Customer Centric Selling

JULY 28, 2014

Sales Tip: Understand the Value of Your Offering to Your Prospect. “Do you understand the value of your offering to your prospect?” They struggled to sell it, and when they did, it was often at a deep discount. Take a look at the sales training workshops available to get started and improve sales performance.

Epiphany 61

Epiphany Prospecting Discount Engineering 61

The Pipeline

NOVEMBER 26, 2019

The basic gist was a Reader’s Digest version of the message they would deliver live to a prospect on the phone. The problem is buyers are jaded and discount much of what sellers say. But I have a captive audience in a workshop, on voicemail you don’t. The most common error was front and centre in a post on LinkedIn last week.

Call-back 319

Call-back Forecasting Face-to-face Buyer 319

Customer Centric Selling

NOVEMBER 17, 2014

When we conduct sales training workshops , our goal is equal parts skills transfer and equal parts behavior modification. One of the behaviors we work to condition out of salespeople through a combination of education and training is the tendency to default to percentage discounts in an attempt to close business.

Discount 81

Discount Negotiation Margin Education 81

Janek Performance Group

DECEMBER 7, 2021

Then, before I knew it, I was ready to start calling prospects. We started discounting the little things. He recruited the best basketball prospects in the country. The sales manager jumps on a call and takes over the presentation in front of the prospect. I learned how he did sales, both the good and the bad.

Sales Leadership 118

Sales Leadership How To Hiring Coaching 118

Hubspot Sales

MARCH 19, 2019

Not only are you paying for the training itself and related expenses, but your sales team is also losing prime selling hours to attend workshops and sessions. If your sales team isn't proficient at calling, prospecting, and other foundational competencies, that's a hiring issue rather than a training issue.

Training 84

Training Hiring Discount Hotels 84

Nutshell

JULY 5, 2019

And that’s why they hold so much weight with leads and prospects. It’s like getting somebody to do your prospecting —for free. It requires minimal effort on their end (a couple of emails and they’re done), and they get a discount or reward to keep using a service they’re already using.

Referrals 85

Referrals B2B Top of Funnel How To 85

Vendor Neutral

JULY 16, 2021

Mark Hunter helps companies and salespeople find and retain better prospects they can close at full price. Hunter accomplishes such through his keynote speaking, sales training, consulting services, and 3 best-selling books: A Mind for Sales, High-Profit Prospecting, and High-Profit Selling.

Cold Calling 52

Cold Calling Hiring Webinar Metrics Advertising 52

The Pipeline

MARCH 6, 2012

In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Prospecting. 3 R’s of Prospecting Success. Negotiations. Next Steps. Objection Handling. On-Line Conference. Plagiarism.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Janek Performance Group

DECEMBER 20, 2021

How you, as the sales leader, act with your team will be duplicated by how your sellers act with their prospects. It’s okay to disagree but it’s not okay to disrespect the other person by ignoring them or discounting their opinion. As a leader, you want the people on your team to trust you.

Sales Management 118

Sales Management Hiring Lead Rank ACT 118

Apptivo

OCTOBER 3, 2022

Activities that are focused on getting prospects to notice the brand, its business proposition, and its value offerings are typical strategies to attract potential customers. The goal is to ensure that the prospect is aware of the brand as it lowers the barriers when the actual sales call / sales interaction is made. Strategies: 1.Engagement

Marketing 98

Marketing Lead Rank Lead Scoring Loyalty 98

Don on Selling

JANUARY 3, 2020

You may also pay extra fees to attend exclusive breakfast or lunch workshops. You may be able to squeeze in some extra work between workshops or the early mornings or late evenings. While you may pay for some events, if you visit a booth and show real interest in the vendor, you could receive a free or discounted pass.

Trade Show 52

Trade Show Hotels Vendor Conference 52

The Pipeline

JULY 15, 2011

Discounting works on the Internet, too – but be careful. Discounting price also discounts value. Be careful about a blanket discount that can reduce the perceived value. This is one way in which discounting can work – sign up before midnight tonight to get 35% off. Prospecting. Negotiations.

Pipeline 243

Pipeline Twitter Discount Hiring 243

SalesProInsider

MAY 16, 2017

One group at a discounted rate in order to gain access to hundreds more? Yes, I did… I agreed and personally spent the next 16 months providing services at a big discount. So what can you do to never ever ever let yourself allow big discounts or give lots of extras when you are promised a future payoff or wooed with compliments?

