3 Tips to Avoid Teaching Your Buyers to Expect a Q4 Discount

Sales Benchmark Index

Discounts become the primary weapon of sales reps. We all know the famous saying, “you can’t teach an old dog new tricks” This can be applied to the way many organizations have trained their Buyers to buy, particularly in Q4.

How To Handle A Client That Wants A Bigger Discount

MTD Sales Training

There are many times when a sale can stall in its progress and there are many reasons for it occurring. Now, what if your prospect that you’re dealing with wants a bigger discount ? What if you’ve already offered a discount and the prospect says ‘you’ve got to increase that discount?’.

Discounting Your Price Brings You Discounted Customers

The Sales Hunter

One of the biggest reasons I don’t like discounting is that it not only destroys the value proposition, it also attracts lousy customers. The general feeling is that discounting the price to get a sale is better than no sale at all. ” Sales Motivation Blog.

The True Cost of Discounting

The Sales Hunter

Salespeople will always argue that offering a small discount doesn’t hurt and is the right thing to do for the customer. Some salespeople will say they need a little discount to make the customer feel special or to help spur their decision to buy or any number of other reasons.

Should Salespeople Be Able to Offer Discount?

The Sales Hunter

This question comes up frequently when I’m meeting with sales managers. Blog pricing discount discounting price sales discount What is the right level of authority a salesperson should have when it comes to price?

How to Get Your Reps to Stop Discounting

Sales Benchmark Index

Reps discount to make their number. Sometimes they discount because they believe it is the only way to close a deal, sometimes they discount because it is the fastest way to close a deal, but either way they do so.

Nine Reasons Salespeople Discount When They Shouldn’t

The Sales Heretic

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. Fear of losing the sale Every salesperson fears losing the sale.

Why Discounting Your Price is BAD Strategy

The Sales Hunter

One of the most frequent topics I get questions about is price and, in particular, how to avoid discounting. Salespeople want to avoid discounting (or at least most do), yet they say they can’t close a sale without discounting.

3 Ways To Handle Clients That Won’t Stop Negotiating Discounts

MTD Sales Training

One way they do this is to keep negotiating a discount , no matter what figure you have dropped or discounted to. Some prospects like to see how much discount they can get and will be like a dog with a bone. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Sales Motivation Video: NO Discounts This Week!

The Sales Hunter

Start of another week and I’m going to challenge you to make it a “NO Discount Week!” Believe in yourself that you can go this entire week without offering a discount. You never know… one week of “No Discounts” could lead to another.

VIDEO SALES TIP: Do THIS to Avoid Giving a Discount

The Sales Hunter

There is a pricing strategy that you can use that will help you avoid giving a discount. Blog pricing Professional Selling Skills discount discounting price pricing strategies sales pricing video sales tip

Dangers of Discounting Your Price: 20 Questions Worth Asking

The Sales Hunter

When I’m asked to assist sales teams with pricing and moving away from their discounting habits, I start by asking questions. If discounting is a standard practice in your company, I urge you to ask yourself the below 20 questions: 1.

Want Better Customers? Stop Discounting AND Raise Your Prices!

The Sales Hunter

Blog pricing discount discounting price sales discounting I once received a phone call from a salesperson complaining about the customers he had to deal with. His issue was that no matter what he did, it seemed like the customer was rarely happy.

#1 Way to Stop Discounting Your Price

The Sales Hunter

Last week I wrote about the issue of discounting, and needless to say it generated a major amount of conversation all over social media and in emails and phone calls to me. Blog pricing Professional Selling Skills discount discounting price salesA few people pushed back on my thinking. I’m fine with that, as I know what I say won’t always resonate with everyone. […].

VIDEO SALES TIP: Number One Way to Avoid a Discount

The Sales Hunter

Do you really believe you can’t sell without a discount? I argue that if you are always defaulting to using a discount, then you are not really selling. I hear from people all the time who ask me, “How do I sell without discounting?!”

Sell at Full Price! You Don’t Need to Discount!

The Sales Hunter

Why are you discounting your price? I sat down with the folks from Salesforce and shot the below video dealing with this issue of why we feel we need to offer a discount: Discounts are given for two reasons, and if we look deep enough, the two are the same. Blog pricing Professional Selling Skills discount discounting price price pricing strategies profit quotable sales tips

VIDEO SALES TIP: Are You Freaked Out by NOT Discounting?

The Sales Hunter

Have you come to believe you can only sell if you offer a discount? You need to stop relying upon the discount. A better approach is a policy of NO discounting. That’s right… make it a policy that you don’t offer a discount.

Dealing with a Customer Who Demands a Discount

The Sales Hunter

You’re trying to close the sale, and the customer stops you in your tracks demanding a discount. Blog pricing Professional Selling Skills discount discounting price value proposition We’ve all been there.

Salespeople Who Give Discounts are Not Salespeople

The Sales Hunter

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. ” Sales Motivation Blog.

The Effects Of Giving Discounts On Your Products

MTD Sales Training

They offer a real perspective on how life is like for sales guys out there in the big world. Poor Examples discounting products effects of discounts Offering DiscountsI always enjoy reading true stories that readers send in.

Are You Sending “Discounting” Signals?

