MTD Sales Training

DECEMBER 16, 2019

Being able to negotiate effectively is one of the most important skills you can build in your sales armoury, as it has a direct effect on your margins and overall profitability, as well as ensuring your customers get the best service possible. This means identifying what is most important to the prospect. Don’t concede…trade.

Negotiation 211

Negotiation Margin Discount Face-to-face 211

MTD Sales Training

OCTOBER 16, 2014

When negotiating with a client recently, I noticed she was often coming back to the issue of pricing for our services, trying to get me to reduce the fees for some specific services we were offering. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting 277

Prospecting Negotiation How To Objections 277

SBI Growth

AUGUST 28, 2013

I spent last week at a Sales Management training event with a client. As a Sales Operations leader, you must be allocating the right resources to training. As a Sales Operations leader, you must be allocating the right resources to training. Here are 5 key takeaways that made this training a success. Gamify the training.

Training 300

Training Sales Management Hiring Social Selling 300

MTD Sales Training

AUGUST 13, 2018

One way they do this is to keep negotiating a discount , no matter what figure you have dropped or discounted to. What can you do to handle this type of negotiating tactic? Some prospects like to see how much discount they can get and will be like a dog with a bone. There always has to be other things open for negotiation.

Discount 189

Discount Negotiation Positioning Prospecting 189

MTD Sales Training

DECEMBER 13, 2018

Negotiation comes from the root word ‘negotiat’ meaning ‘done in the course of business’. So, what are the top qualities needed today to negotiate to a great position for yourself or your business? Too many salespeople go into negotiations with only a vague idea of what will be a success. 4) Have patience.

Negotiation 174

Negotiation Margin Positioning Insurance 174

Anthony Cole Training

JUNE 16, 2020

In this blog post, we discuss the practice of negotiating with your prospect before you begin your presentation. As is often said in golf, "All bets are won on the first tee," and you must be ready to negotiate price before you present to your client.

Negotiation 189

Negotiation Prospecting 189

Anthony Cole Training

JUNE 19, 2020

In Part 1 of "Negotiating on the First Tee, we discussed the practice of negotiating with your prospect before you begin your presentation. In Part 2, we continue this discussion and add more to the conversation.

Negotiation 177

Negotiation Prospecting Conversion Hiring 177

The Sales Heretic

JANUARY 23, 2018

Every sale is a negotiation. But one thing all negotiations have in common is that they’re more than just haggling back and forth about price. Your prospect has a number of physical and emotional needs, and the better you can fill them, the faster you [.]. Some are short and simple, others are long and complex.

Negotiation 174

Negotiation Prospecting Closing Sales 174

MTD Sales Training

OCTOBER 14, 2019

Have you heard of the term ‘integrative negotiation’? It’s not a term used often but it’s a concept that can take your negotiating skills onto the next level. Here, we discuss what it is and how you can best utilise it in your negotiating meetings, especially if you need to get to a position during win-win bargaining.

Negotiation 145

Negotiation Infusion Face-to-face Positioning 145

Anthony Cole Training

MARCH 24, 2022

Do your lenders provide your prospects and clients with the consultative financial and business advice that establishes value and makes you rate-resistant? One of the areas where we are spending a significant amount of training time in 2022 is on sales negotiation strategies, value-based selling, as well as sales negotiation techniques.

Negotiation 242

Negotiation Marketing Strategy Training 242

The Sales Hunter

MAY 14, 2019

You cannot afford to waste your time with prospects that will not become your customers. All prospects are not the same. What I mean by this is that the prospects in their pipeline are only doing one thing: plugging things up. So, here’s the first question: is the prospect asking you great questions?

SalesGenie 237

SalesGenie Prospecting eBook Lead Rank 237

Mr. Inside Sales

AUGUST 16, 2019

And it starts when prospects begin asking for a lower price or a “deal,” or for a reference before committing, or for a free trial to demo services or products. If you’ve done this yourself, then you know all too well the sickening feeling of “giving away the store” only to have the prospect then refuse to do business with you.