Discount 72

Discount Lead Rank Lead Scoring Buyer 72

Anthony Cole Training

APRIL 19, 2011

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Engage prospects in a more meaningful dialog. Fix Your Problem Now. Sales (34).

Hiring 181

Hiring Ideal Customer Profile InsideView Webinar Metrics 181

Customer Centric Selling

FEBRUARY 22, 2017

During a workshop I was teaching I asked the VP Sales (Phil) if he was using their offering to forecast. At this point I asked him: Phil, do your sellers tell prospects they’ll have similar forecast accuracy rates? It ultimately produced neater looking reports that were just as far off the mark as the spreadsheets that had been used.

Hiring 63

Hiring Forecasting Pipeline Discount 63

The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. As a professional speaker, Jeff Beals delivers energetic and humorous keynote speeches and workshops to audiences worldwide. Related posts: Sales Prospecting: Office Phone or Cell Phone? discounting. prospecting. Client List.

Motivation 155

Motivation Real Estate Hiring Construction 155

The Sales Hunter

JANUARY 9, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. She is CEO of BRODY Professional Development, a business communication and presentation skills company that offers tailored training programs, workshops, keynote presentations, and executive coaching. discounting. prospecting. Client List.

Motivation 167

Motivation Ideal Customer Profile Negotiation Hiring 167

The Sales Hunter

DECEMBER 12, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. discounting. prospecting. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Selling a Price Increase. Negotiation. leadership.

Motivation 147

Motivation Real Estate Training Hiring 147

MEDDIC

DECEMBER 16, 2021

You have more time available, and your prospects are more sophisticated. We go through this in many parts of the Advanced MEDDPICC® course at MEDDIC Academy and our workshops. Buyers want to reduce that cost, ask for discounts, try to save money. That price or cost is always too much.

Sales Methodology 52

Sales Methodology Groups Course Buyer 52

Customer Centric Selling

SEPTEMBER 27, 2016

The year is coming to an end for both you and your prospects. Request for resources from prospects that aren’t real. Pressure for excessive fourth quarter discounts by prospects, etc.? Use the ‘Gentle’ or ‘Hard’ emails that I introduced in your workshop, depending upon the circumstance. Are you prepared?

Decision Maker 40

Decision Maker Negotiation Forecasting Proposal 40

Customer Centric Selling

FEBRUARY 22, 2016

It’s a great buyer question that often elicits “knee-jerk” discounting. A few years ago, I coached a seller and manager through closing an order with a prospect. Once sellers start discounting, smart buyers press for and often receive further concessions. Many sellers find this request difficult to handle.

Discount 40

Discount Decision Maker Vendor Negotiation 40

Customer Centric Selling

DECEMBER 7, 2016

The selling year is coming to an end for both you and your prospects. Pressure for excessive fourth quarter discounts by prospects, etc.? You want to spend this limited time working with the prospects that are real. Take a look at the sales training workshops available to get started and improve sales performance.

Decision Maker 40

Decision Maker Intent Sales Forecasts Discount 40

Customer Centric Selling

APRIL 22, 2015

Often prospects aren’t focused on the business outcomes they seek. Those that are willing to buy will almost certainly expect incentives (concessions and/or discounts) for buying sooner than they expected. There are few instances in B2B transactions when closing and discounting will work if sellers aren’t the vendor of choice.

Closing 40

Closing Decision Maker Buying Cycle Discount 40

The Pipeline

JULY 18, 2011

Every December the “Leadership”, would roll out the same special offer, an annual subscription for $30,000 if the customer committed before the all-important year-end, a $6,000 discount for those who bit. The other obvious lesson learned was not to sell at a discount. Prospecting. 3 R’s of Prospecting Success.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

Pipeliner

FEBRUARY 1, 2018

In nearly every case, it’s a mistake to fire up that blowtorch and pressure your salespeople to go out and blow-up a deal through the application of clumsy pressure, or making ill-conceived discount offers with hollow threats to increase price if they don’t buy on time.