The Sales Hunter

Hands down it had what we were looking for and now comes the clincher — these guys will discount! Yes, you can say for a moment that would be the type of company you would want to sell for because they’re willing to discount to close the deal. ” Sales Motivation Blog.

The 5 Best Phrases To Use When Offering Your Prospect A Discount

MTD Sales Training

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? 3) ‘Ok, can you tell me how much discount you’re asking for, and why exactly that amount?’. 5) ‘I can offer a discount, but only if there’s an increase in volume or a change to the payment terms.

Negotiating Tip: Don’t Discount Your Price. Increase Your Value.

The Sales Hunter

Blog Breakthrough Sales University pricing Professional Selling Skills discount discounting price value value addedWhy would you want to cut your price? Just because your customer is looking for you to reduce your price does not mean you need to do it! Lowering your price is never a “one-time” event. It’s permanent. The money you give up is gone for good and, worse yet, you’ve established in the customer’s mind […].

Price Discounts MUST Have an Expiration Date

The Sales Hunter

I’m not a fan of discounting in the least, as I don’t think it gets you anywhere. But if it is necessary to offer a discount, make sure it has a very tight expiration date. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Why Discounting Your Price is a Stupid Strategy

The Sales Hunter

It’s the one where the salesperson argues they could close more sales if only they could discount the price. Blog pricing Professional Selling Skills discount discounting price sales price The argument is about as old as the oldest profession.

VIDEO SALES TIP: Walk Away Before You Discount

The Sales Hunter

Below is a short video sales tip that explains this vital sales skill more. I did this video as part of the Sales Mastery Summit that Mary Poul hosted several weeks ago. Check it out: Copyright 2013, Mark Hunter “The Sales Hunter.”

Ignore the Request for a Price Discount

The Sales Hunter

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.

3-Option Plan to Avoid the Price Discount

The Sales Hunter

I was speaking to a sales organization that was under a full throttle “price attack.” Every salesperson was complaining how customers were being adamant about receiving a discount if they were going to buy. Blog pricing Professional Selling Skills closing closing techniques discount discounting priceIt was clear they needed a solution and one they could put into place immediately. I shared with them what […].

VIDEO SALES TIP: Discounting? Use this Strategy.

The Sales Hunter

If you know much about me, you know I’m not a big fan of discounting. If you find yourself having to discount, you MUST pair it with a reduction in service. How to discount correctly: Copyright 2013, Mark Hunter “The Sales Hunter.”

VIDEO SALES TIP: Never Ever Discount Your Price

The Sales Hunter

Never discount your price. You do not want the customers you attract by discounting. To hear more about this, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. .

VIDEO SALES TIP: Number One Reason Salespeople Discount Price

The Sales Hunter

Are you creating high profit sales? Many salespeople are quick to discount in order to make a sale. check out this video: Copyright 2014, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Or are you sabotaging profits?

Discounting Your Price and the Damage it Creates with Your Customer

The Sales Hunter

Panic stricken to close the sale, you rationalize in your mind how the only way you’re going to get the sale is by making the deal a little better. You think about it and decide discounting the price is ultimately the only way you’re going to get the sale.

Discounting Your Price is Not an Option

The Sales Hunter

Does it make sense to discount your price to make a sale? Does discounting your price lead to more business? I could give you any number of reasons why discounting your price does not make sense, but let me say the number one reason is your integrity.

Customer Requests a Discount? Ignore it.

The Sales Hunter

I know it may seem odd to ignore something your customer says, but when they request a discount, this tactic is worth trying (at least initially). In at least some of the cases where you use this technique, the customer will never object to price again in the remainder of the sales call.

Should Salespeople Have the Ability to Offer a Discount to Close a Sale?

The Sales Hunter

This question comes up frequently when I’m meeting with sales managers. Blog pricing Professional Selling Skills discount price sales discounting What is the right level of authority a salesperson should have when it comes to price?

VIDEO SALES TIP: What You Risk When You Discount Price to Close

The Sales Hunter

You are about to close and then the customer asks for a price discount. If you rely on a price discount to close a sale once, you will do it again and again. You risk so much when you give into the temptation to close a sale by discounting price.

Discounting a Price to Close-Out Inventory

The Sales Hunter

Yes, you can discount your price as a way to close-out inventory or to get out of a particular business. Before you race out with a discounted price to help you out of a short-term problem, ask yourself what impact the discounted price is going to have on your regular business.

Should Discounting be a Sales Strategy?

The Sales Hunter

Each week I get at least one person asking me if they should reduce their price as a way to increase sales. 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. ” Sales Motivation Blog.

Discounting Your Price Brings You Customers You Don’t Want

The Sales Hunter

When you discount your price as a way to attract new business, the only thing you’re going to do is make yourself and your company work harder. If the benefit the customer is looking for is a discounted price, then let them go someplace else. ” Sales Motivation Blog.

5th Secret to Selling at Full Price: Don’t Offer Discounts. Period.

The Sales Hunter

Don’t offer discounts. This is the reason I tell many sales managers they should take all pricing authority away from their salespeople. Not offering discounts must be more than an idea. Does this mean there are never any discounts made? ” Sales Motivation Blog.