MTD Sales Training

APRIL 15, 2019

This podcast includes: How we deal with prospects who demand a discount. The post Prospects Who Demand Discount, The 5 Stages of Negotiation & A Quote From Benjamin Mays appeared first on MTD Sales Training. Episode 28: To my sales professional connections (and trainers). The 5 stages of negotiation.

Discount 120

Discount Negotiation Prospecting Training 120

Partners in Excellence

FEBRUARY 17, 2021

Discounting has reached Pandemic levels. Today, responding to a prospecting call earns a discount. Proposals come with a price and then either an automatically applied discount, or hints at a discount. Something like, “Buy by the end of the month and I can discount 15%! What If You Couldn't Discount?

Discount 160

Discount Margin Proposal Competition 160

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?” .

Discount 120

Discount Prospecting Margin How To 120

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

Pipeliner

MAY 22, 2020

Discounting gets a bad rap. Critics consider it an act of desperation, a last-ditch knee-jerk tactic vendors try when prospects get nervous and jittery about buying. Discounting is a Sure Sign of Sales Failure , proclaims one recent headline. Done right, discounting is hardly a mark of shame. Net worth: $16.7

Discount 98

Discount Vendor Buyer Retail 98

The Sales Hunter

OCTOBER 24, 2017

You’re thinking, “If I just discount the price, I will be able to close the deal.” Let’s face it — there’s not one salesperson who has not struggled with this issue. ” Does this hit home with you?

Discount 184

Discount Closing Face-to-face Selling Skills 184

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. Problem is they’ve told the market they discount! Are you or your company signaling the marketplace you will discount?

Discount 197

Discount Selling Skills Negotiation System 197

The Sales Hunter

OCTOBER 26, 2013

The prospect or customer who wears you down on price will wear you down on everything else. Never discount your price. You do not want the customers you attract by discounting. Blog pricing Professional Selling Skills discount price sales discounting' ” Sales Motivation Blog. .

Discount 215

Discount Video Selling Skills Motivation 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

The Sales Hunter

MARCH 23, 2017

Too many salespeople suffer from having to discount the price to close the sale. We can talk all we want about the need to create value for the customer, but if the salesperson still decides to cut the price then clearly something is not right. To understand this problem we need to go upstream […].

Discount 135

Discount Closing Prospecting Top of Funnel 135

The Sales Hunter

APRIL 12, 2014

Because the EASIEST way to sell without having to discount is through your referral business. Blog Prospecting prospect prospecting referrals sales referrals testimonials' If you aren’t dramatically increasing the level of referrals you receive, you are missing out on profit.

Discount 211

Discount Referrals Video Prospecting 211

The Sales Hunter

JUNE 23, 2017

What makes you think offering a discount is going to be an effective way to close a deal? The reasons are many, but none of them make any sense. The key is to be focused on the value the customer will receive and the outcome they will achieve by buying from you. You can’t cut […].

Discount 219

Discount Closing Sales Customer 219

Zoominfo

SEPTEMBER 3, 2020

So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? They are a component of campaigns where individual readers (who could be possible prospects) are sent crafted messages after they set off a configured trigger. Craft educational content for each of those stages.

Prospecting 262

Prospecting Scale Lead Nurturing Campaigns 262

Customer Centric Selling

OCTOBER 21, 2021

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. So, before you offer anything, you need to understand what you can get from the prospect in return.

Discount 52

Discount Negotiation Course B2B 52

Hubspot Sales

MARCH 25, 2024

Here it is: Prospects aren't always easy to deal with. So to help you get a sense of the kinds of buyers you need to look out for (and what to do when you‘re dealing with them), we asked some sales leaders for their takes on the most difficult types of prospects to work with and how to engage with them effectively. You're welcome.

Prospecting 98

Prospecting Cancellation How To Revelation 98

MTD Sales Training

MAY 16, 2017

The Correct Way to Offer a Discount: The Proper Price Drop. Reducing your price, offering discounts or “price dropping” is an extremely delicate issue requiring skill, practice and a strategy that when done right can do wonders for your business and career. Now you are ready to offer a discount. Step 2: Build Value.

Discount 120

Discount How To Objections Benefit 120

Understanding the Sales Force

JANUARY 22, 2024

They’re having a great conversation, the prospect needs what you have, there is money available, you’re with the decision maker, and you start making some assumptions about how good this opportunity looks. Enroll in Movie Night for Salespeople and enter discount code Jan23Blog at checkout to receive a $275 discount!

Closing 212

Closing Proposal Discount Decision Maker 212

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

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 Heretic

JUNE 30, 2015

One of the most frequent complaints I hear from sales directors, VPs, and CEOs is that their sales team—whether it’s internal or their distribution channel—discounts too much and too often. While it’s maddening, it’s also excruciatingly common. Here’s what drives that behavior: 1. So [.].

