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Discounting And Defending Value

Partners in Excellence

Then finally, to get the deal, we discount! How do they view the value we created in the context of the deep discount to win the business? If they are so willing to discount, was the value they talked about real?” Deep discounting to get an order diminishes our value creation and articulation tremendously.

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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. If your goal is to attract cheap customers, then by all means, discount your price.

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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?’. Why does this happen? should do it.

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We Don’t Create Value By Discounting It!

Partners in Excellence

” Hidden in this elegant argument was a request for a 20% discount. And the customer knew the sales person wanted the order NOW! I was so proud of the sales person. Rather than coming back to management and asking for a discount that would lock the deal in for end of year, he took a deep breath.

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Are You Confident Enough In Your Value Not To Discount?

Partners in Excellence

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?

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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 they are wondering is when does it make sense for salespeople to have control of the prices they charge customers and how much flexibility should they have? […].

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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. ” That’s right!

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