Proactive Prospecting #Workshop – #Toronto – August 27

The Pipeline

So if you are in Toronto, or driving or flying distance, mark down August 27 in your calendar, that is the day that we will be present the Proactive Prospecting Workshop. Sign up now and take advantage of the Early Bird Special, and multi attendee discounts.

Sales Tip: How to Avoid the Discounting Death Spiral

Customer Centric Selling

Sales Tips and Techniques: How to Avoid the Death Spiral of Discounting in Sales Negotiations. Parachuting in from the outside, it seemed clear they were the vendor of choice and that they were in a death spiral of discounting. sales tips negotiation discounting

Sales Tips: Avoid the Discounting Squeeze

Customer Centric Selling

Sales Tips: How to Avoid the Discounting "Squeeze". After asking a few questions it seemed clear that they were the vendor of choice and were in a death spiral of discounting. Once discounting starts, it’s difficult to stop as you are continuously squeezed to make further concessions.

Sales Tips: A Critical December Tactic

Customer Centric Selling

Pressure for excessive fourth quarter discounts by prospects, etc.? Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: A Critical December Tactic.

Sales Tips: How to Avoid a Stressful Year-end

Customer Centric Selling

High-pressure closes may yield orders (often discounted to close early), but sellers may offend buyers with high pressure and lose orders. Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: How to Avoid a Stressful Year-end.

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Sales Tips: Garbage In, Garbage Out

Customer Centric Selling

During a workshop I was teaching I asked the VP Sales (Phil) if he was using their offering to forecast. Instead of him making “seat of the pants” guesses as to how much to discount the forecast, the software was doing that based upon each rep’s history.

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Sales Tips: 5-Step Execution Plan for Q4

Customer Centric Selling

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. Take a look at the sales training workshops available to get started and improve sales performance.

Sales Tips: Understanding "No Decision" Losses

Customer Centric Selling

It makes it very easy to say NO in response to a request for a discount without fear of losing the sale. Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: No Decision Losses - The Good, Bad & Ugly.

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Sales Tips: Warning for VPs of Underperforming Sales Teams

Customer Centric Selling

My reps think selling means discounting until the prospects says YES.". I’m conducting a CustomerCentric Selling® workshop in Denver, March 7-10. Take a look at the sales training workshops available to get started and improve sales performance.

Sales Tips: Two Ways to Better Manage Your Time

Customer Centric Selling

From people whose first day in sales was sitting in my workshop to engaging with sales pros who have been at it for 10, 15 or 20+ years. I always start my workshops by asking, “What is a particular selling difficulty you’d like to get addressed over the course of this workshop?”

Sales 2.0 - The Impact on Selling and Sales Success

Anthony Cole Training

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. As a "tenured" sales person, it is easy for me, and maybe easy for you, to discount all the noise about selling and Sales 2.0.

Measuring ROI / TCO Sales Tool Success

The ROI Guy

Discounts applied 4. At one account, the business value (BV) team was able to for validate a direct improvement, comparing deals where the Alinean ROI Tool was used to those where it was not, to prove a dramatic outcome improvement, including: • Use in 1/3rd of total opportunity value / deal flow • Increasing win rates to over 52% (from the low 30%s) • Acceleration of deal cycle time by 26% • Reduction in discounts offered by half.

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The Five Pillars to Business Value / ROI Selling Success

The ROI Guy

It is for this reason that we have implemented formal Customer Success Workshops, led by Dave Stachura , the latest addition to the Alinean team. A business value / ROI sales tool can be a fantastic foundation to business value selling success, but to elevate to greatness, you need more.

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The Top 5 Reasons Your Sales Training Will Fail

Hubspot Sales

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. Sales training is a big investment.

The Worst 4 Letter Words In Sales

The Pipeline

The others are 80% plus the same; the winner has better salespeople or deeper discounts. Not being nasty, but why not have a bake-off with a couple of copier reps, or call me for the name of a SaaS rep who offered me a discount on the first intro call. Try it, I do it every workshop, never fails, “I sell hardware; I sell electronic components, advertising services… blah… blah.” By Tibor Shanto.

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Sales Tips: Avoid These Six Most Expensive Words in Business

Customer Centric Selling

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. In fact, one new client commented as part of our discovery discussions, “My salespeople think that negotiating means discounting until the prospect says ‘yes’.”.

Sales Tips: How to Respond to "I Need a Better Price"

Customer Centric Selling

It’s a great buyer question that often elicits “knee-jerk” discounting. Once sellers start discounting, smart buyers press for and often receive further concessions. The buyer would have used his discounted price to negotiate the best deal possible with the vendor of choice.

Sales Training Article: "I Need Your Best and Final"

Customer Centric Selling

Sales Training Article: Responding to "I Need Your Best and Final" By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company A common in phrase I use when teaching workshops is that “always and never” seldom apply to sales.

