The Sales Hunter

DECEMBER 2, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. discounting. prospecting. sales training. sales training tip. training tip. discounting. prospecting. sales training. sales training tip. training tip. Client List. Testimonials. Negotiation.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

MTD Sales Training

NOVEMBER 4, 2011

Offering a discount to help motivate the prospect can often be a powerful inducement to close a few more sales. Offering a discount is a delicate issue and you should only use it as a last resort. Stand firm on your original price, and close on it at least three times, before even thinking about a discount. .

Closing 303

Closing Discount Referrals Margin 303

Partners in Excellence

JUNE 16, 2023

It’s around pricing and discounting. I never discount, I don’t believe there is a single situation in which a seller should discount. And when we do discount, it’s because we’ve failed. We have trained our customers to ask for and expect discounts. Let me dive into this.

Discount 26

Discount Negotiation Training Course 26

Partners in Excellence

FEBRUARY 17, 2021

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?

Discount 162

Discount Margin Proposal Competition 162

MTD Sales Training

APRIL 15, 2019

This podcast includes: How we deal with prospects who demand a discount. The post Prospects Who Demand Discount, The 5 Stages of Negotiation & A Quote From Benjamin Mays appeared first on MTD Sales Training. Episode 28: To my sales professional connections (and trainers). The 5 stages of negotiation.

Discount 120

Discount Negotiation Prospecting Training 120

SalesProInsider

APRIL 16, 2024

Yet, that’s what can happen when discussing fees for service with prospective clients. Never Accept This Payment: Promises Won’t Pay Your Bills True story: An advisor in NJ had two great conversations with a prospective client who could not believe the services they would receive working with him compared to another option.

Discount 126

Discount How To Banking Compensation 126

MTD Sales Training

JUNE 27, 2012

Price dropping,” reducing your price or offering discounts, however you call it, is an extremely delicate issue requiring skill and practice. When you immediately begin to reduce your price or change the offer, you tell the prospect that your original offer was not in their best interest. Sean McPheat MTD Sales Training.

Discount 283

Discount How To Referrals Objections 283

Hubspot Sales

NOVEMBER 26, 2021

Discount pricing is borderline omnipresent. Here, we'll dive into the concept a bit further, review who it works best for, see some discount pricing examples, and review the method's pros and cons. It's worth noting that discount pricing isn't a unilaterally effective strategy that delivers across every industry and brand of sales.

Discount 126

Discount Examples Strategy Loyalty 126

Mr. Inside Sales

JULY 20, 2021

Save 20% on our already discounted, Bestselling CD Series: “How to Double Your Income Selling Over the Phone.”. Qualify prospects better and learn their buying motives. ON DEMAND SALES TRAINING THAT GETS RESULTS! Only $79 with Free Shipping (domestic only for physical CDs) This Week Only! July 20 th to July 26 th , midnight).

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

MTD Sales Training

JUNE 4, 2019

How many times do you ‘hold something back’ so you can surprise the prospect with that little extra to encourage them to buy? We sometimes cause ourselves problems here, because the prospect may be wondering what else might you be holding back, and have they really got everything they could from you? Happy Selling! Sean McPheat.

Case Study 255

Case Study How To Discount Decision Maker 255

Mr. Inside Sales

AUGUST 29, 2022

You can make a measurable and instant impact by giving your team access to my proven On-Demand Training! To help you do that, I’m offering a one-time 30% discount on this award winning, Inside Sales Training Video Course. ON DEMAND SALES TRAINING THAT GETS RESULTS! See it here. Get Access Today.

Training 31

Training Licensing Face-to-face Inside Sales 31

Mr. Inside Sales

JANUARY 4, 2022

Now you can do so affordably and instantly with my On-Demand Training! And, for the first time EVER, I’m offering a whopping 50% discount on this award winning, Inside Sales Training Video Course. This 7-part training series will walk your team through the entire process of selling over the phone. See it here.