Negotiation 137

Negotiation Closing Face-to-face How To 137

The Sales Hunter

JANUARY 23, 2019

Prospecting is not an afterthought. Prospecting is the foundation sales should be built upon. If you remove prospecting from the equation, business and in turn the economy will be affected very quickly. ” To be successful, you cannot rely solely on others, however, when it comes to prospecting, many salespeople do.

Prospecting 51

Prospecting Face-to-face Networking Motivation 51

MTD Sales Training

FEBRUARY 11, 2020

You had a great sales interaction: Both you and the prospect were calm and comfortable. You developed some rapport and the prospect showed some positive buying signals during the meeting. This question is simple and helps the prospect understand that what you have just proposed is, at worst, reasonable.

Closing 300

Closing Proposal Negotiation Benefit 300

The Sales Hunter

JANUARY 21, 2014

Prospecting is a very interesting situation. What is interesting is I notice how women are able to get out of prospects information that men can’t get. If I have a product or service that requires a huge amount of prospecting both on the phone and in person, I would lean toward using female salespeople.

Hiring 278

Hiring Negotiation Sports Motivation 278

SBI Growth

NOVEMBER 7, 2013

5 Non-negotiable actions needed to get a quick start in the first quarter. There are five non-negotiable actions to take when you receive the delayed number. What/How do I train my sales people to generate more demand? Weekly training sessions. Plan now to implement the 5 non-negotiable actions in sequence.

Quota 296

Quota Demand Generation Demand Generation Targets Negotiation 296

Understanding the Sales Force

MAY 10, 2013

Telling a prospect what your value proposition is, does not build value. Here are a few random thoughts accumulated through the combined efforts of evaluating more than 650,000 salespeople and training tens of thousands of others. Compromising or negotiating on price sets a precedent. All the focus is on price.

Negotiation 304

Negotiation Proposal Competition Positioning 304

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

Hubspot Sales

MAY 24, 2023

Negotiation is a delicate balancing act. As a sales rep, you straddle the space between helping your prospect find a solution that works for them and protecting your company’s interests. This doesn’t mean you’re at your prospects’ mercy. Is there another lesser concession you can make that will encourage the prospect to sign?

Negotiation 119

Negotiation Hiring Margin Buyer 119

Gong.io

MARCH 3, 2021

Only a small number of sales pros become truly effective negotiators. . That’s because most of us aren’t trained to handle these high-stakes conversations. I later found out that my prospect used my offer to negotiate against a competitor. Share pricing via email, but DON’T negotiate! The result?

Negotiation 139

Negotiation How To Call-back Conference 139

Bernadette McClelland

JANUARY 20, 2018

5. Know your prospects. Find the problem, discover solution, present why solution is best for prospect. 9. Negotiation. Make your key objective to help the customer, not to close a sale. 6. Know your competition. Solve their problems. Know your company story. Build rapport. Understand the buyers needs and KPIs.

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

The Sales Hunter

OCTOBER 1, 2019

So, you think you have a great prospect; however, why do you think they’re even interested in you or what you sell? A key way to measure how the prospect feels about you and your potential to help them is by how much information they’re willing to share with you. First, it indicates that the prospect trusts in you.

Sales Qualified Lead 182

Sales Qualified Lead Prospecting Video Negotiation 182

The Sales Hunter

OCTOBER 22, 2019

The prospect agrees to take your meeting, and they even agree to your demo call. The solution lies not in being more forceful with how you close, but rather, being more open with how you prospect. Your goal is to build on the customer’s ego in the prospecting phase and not when you’re trying to close the deal.

Buyer 160

Buyer Prospecting Sales Qualified Lead Face-to-face 160

SBI Growth

NOVEMBER 14, 2012

Go to your manger and get the training / coaching that you need and deserve. Employ the old Give-Get strategy to negotiate more coaching, training and metric-based analytics. It’s to “get better at discovering prospect needs” – which in turn leads to more sales. Are you among this 66%? How do you achieve this?

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

Understanding the Sales Force

JANUARY 14, 2014

Negotiation. Negotiation. In a best-case scenario, a salesperson would turn this into 50 questions that a prospect will not want to answer because the prospects don''t have the slightest reason to spend their time answering all of these qualifying questions! Needs Analysis. Estimated of Value of the Opportunity.

