achieve win-win outcomes: Sales Negotiation Tips Preparation The more you know, the stronger your position. Think of it this way, if you could lower your price by 10%, start out with a 2 or 3% discount to leave yourself some room for additional concessions.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

The Pipeline

APRIL 6, 2021

The victim develops positive feelings toward the person holding them captive or abusing them. The victim develops positive feelings toward the person holding them captive or abusing them. Doing a much better job selling the manager on the discount than selling the value to the prospect. Stockholm Syndrome.

SME 299

SME Lead Rank Lead Scoring Discount 299

Partners in Excellence

JANUARY 20, 2022

Some of you may be smirking, saying, “Dave, you don’t get it, what about discounting–that’s sales taking pricing actions.” ” There are several issues at play, but they are really not pricing issues: Sales may be allowed to to discount by certain amounts, without any needed approvals.

Discount 99

Discount Negotiation Sales Cycle Sales 99

Sales and Marketing Management

FEBRUARY 18, 2019

My account manager, the person I have dealt with for the last 10 years, just left Bank XYZ and took a position at Bank ABC.”. Loyalty, at the end of the day, is not created by offering discounts or exceeding customer expectations. A loyalty program is much more than offering a card that gives discounts to your customers.

Loyalty 290

Loyalty Airlines Banking Discount 290

Allego

MARCH 31, 2023

Do say this: “One of the main drivers similar people in your position and organization have decided to work with us is…” 3. Discount Here’s a strong statement for you. Salespeople who serve up discounts to get deals done in their sales conversations are weak. Now, I’m not saying we should NEVER give discounts.

Discount 71

Discount Lead Rank Lead Scoring Conversion 71

Sales and Marketing Management

FEBRUARY 27, 2020

Jot down various contingencies, both positive and negative, and consider what it would mean for you. know what kinds of discounts you can offer while “expanding the pie” in other areas to recoup those losses). Perhaps you can maintain a premium scope while offering a first-month discount (e.g., You must be prepared.

Negotiation 270

Negotiation Discount Exercises Proposal 270

Zoominfo

DECEMBER 6, 2021

Send them an automated request email with a discount code or landing page link. Scenario Customer referrals with compelling stories of success with your solution can be a significant contributor to your business pipeline. Make it easy for your customers to give referrals. Run some A/B tests and roll with what works best for you.

Referrals 100

Referrals Customer Incentives Incentive 100

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. By pairing HubSpot's capabilities with targeted strategies, we position ourselves for a strong Q4 performance,” Tim says. Pull out the discount. Demo in bulk.

Data 117

Data Discount How To Quota 117

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.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Leads 130

MTD Sales Training

JUNE 4, 2019

It adds meaning to why they are positioned where they are. Special terms and conditions: When done with tact, these can assist the prospect in talking to others who are in partnership with making the decision to work with them, and can build value in their eyes without having to resort to discounts. Nothing wrong with this, of course.

Case Study 255

Case Study How To Discount Decision Maker 255

Sales and Marketing Management

SEPTEMBER 8, 2018

After a week and a half, a 20 percent off discount opportunity becomes available to your interested subscriber. By strategically positioning your emails in a progressive sequence, you can turn even the most resistant prospects into vulnerable prospects that are most likely to convert. Day 4 – Product recommendation and Discount.

Case Study 237

Case Study Discount Webinar Metrics How To 237

Hubspot Sales

AUGUST 21, 2023

Make sure you‘re not rushing into a closing call or trying to leverage a discount to force a deal’s timing. Here's what that might sound like: “We can set up this call to talk about pricing, but for me to get a discount approved it’s better if we have all the people on the call. discount can be effective in some scenarios.

Negotiation 76

Negotiation Hubspot Discount Guidelines 76

Hubspot Sales

MAY 5, 2023

In times of economic uncertainty, it can be tempting to slash prices and offer deep discounts. While some discounting is normal, it's important to approach this strategy with caution. Fortunately, you can incentivize your prospects without offering steep discounts. A little pressure can be a great motivator for salespeople.

Consumer 100

Consumer Trends Strategy Data 100

Partners in Excellence

AUGUST 14, 2013

Professional procurement is taking a strategic position in the “C-Suite.” The insights they bring to the organization–opportunities to improve, things the company might to differently, strengthening the brand, improving positioning are all becoming important components of the modern procurement professional’s job.

Discount 92

Discount Vendor Exercises Sales Operations 92

Sales and Marketing Management

MAY 12, 2019

You’ll also find tips including, “aim high, open with an extreme position” and “the secret to gaining the upper hand in a negotiation is to give the other side the illusion of control.”. Extreme position? Can they commit to more technology to earn a higher percentage discount? Can they pay faster to earn a higher discount?

Negotiation 166

Negotiation Discount Proposal Face-to-face 166

Alice Heiman

NOVEMBER 23, 2020

Train your sales team on why the pricing is what it is; share how to position the pricing through the sales process and support them in closing the sal e without discounting. . Mark and I talked about the reasons for salespeople to discount. Who is in charge of prospecting? . Listen Now.

Ideal Customer Profile 91

Ideal Customer Profile Discount Sales Process Up-Sell 91

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. Again, that kind of “aw shucks” mentality undermines your position and — like so many other mistakes covered on this list — projects a lack of confidence.

Closing 120

Closing Proposal Negotiation Discount 120

The Sales Hunter

MAY 28, 2013

This is the worst attitude you can have, because the attitude is going to cause you to discount your price. What you’re doing is positioning the person to realize how giving out a quick price is simply something you can’t do. Blog pricing customer discount discounting price sales discounting sales pricing'

Discount 253

Discount How To Motivation Objections 253

Partners in Excellence

JUNE 5, 2023

What must they address now, that if they fail to, they may not be in a position to address in the future? No amount of discount, will cause them to spend money, if they aren’t required to make a change. They can defer productivity improvements if there are more critical issues they must deal with today.

Discount 92

Discount Government Face-to-face Buyer 92

Bernadette McClelland

NOVEMBER 13, 2022

It is a proven path, that when applied, positively impacts the economy, business cultures and individual growth. Our External Stories. This is what sales teams need not just to bridge the competitive gap, but create the competitive gap with one leaders saying, ‘why didn’t I think of this approach myself’?’.

Ideal Customer Profile 195

Ideal Customer Profile Decision Maker Enterprise Enterprise 195

The Sales Hunter

AUGUST 13, 2013

My point of this discussion is simple: First, position your price over the lifetime of the value the customer is going to receive. Second, position your price over the lifetime of the additional time the customer is going to gain. Both approaches work great and will help you close more sales without having to discount your price.

Discount 195

Discount B2C Positioning Software 195