Training 31

Training Licensing Face-to-face Gatekeeper 31

MTD Sales Training

SEPTEMBER 4, 2012

Uncovering the price too soon in a sales interaction is actually a disservice to the prospect. Revealing price too early, inadvertently forces the prospect to make a buying decision before receiving all of the information. Even if the prospect decides to buy, it is an ill-informed decision. MTD Sales Training.

Cancellation 300

Cancellation Retail Discount Benefit 300

MTD Sales Training

JANUARY 30, 2012

I will make this short and sweet: “If you qualify as a prospect for what you sell, then the first sale you should make should be to yourself.”. I want to stress, that the prerequisite is that you must be able be a qualified prospect for the product or service. Can’t Afford It. This lack of true belief will cause you a ton of problems.

Objections 279

Objections Commission Discount Benefit 279

Sales 2.0

OCTOBER 22, 2012

In addition, there seems to be a large amount of discounting going on even for the company’s core products. In fact, many of them seem to have been trained in it – in one way or the other. Their career prospects will not be good. Do companies need to hire a bunch of sales trainers to train on Sales 2.0

Social Selling 312

Social Selling Hiring Solutions Selling Travel 312

Sales and Marketing Management

JANUARY 14, 2019

If you have a solution that fits their needs, you can offer it to them in the exact context and phrasing of your prospect, ultimately leading to bigger and better sales. A focus on closing sales can also cause salespeople to spend too much time chasing down leads that will never close, instead of moving on to new prospects.

Negotiation 292

Negotiation Sales Process Strategy Discount 292

The Sales Heretic

JUNE 30, 2015

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. While it’s maddening, it’s also excruciatingly common. Here’s what drives that behavior: 1. So [.].

Discount 120

Discount Distribution Channels Negotiation 120

The Pipeline

APRIL 6, 2021

Most salespeople are way over reliant on their product while prospecting or selling, continuing to lead with and hype features/benefits. But as Mike Tyson said, the best made plans are laid out by the first punch or prospect objection. Doing a much better job selling the manager on the discount than selling the value to the prospect.

SME 299

SME Lead Rank Lead Scoring Discount 299

MTD Sales Training

DECEMBER 19, 2011

Even if you are new to sales, management has told you that you have to wait until the closing stages before you tell the prospect the price. For your product or service to have any value to the prospect, the prospect must have a NEED for that product or service. Would you consider it for a discounted price of only £350?

Discount 297

Discount Up-Sell Education Prospecting 297

MTD Sales Training

NOVEMBER 1, 2011

The value of face to face selling at exhibitions is well documented, so in these testing times, where we all have fewer customers with less money to spend, it is imperative that we plan ahead and train our stand personnel to work harder and smarter than our competitors. MTD Sales Training. Think about why you are exhibiting.

ROI 290

ROI Maximizer How To Face-to-face 290

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. discounting. prospecting. sales training. sales training tip. training tip. discounting. prospecting. sales training. sales training tip. training tip. Client List. Testimonials. Negotiation.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

Hubspot Sales

AUGUST 6, 2019

Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). When you're creating a new-hire training plan, remember a few things : Keep your training plan personalized, because no two reps are the same. Pre-week training. Product Training.

Hiring 145

Hiring Training Hubspot Inbound 145

MTD Sales Training

DECEMBER 16, 2019

This means identifying what is most important to the prospect. For instance, if they are asking for a discount, find out the reason why a cheaper price is important to them. If the prospect asks for money off, see if you can get an increased order for it. We also offer In-House Sales Negotiation Training. Happy Selling!

Negotiation 211

Negotiation Margin Discount Face-to-face 211

DiscoverOrg Sales

SEPTEMBER 4, 2018

price discount. The line items you throw in may differ depending on your offering – but the price discount should always be last. When people are asking for discounts, Wernke says, they’re asking if what they’re buying is going to be successful. So any discounts should be last. additional product and services.

