The Sales Hunter

AUGUST 20, 2013

Hands down it had what we were looking for and now comes the clincher — these guys will discount! In my book, that is a pretty lousy sales process. Problem is they’ve told the market they discount! Are you or your company signaling the marketplace you will discount? ” Sales Motivation Blog.

Discount 197

Discount Selling Skills Negotiation System 197

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

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Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

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. This mindset shift is essential as it helps salespeople control the buying process and avoid discounting.

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Discount Negotiation Course B2B 52

MTD Sales Training

FEBRUARY 26, 2019

Sales is a complicated, never-ending process of building relationships with prospects, building trust, answering questions, and moving the whole procedure through to the commitment stage. If you don’t evolve your sales processes accordingly, you may be left behind when it comes to customer expectations. Happy Selling!

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Sales Process Decision Maker Cold Calling Buyer 185

The Sales Hunter

APRIL 23, 2013

Am I taking a discount to match a competitor’s price? If this is a new customer, how do I expect to ever get the price up to the full amount if I’ve now sold it to them at a discount? If this is an existing customer and I offer a discount, will they think I’ve been overcharging them up to now?

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Discount Closing Up-Sell Motivation 215

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.

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Discount Prospecting Negotiation Margin 111

The Sales Hunter

JUNE 8, 2012

This is where the focus of the sales process needs to be. For more insights on pricing, visit this article section of my website or invest in yourself by getting my book High-Profit Selling: Win the Sale Without Compromising on Price. Copyright 2012, Mark Hunter “The Sales Hunter.” Anybody can do it.

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Discount Strategy Guarantee Motivation 189

Braveheart Sales

JULY 30, 2020

Discounting and selling in bad economic times seem to go hand in hand, and they shouldn’t. Selling value is the way to avoid discounting. Here’s another way to help sellers avoid discounting and sell value – A repeatable sales process. What It Takes to Create a Sales Process.

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Sales Process Discount Proposal ROI 59

Close.io

JULY 9, 2018

Step 1: Design a simple sales funnel. Your sales funnel is the backbone of your entire sales process. Your sales funnel will tell you where your sales process is breaking. The more you know about your sales process, the faster you can optimize it. Start at the top of the funnel.

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Sales Process Top of Funnel Ideal Customer Profile Funnel 127

Braveheart Sales

JULY 28, 2020

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. To go further, we can help in a more customized way through training, coaching and by instituting repeatable predictive sales processes, and a qualifying discipline.

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Discount Comparison Exercises Negotiation 52

RAIN Group

JUNE 13, 2018

With more sales going through purchasing departments, you're bound to face price pressure on almost every opportunity. They'll expect you to discount. Nearly all organizations negotiate or discount their stated list price to some extent. Results showed that only 7% of organizations never discount.

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Discount Face-to-face Negotiation How To 88

Product Management University

SEPTEMBER 13, 2021

Why does the sales process often stall after the demo? The biggest reason the sales process stalls after a demo has just as much to do with the discovery phase as it does the demo itself. The problem most salespeople have in the discovery process is trying to validate that buyers have problems their products solve.

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Sales Process Remedy Discount ROI 59

Customer Centric Selling

DECEMBER 10, 2014

Sales Tips: How to Avoid the Discounting "Squeeze". By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. After asking a few questions it seemed clear that they were the vendor of choice and were in a death spiral of discounting.

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Discount Negotiation Face-to-face Vendor 81

The Sales Hunter

MARCH 19, 2013

No, but like the vast majority of sales strategies, you have to know when and how to use it. The technique of ignoring the price increase can work effectively when the customer you’re selling to has demonstrated a less-than-assertive approach to the sales process.

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Discount Motivation Objections Strategy 214

Vengreso

JANUARY 9, 2019

In this conversation, Shari Levitin explains how empathy builds trust, why it takes a human to express it, and how sales leaders can strategically hire and build their teams around the soft skills needed to complement new sales technologies and close more deals. Move over #Alexa it’s time to re-humanize the #sales process.

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Hiring Sales Process Engineering Quota 106

MTD Sales Training

AUGUST 4, 2016

And every year, it makes us realise we have to change the way we deal with the buying process. We recognise that sales processes are out of date when certain things are happening that were happening years ago and have not evolved with the times, Here are some of them: The main focus is about the price. Happy selling!

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Sales Process Margin Policies Incentives 120

InsightSquared

APRIL 23, 2019

Additionally, the mother was sent content highlighting the spa on the ship, while the father got an email offering a discount. Understanding the buying group journey is crucial for creating marketing and sales strategies that work.”. How Do You Measure Success? Engagement – are these people responding to your messages?

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Groups Account Based Marketing Sales Process Top of Funnel 106

The Sales Hunter

DECEMBER 8, 2011

Ways to Close More Sales By Changing Your Sales Process. We don’t pay enough attention to our sales process. It’s only natural for salespeople to be focused on how many sales they close and what their overall numbers are. Break your total sales process into segments. discounting.

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Sales Process Closing Hiring Ideal Customer Profile 202

The Pipeline

JANUARY 23, 2021

Join me and the Canadian Professional Sales Association for a special Virtual Workshop: Coaching For Sales Performance and Growth. USE CODE SHANTO20 TO RECEIVE A 20% DISCOUNT. How to design an individual coaching plan tied to your sales process without reinventing the wheel for each rep. Why Attend?