Discount 120

Discount Distribution Channels Negotiation 120

Pipeliner

APRIL 1, 2019

I can’t think of any concepts more misunderstood than price, pricing, and discounting. Let’s discuss five myths about pricing, and its Mr. Hyde alter-ego, discounting. Discounting is only going to convince your prospect to doubt the numbers. Myth #5: You can discount for “one time”, or for a “limited time”.

Discount 73

Discount Margin Policies Vendor 73

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

The Sales Hunter

JANUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. The Slippery Slope of Discounting. If you as a salesperson — or worse, if you as a sales manager — do not believe in the price of what you sell, then that is a bigger problem than whether you have a tendency to offer a discount.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

The Sales Hunter

JUNE 8, 2012

If the strategy is to reduce your price to close more sales, you first have to ask if price is even an issue with the prospect. I am committed to helping salespeople and companies understand why discounting is a bad sales strategy. Reducing your price in these situations is an entirely different issue.).

Discount 189

Discount Strategy Guarantee Motivation 189

Marc Wayshak

APRIL 7, 2022

In these scenarios, salespeople have usually done something that turns the prospect off —but they never get feedback, and so they have no idea what they did wrong. That’s why I made this video to show you the 10 things sales prospects hate about you …or most salespeople, anyway. Your prospects hate this extended chit-chat.

Prospecting 62

Prospecting Discount Intent Closing 62

The Pipeline

JULY 18, 2013

So if you are in Toronto, or driving or flying distance, mark down August 27 in your calendar, that is the day that we will be present the Proactive Prospecting Workshop. Sign up now and take advantage of the Early Bird Special, and multi attendee discounts. See full details here.

Prospecting 275

Prospecting Cold Calling Discount Maximizer 275

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

criteria for success

FEBRUARY 8, 2022

If you’ve been a sales manager for a while, it's inevitable that one or more people – or even your entire sales team – will get into a prospecting or selling slump. 7 Sales & Prospecting Slump-Busters. Have everyone set an individual weekly goal for how many prospecting activities they will perform. Give to get.

Prospecting 105

Prospecting Lead Rank Lead Scoring eBook 105

Braveheart Sales

JULY 28, 2020

They accept that behavior from their prospects as well and even expect it. All of this leads to discounting. Steps to Stop the Discounting. We know it can be tempting for salespeople to discount prices when the economy has tightened. So, guess what? And, guess what else? Avoid Setting a Precedent.

Discount 52

Discount Comparison Exercises Negotiation 52

The Pipeline

JUNE 18, 2020

The problem that needs to be fixed in their inability to prospect and bring enough viable opportunities to play. Rather than focusing on adding some real prospects, they turn to urgency. They should improve prospecting, not sprint times. But if all you have is a discount and a free feature, you’re beat. The Future is Now.

Discount 297

Discount Quota Face-to-face Margin 297

The Sales Hunter

SEPTEMBER 12, 2013

We all want better prospects. The question we have to ask ourselves is, “Do we get better prospects by simply finding more or do we get better prospects by taking the ones we have and making them better?” ” Here are 4 quick tips you can use to get better prospects by focusing on the ones you already have.

Prospecting 217

Prospecting Discount Selling Skills Follow-up 217

Zoominfo

SEPTEMBER 3, 2020

So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? They are a component of campaigns where individual readers (who could be possible prospects) are sent crafted messages after they set off a configured trigger. Craft educational content for each of those stages.

Prospecting 130

Prospecting Scale Lead Nurturing Campaigns 130

Crunchbase

NOVEMBER 9, 2021

Lead generation is pointless if it doesn’t result in a prospect and a conversion. Before we dive into how to drive conversions, let’s first unpack the difference between a lead and a prospect, and how to turn one into the other. Grow your revenue with all-in-one prospecting solutions powered by the leader in private-company data.

Sales Qualified Lead 111

Sales Qualified Lead Lead Rank Lead Scoring Prospecting 111

MTD Sales Training

DECEMBER 16, 2018

If you’re like most people, you probably answered something like ‘indecision on the part of the prospect’. Yes, the prospect being indecisive can be frustrating to you as a sales consultant. You’ve even discussed discounts for future business! You’ve covered over the objections they have raised. Happy Selling! Sean McPheat.

Prospecting 136

Prospecting Guarantee Discount Course 136

Pipeline

MARCH 12, 2024

From making the first contact to nurturing a lead, sales prospecting is a delicate art. You must determine which outreach channels your leads will respond to and approach your sales prospecting tactics accordingly. It lets you engage with a prospect directly and answer their queries in real time. You must do it right, but how?

Cold Calling 52

Cold Calling Prospecting Buyer Persona How To 52

The Sales Hunter

MARCH 12, 2015

The last thing any salesperson needs to be concerned about is their price when they find themselves talking to a new prospect. I have watched far too many salespeople mentally take themselves out of the running with a prospect, all because they’re fixated on thinking their price is going to be too high. Your […].

Prospecting 100

Prospecting Discount Selling Skills Sales 100

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