Closing 286

Closing B2B Decision Maker Discount 286

SBI Growth

FEBRUARY 26, 2013

These LDRs were well trained and capable of qualifying true prospects. Prospects who did engage were speaking with multiple vendors as well. Prospects who did speak with the Teleprospectors were better informed and more aware of competitive alternatives. Prospects were called twice a month instead of once a month.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

No More Cold Calling

APRIL 26, 2018

More than 10 years ago, a marketing agency told me most sellers cave on price before prospects even ask for a discount. We’ve trained our buyers to expect discounts and that everything is negotiable. Price isn’t an issue with referral business. Sadly, that behavior continues in sales negotiations today.

Negotiation 237

Negotiation Referrals Lead Qualification Discount 237

The Pipeline

OCTOBER 22, 2012

To do that I asked a couple of people I know, also involved in sales training to sit down to conduct the review, in essence to play the role of the manager, and keep me honest. Much better to get your clients addicted to your value/quality, then you becoming addicted to discounting. At first you figure you hey what’s a 3% discount.

Discount 303

Discount Margin Commission Trends 303

MTD Sales Training

OCTOBER 31, 2018

The excitement you feel when you get a positive response from your prospect is palpable. All that hard work, all that research, all that grafting and painstaking questioning and presenting has paid off and the prospect is heading towards buyers-ville. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Closing 243

Closing Discount Buyer ROI 243

Hubspot Sales

MARCH 18, 2024

It doesn’t matter if you're operating in the luxury market or if your product is as cheap as chips — it’s how you frame those prices that will influence prospects and accelerate your close rate. Here, I‘ll discuss four tactics you can use to frame your prices as effectively as possible — without resorting to discounting.

Discount 111

Discount ROI Comparison Hubspot 111

The Pipeline

SEPTEMBER 18, 2018

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. ” The silence also works and wares on the prospect too.

Vendor 255

Vendor Discount Insurance Insurance 255

MTD Sales Training

DECEMBER 16, 2018

If you’re like most people, you probably answered something like ‘indecision on the part of the prospect’. Yes, the prospect being indecisive can be frustrating to you as a sales consultant. You’ve even discussed discounts for future business! MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Prospecting 136

Prospecting Guarantee Discount Course 136

MTD Sales Training

AUGUST 30, 2012

While it should be only on rare occasions, there are times when you will need to offer a discount and lower your price to close the sale. Prospect. “I MTD Sales Training. A well-orchestrated and properly timed price drop can indeed help close a sale. As always, it is not a script, but will demonstrate the concept. Sales Person.

Territories 279

Territories Discount Referrals Negotiation 279

Score More Sales

FEBRUARY 20, 2013

I had the pleasure to sit down with Emotional Intelligence (Ei) Sales Expert Colleen Stanley recently and we talked about how sales training – sales skills – can fail because our reps were not aware of their emotional awareness. Inconsistent prospecting activity – low impulse control or delayed gratification.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

No More Cold Calling

NOVEMBER 20, 2019

Vengreso is celebrating Black Friday by offering 50% off the Selling with LinkedIn for Individuals training course. Get more inbound leads where prospects seek you out. And don’t forget to use my Black Friday gift code 50OFFJB — and NOT the BLACKFRIDAY discount code on the registration page and promotional ads.

LinkedIn 209

LinkedIn Referrals Cold Calling Inbound 209

KLA Group

NOVEMBER 15, 2024

You’re probably more than used to seeing the end-of-year car and truck commercials, each offering a giant bow and a hefty discount. But, is discounting the answer for your business? Sales leaders

Discount 91

Discount B2B How To Sales 91

MTD Sales Training

SEPTEMBER 3, 2019

You’re now in control of the conversation and the prospect feels obliged to answer you with further details. Try this the next time a prospect raises an objection and see if you become clearer in your mind as to the real nature of what is stopping them from going forward with you. Customer: ‘We don’t need this right now.’ Sean McPheat.

Face-to-face 230

Face-to-face Objections Guarantee Discount 230

The Pipeline

JUNE 13, 2012

I have written before about the tendency for many sales VP’s to say they don’t see the need to skills train their reps because their team has 15 plus years of experience. We have all heard reps say, they “have earned the right”, this could be to not prospect, to not follow the process, to discount, and more.

Territories 267

Territories Government Discount Account 267