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.

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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! ]].

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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.

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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.

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Discount Negotiation Positioning Prospecting 189

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.

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Negotiation Hiring Handbook Case Study 62

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.

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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.

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Negotiation Prospecting 193

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.

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Negotiation Prospecting Conversion Hiring 180

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.

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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.

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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.

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Negotiation Marketing Strategy Training 257

Mindtickle

JANUARY 14, 2025

In a perfect world, every prospect would accept your first offer as written. Instead, sales negotiations often happen until the buyer and seller reach a mutually beneficial agreement. B2B sellers must master the right sales skills to expertly navigate these negotiations and start closing more deals. What is sales negotiation?

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Negotiation Closing Training Face-to-face 105

SalesFuel

MARCH 12, 2025

Situational sales negotiation is a tactic that sellers should consider adding to their strategy. This style involves adjusting your negotiating to adapt to different scenarios. How does situational selling negotiation skills save sales? One such scenario involves pivoting to negotiate with multiple stakeholders.

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Negotiation Hiring Face-to-face Decision Maker 52

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?

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SalesGenie Prospecting eBook Lead Scoring 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.

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Negotiation Closing Face-to-face How To 137

Allego

FEBRUARY 18, 2025

Sales training has never been more criticalor more challenging. This groundbreaking technology is transforming how enablement teams create, update, and personalize sales training content atunprecedented speed. Generative AI is enhancing sales enablements agility in delivering training for critical commercial initiatives.

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Training Scale Hiring Lead Rank 62

Allego

DECEMBER 10, 2024

Sales training can deliver a staggering 353% return on investment, according to a study by Southern New Hampshire University. This gap leaves sales managers asking an essential question: How do you demonstrate the ROI of sales training in a credible, reliable way? Proving the impact of sales training is no small feat.

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ROI Training Lead Scoring Lead Rank 62

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.

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Prospecting Face-to-face Networking Motivation 51

Grant Cardone

JANUARY 24, 2025

In life, you dont get whats fair, you get what you negotiate. Today, with those words in mind, I decided to share all the effective negotiation strategies you need to succeed If theres anything Ive learned in decades of sales, business, and real estate investing, its how to negotiate. The whole nine yards. Now, lets dive in.

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Negotiation Strategy Real Estate Hiring 62

Highspot

JANUARY 23, 2025

Soft skills training programs help bridge this gap by providing reps with interactive techniques for excelling, driving consistent results, and building stronger client relationships. What is Soft Skills Training? Soft skills training helps sales teams learn to work well with colleagues and customers. Did you know?

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Training Negotiation Exercises Proposal 52

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.

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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.

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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.

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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.

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Negotiation Proposal Competition Positioning 304

Allego

FEBRUARY 27, 2025

Your top rep just completed a high-impact sales training session. This rapid decline in knowledge retention leads to inconsistent sales execution, wasted training investments, and a constant struggle to keep teams aligned on best practices. times more likely to provide ongoing reinforcement training compared to less effective teams.

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Training Hiring Retention Exercises 62

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.

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Hiring Training Hubspot Inbound 145

Sales Gravy

JANUARY 30, 2025

In this conversation with Jeb Blount bestselling author of Fanatical Prospecting and Sales EQ, and the founder of Sales Gravy motivational speaker and co-founder of The Constance Group Brian Parsley shares insights into embracing conflict, staying mindful, battling internal doubt, and communicating effectively.

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Lead Scoring Lead Rank How To Call-back 94

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?

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Negotiation Hiring Margin Discount 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?

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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.

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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.

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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.

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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?

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Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

Hubspot Sales

SEPTEMBER 6, 2024

When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Many times I’ve been frustrated trying to chase down a once-excited prospect whose priorities have already shifted to the next item on the list. Wondering how to achieve this lofty goal? AI can help.

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Closing Ideal Customer Profile Top of Funnel Lead Rank 115

Pipeliner

JANUARY 16, 2025

This includes adopting a more skeptical approach during interviews, akin to how salespeople qualify prospects. Role-Playing Exercises: Use role-playing exercises to simulate sales scenarios and evaluate candidates’ problem-solving and negotiation skills.

Hiring 104

Hiring Sales Talent Video Lead Rank 104

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.

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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.”

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Negotiation Proposal Buyer Quota 105