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Coaching Discount Maximizer Webinar Metrics 220

Partners in Excellence

JULY 3, 2013

Trying to move them through our sales process. So we play the discount card. If their problem isn’t urgent enough to change, a discount won’t make them change. It’s a major sales error to using pricing actions to break a stalled deal lose. Discounting is bad period!

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Discount Customer Promotion Education 94

InsightSquared

SEPTEMBER 20, 2019

Making changes to your sales process requires planning, an understanding of the process-related features available, and some best practices for the transition. . Planning Process Changes. The most important step in making updates to your sales process in Salesforce is planning. Process Tools in Salesforce.

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SalesForce Sales Process Sales Methodology Sales Qualified Lead 59

InsideSales.com

MAY 20, 2020

Email marketing is a vital part of any sales process because it does a lot of things other marketing cannot. Still, knowledgeable email marketers know how to be included in that 20% more often than not (for the record, the best way is by offering a discount in the subject line). In this article: Why Email Marketing is Important.

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Email Marketing Sales Process Marketing Hiring 98

CloserIQ

JULY 1, 2019

So, here’s how to create a winning sales process in seven steps. . Lay the groundwork for an effective process. Once you have a solid list of sales-qualified leads, it’s time to conduct further research to pitch them. . Solution: Free trial or discount. . Conduct research and make the pitch. Closing thoughts.

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Ideal Customer Profile Lead Rank Sales Process Sales Qualified Lead 89

The ROI Guy

FEBRUARY 21, 2012

Discounting is unfortunately a way of life for many of our sales professionals today. As well, these buyers are now firmly in control of the purchase cycle, inviting sales later than ever, when the process is already 65% complete (Forrester). This enables the sales professional to address “Why Your Solution?”

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Discount ROI Proposal Analysis 69

Alice Heiman

NOVEMBER 23, 2020

What does the sales process have to do with pricing? My friend and pricing specialist, Mark Stiving and I recently discussed how the sales process can impact pricing on his podcast, Impact Pricing. Don’t have time to read but want to discover how the sales process impacts pricing? Listen now !).

Ideal Customer Profile 91

Ideal Customer Profile Discount Sales Process Up-Sell 91

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. Find the right way to break a few sales call rules, and you can fast-track your company to a hefty market advantage.

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Sales Qualified Lead Lead Rank Lead Scoring Leads 130

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. Make sure you‘re not rushing into a closing call or trying to leverage a discount to force a deal’s timing.

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Negotiation Hubspot Discount Guidelines 76

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. This is the number one reason I wrote High-Profit Selling: Win the Sale Without Compromising on Price. I wanted to provide salespeople with proven solutions to avoid the discounting madness.

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Discount Face-to-face Facebook Negotiation 131

Partners in Excellence

NOVEMBER 9, 2023

As a result, we are looking at any hack that enables us to get those goals…… Your customers are just waiting for you to come to them with those deep discounts. We know we should follow our sales processes, they represent our best practice in creating value and winning business.

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Discount Pipeline Opportunity Tools 119

SBI

JULY 30, 2013

Earlier this month I wrote a blog post entitled: Sales Waste and the Production Line Theory of Revenue Growth and made the point that we need to eliminate waste in the sales process just as we did in the early years of the auto industry (and continue to do today). Is your sales process full of Muda?

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Sales Process Transportation Collateral Cold Calling 131

The Pipeline

FEBRUARY 3, 2014

Sellers who are paid on revenues only, are more likely to discount, and advocate for the buyer, rather than drive mutual value. As we all know, a $500 discount on a $10,000 piece of equipment, can have little impact on what the reps gets paid, but could be a huge part of the gross or net margin.

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Incentives Incentive Discount Margin 244

Close

FEBRUARY 19, 2018

And while you probably think giving 10% or 20% off isn’t a big deal, giving discounts just to win business can cost you more than money. Everybody wants a deal. Especially your prospects. It can kill your company.

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Discount Customer Prospecting Company 59

Partners in Excellence

DECEMBER 24, 2012

But year after year, we enter the year with the same old sales process–you know, that one we developed a few years ago–or in the case of one of my clients, over a decade ago! How can we hope to maximize performance if we are executing (or not executing) and old sales process? Are you forced to discount more?

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Sales Process Demand Generation Targets Demand Generation Face-to-face 93

SalesLoft

JULY 1, 2013

Quite often, sales discounts are used to simply make a sale where you wouldn’t otherwise. Not only does it set a faulty precedent in which discounts become expected, but it completely cuts your profit margin. His advice is to develop specific reasons for discounts and stick with them. Length of Commitment.

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Discount Margin Incentives Incentive 52

The Sales Hunter

JUNE 18, 2013

Reason 1: The customer who demands a lower price from you is also going to be the customer who nags at you all the way through the sales process and long afterward. Once you give one price discount to close a deal, you’ll be much more likely to offer another one and another one. ” Sales Motivation Blog.

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Marc Wayshak

APRIL 24, 2024

If you’re frequently having to handle objections on price, it’s time to re-evaluate your entire sales process. Redirect the sales conversation back to the prospect by asking for clarification on their price-based objection. Dig, dig, dig.

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Objections Direct Response eBook Discount 81

Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. An outreach email sets the tone for your entire sales process.

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Closing Proposal Negotiation Discount 120