Hubspot Sales

NOVEMBER 8, 2021

Those kinds of situations put you in a tough spot, and incentivizing buyers to put up more cash for higher volume orders is a challenge in itself. One of the more common, effective ways to address that dilemma is through something known as volume discounting. Let's take a look at the three most common types of volume discounts.

Discount 101

Discount Scale Promotion Buyer 101

The Sales Hunter

OCTOBER 26, 2013

Never discount your price. You do not want the customers you attract by discounting. You will set yourself up for dismal failure, because low prices create lousy customers. Blog pricing Professional Selling Skills discount price sales discounting' ” Sales Motivation Blog. .

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Discount Video Selling Skills Motivation 215

The Sales Hunter

JULY 23, 2013

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. Remember, the expiration date is as much for the customer to speed up their decision as it is for you to not waffle.

Discount 211

Discount Consultative Selling Customer Service Up-Sell 211

The Sales Hunter

FEBRUARY 26, 2014

We’ve reached the last secret on my list of 5 Secrets to Selling at Full Price. Don’t offer discounts. When I bring this idea up to salespeople, I’m normally met with a high degree of skepticism. Not offering discounts must be more than an idea. Does this mean there are never any discounts made?

Discount 211

Discount Policies Selling Skills Benefit 211

The Sales Hunter

JULY 8, 2014

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?

Discount 221

Discount Closing Selling Skills Up-Sell 221

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?

Discount 215

Discount Closing Up-Sell Motivation 215

MTD Sales Training

MARCH 30, 2016

No doubt you’ve often got to the point in a conversation where the issue of price has been brought up. The prospect asks for discount. The only problem with agreeing to a discount is that it cheapens the product rather than increasing the value. Tell me, when you say you wish to have discount, can you tell me why?” .

Discount 120

Discount Prospecting Margin How To 120

MTD Sales Training

AUGUST 17, 2017

So, firstly find out what why they are asking for discount. The price would be the ‘ticket price’ or the up-front price they are paying for the product. But If I were you, I would be asking myself how can they sell the components at such a low price? Happy Selling! Aren’t they the same? Sean McPheat. Managing Director.

Discount 120

Discount Negotiation Face-to-face Buyer 120

MTD Sales Training

AUGUST 17, 2017

If you want to negotiate a discount and you’re a buyer then I’ll give you some phrases to use. Conversely if you’re a sales person I’m going to give you some phrases on how to counter buyers who are haggling and negotiating for a discount. After you say it, shut up. So, firstly find out what why they are asking for discount.

Discount 120

Discount Negotiation Buyer Face-to-face 120

The Sales Hunter

MAY 7, 2013

A lot of salespeople and small business owners will say they need to discount their price to get a sale. The problem is trying to discern the difference between discounting your price to create cash flow versus using it as a lousy excuse to validate your inability to close a sale any other way. Think about this.

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Discount Strategy Margin Small Business 194

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. After all, if its ROI is what you claim, why are you so willing to sell it for less?

Discount 111

Discount Prospecting Negotiation Margin 111

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. Others do so to run up an already good result, punctuating their year with a strong closing number. Better Strategies.

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Discount eBook Motivation Closing 65

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. I usually start breathing fire on this topic, so buckle up. This myth is taught in economics classes the world over, up through the college level.

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

Hubspot Sales

MAY 10, 2019

As I'm weighing my two options, my phone lights up with a notification -- it's from Starbucks. That's too good of an offer to pass up. Starbucks has mastered hyperbolic discounting. So, what is hyperbolic discounting? And how can you use it to sell more? Hyperbolic Discounting Example. Limited time!

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Discount Loyalty Consumer How To 83

The Sales Hunter

JANUARY 14, 2012

Selling a Price Increase. 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. of your sales are happening at a discount.

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Discount Motivation Hiring Ideal Customer Profile 176

Chorus.ai

MAY 3, 2019

I was on vacation in Nicaragua when it hit me: the vendor who was trying to sell us bracelets didn’t want to lower his price. But why do we see the opposite occur so often in software sales with reps frequently and even proactively offering up discounts?

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Discount Negotiation Vendor Software 59

Sales Hacker

DECEMBER 14, 2018

It’s the end of the year, which means buyers are rushing to use up all their year-end budget, ( hey there, favorite The Office clip ). As such, steep discounts are often on the table in a way that can feel as thrilling as a 50% off Apple Watch on Cyber Monday. This is reasonable and it could still be a great product.

Discount 65

Discount Software Software Vendor 65

Zoominfo

SEPTEMBER 30, 2020

If she were accepted, she’d get a lifetime discount — all she had to do was promote the brand on her social media pages (and hopefully make some sales). Two weeks later, a congratulations email showed up in her inbox. Two weeks later, a congratulations email showed up in her inbox. She was being sold to.

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Hiring Loyalty Discount Social Media 246

The Pipeline

JUNE 4, 2019

The risk is that buyers will discount your claims; you need only look at feedback buyers are providing. Once they discount claims of success, how soon before they discount what they believe your product can actually do? The person who ended up being number one, did all with onesie-twosie, in small increments.

