Partners in Excellence

JULY 23, 2020

But I started noticing a problem, 100% of the deals required a “discount.” ” “What’s the problem, why do we need to discount in each of these deals?” Fewer than 10% of the deals won required a discount (outside of normal volume discounts or quarter end incentive programs).

Discount 118

Discount Incentives Incentive Competition 118

The Sales Hunter

FEBRUARY 20, 2012

He eventually lost a great job and thousands of dollars in incentive bonus because instead of helping his people succeed, he became a roadblock to success. Professional Selling Skills Training: Sales Compensation and Sales Commissions. discounting. high profit selling. selling a price increase. discounting.

Motivation 220

Motivation Sales Management Hiring Negotiation 220

The Sales Hunter

NOVEMBER 14, 2011

You develop a plan to do one or more of the following: Develop a new selling skills program. Create a better incentive plan. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. cold calling.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

Customer Centric Selling

MARCH 5, 2014

Sales Training Article: Trouble Closing or Selling? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Pakorn at FreeDigitalPhotos.net Unlike other B2B selling skills, closing gets a disproportionate amount of attention.

Closing 61

Closing Training Buying Cycle Incentives 61

Klozers

JUNE 5, 2014

For inside sales you could offer vouchers for driving lessons as an incentive when they hit certain sales targets. Related Posts Sales People – 5 Reasons They Discount To Sell Psychometric Tests  Sales DNA or Sales Tarot Cards? Most sales people want to get better and more importantly, they do not want to struggle.

Motivation 51

Motivation How To Social Media Scale 51

Janek Performance Group

MARCH 17, 2023

Average sales skills encourage reps to think, “This is good enough,” and discount the need for improvement. Another hidden cost of average sales skills is customer dissatisfaction. Sales tactics are the minimum level of sales skill development and discount the customer’s view of the entire sale process.

Referrals 62

Referrals Exercises Discount Study 62

The Digital Sales Institute

MARCH 12, 2024

The Urgency Close This technique works best where there is a genuine offer or some time limited event such as end of quarter discounting. The urgency close only works where the customer already sees the value, and this is an incentive to decide now. Creating a sense of urgency can motivate buyers to take immediate action.

Closing 52

Closing Objections Buyer Proposal 52