Sales Meeting 84

Sales Meeting Meeting Forecasting Case Study 84

The Pipeline

NOVEMBER 11, 2011

And they always needed to, because clients had figured out that if they wait to the last week of the month, the company would cave in a sell at a discount. Prospecting. 3 R’s of Prospecting Success. They followed up in a week, and again a week later if they needed to. Negotiations. Next Steps. Objection Handling.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

Customer Centric Selling

SEPTEMBER 25, 2015

The year is coming to an end for both you and your prospects. Send an email to all C (Champion) prospects, followed by a personal phone call, advising them that this is a critical quarter and asking them if it is their intent to make a selection decision by the end of December. Are you prepared? Take control of your sales pipeline.

Decision Maker 40

Decision Maker Negotiation Forecasting Proposal 40

The Pipeline

JANUARY 13, 2012

The reason you have the end of quarter derby, is that most sales people don’t prospect or close enough along the way, and as the finish line nears they go into closing mode. Prospecting. 3 R’s of Prospecting Success. Haven’t a clue. What’s in Your Pipeline? Tibor Shanto. Negotiations. Next Steps.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

Customer Centric Selling

MAY 15, 2015

Most sellers are unaware of the internal competition for funding initiatives within prospect organizations. A student selling accounting software to heating oil distributors realized during a workshop he lost a recent sale because the business owner decided to buy a delivery truck instead. Save yours now!

How To 40

How To Vendor Proposal Buyer 40

Nutshell

DECEMBER 5, 2019

Date: March 10-11, 2020 Location: Four Seasons Resort Orlando at Walt Disney World; Orlando, FL Ticket cost: $795 for standard admission; earlybird discounts available. When it comes to prospecting productively, you’d be hard pressed to find a better conference. Conference Orlando. Host: Sales 3.0

Conference 124

Conference Top of Funnel Networking Hotels 124

Customer Centric Selling

APRIL 1, 2013

There is a relatively straightforward way to remove sellers and vendors from making claims that buyers doubt and/or discount. While all these comments are positive, they don’t provide compelling value to prospective buyers. Services are now discounted 15% of the time vs. 50% prior to implementing CCS™.

Training 40

Training Discount Vendor Margin 40

OnePageCRM

MARCH 8, 2017

Ways to pitch your price to a prospect (Behavioural economics). Lead with a high price and let it ruminate in the prospects mind, before revealing the actual price they’ll pay. Think about offering a 1-2 month discount for annual subscription plans to encourage a longer-term commitment. Should you offer discounts or go freemium?

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

The Pipeline

MAY 23, 2011

For a nominal monthly charge of $49 they will deliver 100 LinkedIn connections per month, you want 200, you get a discount price, only $89 per month. Prospecting. 3 R’s of Prospecting Success. The site, well check it out! In case that is not social enough for you, they offer 500 Facebook Fans a month for $96 per month.

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

OnePageCRM

JANUARY 29, 2018

Do you know how many prospects or customers you actually talked to face-to-face last year? Conferences are a great opportunity for salespeople to connect with potential prospects, network with like-minded people and learn about new technologies all of which can help them grow their business. Check out speakers and agenda here.

Conference 43

Conference Twitter Face-to-face Inbound 43

Customer Centric Selling

MAY 24, 2013

Most of the time, customers (and prospective customers) are great. Your best defense: In your initial meeting, determine the prospect''s financial result of NOT buying. The Surpriser They seem to negotiate in good faith but, just after you''ve made an agreement they demand a huge discount "or the deal is off." or anyone else.

Training 49

Training Customer Proposal Decision Maker 49

Customer Centric Selling

DECEMBER 20, 2016

Discounting: What has it cost you in 2016? Based on your analysis of your customer base, prospects and 2017 revenue requirements, you need to establish goals for what you need to accomplish. Identify the ‘Top Ten’ prospects that you will carry into 2017. Top Ten Prospects carried over from 2016. Step 3: Set Goals.

Revenue 40

Revenue Territories How To InsideView 40

The ROI Guy

MARCH 28, 2018

Checkout Tool activity reports to see how many analyses are being created for prospects, and more importantly, the number of analysis reports being generated. Discounts applied 4. Step #2: Assuring Adoption Second, after the word is out and awareness has been validated, it’s time to assure successful adoption. Win rates 2.

ROI 45

ROI Tools Sales Tools Sales Qualified Lead 45