Discount 268

Discount Vendor Quota Buyer 268

Zoominfo

AUGUST 18, 2021

Our research has also shown how employing a number of unexpected, even counterintuitive selling techniques can actually increase your chances of closing a deal successfully. The reason this conventional sales wisdom doesn’t apply as much to SaaS selling is due to the relative expertise of your customers. Source: Cirrus Insight.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Leads 130

Bernadette McClelland

DECEMBER 30, 2023

I want more TOP LEVEL leaders of business to stop discounting the value of their lower down leaders by not providing them a sounding board, or someone who calls them on their BS. Don’t forget to order your copy of “SHIFT and DISRUPT: Stop Selling Widgets. We are all human! The post Sales Leadership At A Crossroad?

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Sales Leadership Hiring Pivotal Loyalty 195

Hubspot Sales

DECEMBER 7, 2023

Anticipation of discounts: Buyers know that salespeople are more likely to discount the later it gets, so they wait in anticipation of discounts. Set up a meeting with your manager to review your performance year-to-date. Take advantage of team selling. Let’s take a look at what contributes to Q4 sales.

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Data Discount How To Quota 117

The Sales Hunter

JULY 12, 2014

I meet so many people who think if they can just get the sale — even at a discount — then they will eventually make up profit in the long run. But quantity of sales won’t ever make up for quality of sales! […]. Blog pricing Professional Selling Skills discount discounting price profit'

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Discount Video Selling Skills Up-Sell 232

Sales and Marketing Management

FEBRUARY 18, 2019

Loyalty, at the end of the day, is not created by offering discounts or exceeding customer expectations. Consider the following example: You and I both sell sand to the same glass manufacturer. There is absolutely no difference between the product you sell and the product I sell. a trip to the destination of your choice).

Loyalty 290

Loyalty Banking Airlines Discount 290

The Sales Hunter

APRIL 25, 2013

Are you willing to walk away from a customer who is persistently asking for a price discount? I cannot emphasize this enough: The customer who beats you up on price will beat you up on everything else. Plus, if you start discounting with one customer, you’re more likely to do with the next. I hope so!

Discount 272

Discount Customer Margin Consultative Selling 272

The Sales Hunter

NOVEMBER 6, 2014

You can’t sell on price! If you’re selling on price, why does the customer need you? When we start playing with our price and thinking we need to discount it to close a sale, we open up Pandora’s Box. Blog pricing Professional Selling Skills discount discounting price' Price is […].

Discount 206

Discount Selling Skills Follow-up Up-Sell 206

The ROI Guy

JUNE 29, 2015

By Mark Schlueter & Tom Pisello More sales execs are revealing that discount pressures are at an all time high, and as a result, they need more transactions than ever just to make the numbers. Procurement specialists’ incentive pay is now directly tied to the discounts they can extract from each vendor. So how bad has it become?

Discount 83

Discount Lead Rank Proposal ROI 83

The Sales Hunter

JANUARY 14, 2014

Here are 9 reasons why selling on a low price does not work: 1. The discounted price you gave to the customer is now the price they expect every time they buy from you. If they do, you may very well wind up selling the same amount but making a whole lot less. Selling on a low price is not selling; it’s order taking.

Discount 247

Discount Competition Closing Up-Sell 247

The Sales Hunter

JULY 17, 2014

If you’re like me, you’ve relied on a calculator to determine a selling price or figure a margin. I sometimes have used my phone calculator, but that’s not always easy to use and before long I’m coming up with a series of errors. Blog pricing Professional Selling Skills discount discounting margin margins price'

Margin 229

Margin Discount Selling Skills How To 229

No More Cold Calling

NOVEMBER 20, 2019

My colleagues at Vengreso created an amazing online course on Selling with LinkedIn for Individuals. Vengreso is celebrating Black Friday by offering 50% off the Selling with LinkedIn for Individuals training course. You’ve heard me talk for years about showing up online like you show up in person. No selling.

LinkedIn 209

LinkedIn Referrals Cold Calling Inbound 209

MTD Sales Training

DECEMBER 16, 2019

For instance, if they are asking for a discount, find out the reason why a cheaper price is important to them. Do they want to make more profit is they are selling on? If you were selling an item for £200 and the customer offered £100, then offering to split the difference at £150 wouldn’t be a wise move. Happy Selling!

Negotiation 211

Negotiation Margin Discount Face-to-face 211

The Sales Hunter

SEPTEMBER 25, 2014

15 Hey, they didn’t go up a nickel or even a dime. The amount got me thinking about a basic principle of raising a price that I talk about in my book, High-Profit Selling: […]. Blog pricing discount discounting price price increase' Yes, they did it again, they raised the price of my grande coffee $.15

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Discount Up-Sell 223

The Pipeline

SEPTEMBER 9, 2020

We have some great news from the Proactive Prospecting Club , we have added a new course, and, members get a discount! I read about a business that had an 18-month road map to full automated curbside pick up, that had accomplished it by the end of April. Sign up now and get an ROI in your next video meeting. By Tibor Shanto.

Course 235

Course Hiring Video Discount 235

Zoominfo

AUGUST 18, 2021

Our research has also shown how employing a number of unexpected, even counterintuitive selling techniques can actually increase your chances of closing a deal successfully. The reason this conventional sales wisdom doesn’t apply as much to SaaS selling is due to the relative expertise of your customers.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Hubspot Sales

AUGUST 21, 2023

Make sure you‘re not rushing into a closing call or trying to leverage a discount to force a deal’s timing. Here's what that might sound like: “We can set up this call to talk about pricing, but for me to get a discount approved it’s better if we have all the people on the call. discount can be effective in some scenarios.

Negotiation 76

Negotiation Hubspot Discount Guidelines 76

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.

Incentives 244

Incentives Incentive Discount Margin 244