Sales Methodology 271

Sales Methodology Negotiation Proposal Analysis 271

Hubspot Sales

NOVEMBER 7, 2023

A successful negotiation is like a tango. And nothing ruins a productive negotiation like one of the participants using one of the 14 phrases listed below. 14 Phrases That'll Instantly Sabotage Your Negotiation 1. The focus must always be on the buyer — yes, even during the negotiation. I’ll be honest.”

Negotiation 105

Negotiation Proposal Buyer Quota 105

Understanding the Sales Force

OCTOBER 12, 2022

I receive calls and emails that begin with things like "My salespeople are complacent" or "My salespeople need some training on closing" or "My salespeople aren't bringing in enough new business" or "My salespeople need help with negotiating" or "Our team has a lot of stalled opportunities."

Selling Skills 295

Selling Skills Hotels Call-back Negotiation 295

Hubspot Sales

DECEMBER 16, 2019

Real Estate Sales Training. Negotiation. Whether you are facilitating the purchase or sale of a property, having strong negotiation skills is a must. Look for training or continuing education courses that allow you to hone in your writing skills so you can create stellar materials. Real Estate Training Courses.

Real Estate 125

Real Estate Training Licensing Hiring 125

Sales and Marketing Management

APRIL 9, 2018

This requires going beyond one-size-fits-all training and development programs that are measured by simple pass/fail certifications or completion rates. Many sales leaders hire long-tenured reps with the misguided assumption that they don’t have to invest in training. The Missing Metric.

Sales Enablement 276

Sales Enablement Hiring Lead Rank Lead Scoring 276

SBI Growth

OCTOBER 7, 2013

New initiatives, processes, training and headcount are on their list. Social selling is a ‘must have’ prospecting method to get reps into deals early. Social Prospecting – The ability to act on account and persona information. These are now non-negotiables in the modern world of hiring ‘A’ players.

Hiring 316

Hiring Face-to-face Follow-up Buyer 316

MTD Sales Training

JULY 25, 2018

They are nice people to be around, but find difficulty saying no and in negotiations tend to give everything away. In negotiations they start off strong but get bored and will often make a concession just to get things over with. This is the typical negotiator. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Buyer 255

Buyer How To Analytics Negotiation 255

Sales and Marketing Management

SEPTEMBER 6, 2018

Fear inhibits prospecting, leveling up to C-level prospects, getting potential objections on the table, moving to the next step, asking for the sale, negotiation, and walking away from bad deals. It causes you to hesitate and make excuses rather than confidently and assertively ask for what you want. Desperation.

Objections 252

Objections Negotiation Face-to-face Forecasting 252

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. How many times have you watched a rep vigorously negotiate with their company, rather than the buyer?

SME 299

SME Lead Rank Lead Scoring Discount 299

DocSend

MAY 17, 2022

At a high-level, a sales enablement tool can do two things: help teach your sales team how to sell and enable their ability to sell by providing training, documents, and guidance. This enables you to train a sales rep by walking them through a pre-designed learning path in order to understand the topic at hand. deal negotiation tool.

Negotiation 98

Negotiation Tools Collateral Hiring 98

Allego

NOVEMBER 26, 2024

The answer often comes down to one thing: negotiation skills. In today’s competitive market, negotiation isn’t just a skill—it’s a superpower. If you’ve ever wondered how to turn challenging negotiations into winning outcomes, this blog post is for you. In short, it requires strong negotiation skills. Let’s dive in.

Negotiation 62

Negotiation Hiring Handbook Case Study 62

Hubspot Sales

OCTOBER 3, 2022

Plus, how you can leverage BATNA's key negotiation tactics to ensure your business and your customers are both benefitting from a deal. BATNA stands for Best Alternative to a Negotiated Agreement. When you're negotiating, you need to ask yourself, 'What are the concessions I'm willing to make? What does BATNA stand for?

Negotiation 105

Negotiation Discount Customer Hiring 105

MTD Sales Training

SEPTEMBER 3, 2019

There’s a saying in negotiations that goes ‘The person in control of a conversation is the one asking the questions.’. You’re now in control of the conversation and the prospect feels obliged to answer you with further details. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Customer: You’re too expensive.’

Face-to-face 230

Face-to-face Objections Guarantee Discount 230