Sales Tip: Understand the Value of Your Offering to Your Prospect

Customer Centric Selling

They struggled to sell it, and when they did, it was often at a deep discount. Knowing the potential value that your customer will receive through the use of your offering will give you confidence, courage and a legitimate business reason to say ''no'' to a request for a discount.

Sales Tips: "Always Be Closing"

Customer Centric Selling

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.

Never Ever Ever Make the Same Stupid Sales Mistake I Did

SalesProInsider

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. Training Workshop Replay "How Value Easily Converts More Leads".

"I Need Your Best and Final"

Customer Centric Selling

Sales Training Article: Responding to "I Need Your Best and Final" By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company A common in phrase I use when teaching workshops is that “always and never” seldom apply to sales.

Sales Tips: Accelerating Sales and Buying Cycles

Customer Centric Selling

Discounts offered to get decisions made for a given month or quarter can result in three (3) outcomes: Sellers get transactions and lower revenue. Buyers don’t purchase and expect discounts weeks later. Sales Tips: How to Accelerate Sales and Buying Cycles.

Sales Tips: How to Handle "Give Me Your Best and Final" Pricing

Customer Centric Selling

Any further discounting means it wasn’t your best price. It takes some courage not to discount if the buyer’s response is: No. Take a look at the sales training workshops available to get started and improve sales performance.

Sales Tips: How to Document Value and Avoid "No Decision"

Customer Centric Selling

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. Seats are filling FAST in the July 21 Sales Process Management™ Workshop in D.C.

30 of the Best SaaS Partner Programs (and Why They Are So Good)

Allbound

Whether you’re a freelancer or an agency, they offer a wide variety of perks , including discounts on products and services from leading software companies. Higher tiers also include referral bonuses, product discounts, and a dedicated channel manager.

The Pipeline ? Win The Sale Without Compromising on Price

The Pipeline

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. Workshops. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers.

Busting Sales Myth #3 - When Enough is Enough

Anthony Cole Training

Several years ago, while conducting a sales training and sales management workshop to rebuild an insurance agency, I was talking with one of the highly successful agents who asked: "Tony, When is enough enough?"

Sales Tips: Before Closing, Refer to this Checklist FIRST

Customer Centric Selling

Discounting may be necessary to accelerate decisions. Save your seat now for next month''s LAST public workshop in Boston! Sales Tips: The Checklist You Need BEFORE You Close. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company.

Sales Tips: How to Leverage Your Unique Capabilities

Customer Centric Selling

arm yourself with a legitimate business reason not to agree to a request for a discount. Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: How to Leverage Your Unique Capabilities.

Sales Training Article: Trouble Closing - or Selling?

Customer Centric Selling

The best outcome is getting orders, but often sellers have to give discounts to incent early decisions. Attend one of our sales training workshops to learn how to stop losing deals and win more business. Sales Training Article: Trouble Closing or Selling?

Sales Tips: Don't Scare Buyers into Making "No Decision"

Customer Centric Selling

The best case may be that you get the business but have to incent the buyer with a discount or concession, which means leaving money on the table. Take a look at the sales training workshops available to get started and improve sales performance.

The Pipeline ? Sales tips for your website

The Pipeline

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. Perhaps better than a time limit for discounts in certain niches is exclusivity.

How [Not] to Run a Sales Meeting

Pipeliner

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 Tips: 5 Ways to Make Your Year-end Number in Q4

Customer Centric Selling

Use the ‘Gentle’ or ‘Hard’ emails that I introduced in your workshop, depending upon the circumstance. Close using a get/give strategy (if it’s even necessary). ** CustomerCentric Selling® clients, you can find these documents in your CustomerCentric Selling® Workshop Manual.

Sales Tips: 8 Signals That Your Buyer Is Ready to Close

Customer Centric Selling

Even if successful, sellers often have to discount or make other concessions to incent buyers. In workshops I often ask students to tell me when they can be sure it’s time to close without pressuring buyers. Sales Tips: 8 Signals That Your Buyer Is Ready to Close.

Sales Training Advice about the Sales Tactics to Avoid

Customer Centric Selling

Backing Off From a Strong Negotiation Position If you offer a discount after insisting that your company never discounts, customers will rightly conclude not only that you were BSing them in the first place, but that you totally lack a backbone.

Busting Sales Myths #3 - When Enough is Enough

Anthony Cole Training

Several years ago, while conducting a sales training and sales management workshop to rebuild an insurance agency, I was talking with one of the highly successful agents who asked: "Tony, When is enough enough?"

Sales Tips: Is There a Worse Way To Ask for the Business?

Customer Centric Selling

The best case is that concessions or discounting are necessary. Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: A Poor Way to Close. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Training Advice with the Words to Avoid When Selling

Customer Centric Selling

Discount" Let''s leave this tired old term back in the world where "But, wait! But offering a "discount"? Take a look at the sales training workshops available to you and improve sales performance. Sales Training Article: 8 Words to Avoid When Selling.