Sales Hacker

DECEMBER 6, 2019

If you confuse objection handling and negotiating , you could be losing sales. . In this article, we’ll look at what objection handling and negotiating are (and what they aren’t). Then we’ll go in-depth to look at 5 techniques for handling objections and sales negotiation, so you always walk away with a win. Negotiation.

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Objection handling Negotiate Drivers/motivators Technique 112

Closing Bigger

SEPTEMBER 13, 2023

This sales podcast is focused on 12 Non-Negotiable Sales Truths. As a sales trainer and keynote speaker I come across people often who want to short-cut and negotiate the price of sales success. Sales Truth #1 – You can never be too busy to prospect and work your funnel. Various other factors determine an ideal prospect.

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Negotiate Sales Territory Clients 116

Spiro Technologies

FEBRUARY 24, 2022

Salespeople must develop a wide range of skills in order to succeed, but one of the most overlooked skills in sales is the ability to negotiate. Lots of sales training tends to gloss over this part of the sales process, even though negotiations happen throughout every transaction. Stop trying to be ruthless.

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Negotiate Sales Contract Price 98

SaaStr

NOVEMBER 30, 2020

Q: How long does it usually take to close a deal in SaaS? Ok here’s a really rough set of timelines to how long it takes to close an Opportunity in SaaS: So: A $5k deal, or say $499 a month, can often be closed in a call or two. Then a month or so to make the decision, negotiate price, and sign. This adds more time.

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Closing Negotiate Drivers/motivators Price 136

Heinz Marketing

SEPTEMBER 12, 2020

What the Best Sales Negotiators Do Differently. A lot of people struggle with negotiating successfully, here are some of the ways top sales negotiators get the job done. Close the Marketing Performance Gap: How to Start Delivering on the Most Important Metrics. Video Prospecting 101: Take Outreach From Cold to Bold.

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B2B Prospecting Negotiate Product 110

Heinz Marketing

MAY 20, 2023

Concessions vs. Negotiations: Sales Credibility at Stake by Anthony Iannarino Once a client ask is made, the salesperson is in a negotiation whether they like it or not. 8 Strategies for Getting More Out of Every Negotiation by Anthony Capetola The ability to negotiate can bring you and your business tremendous advantages.

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Sales Hacker

NOVEMBER 1, 2019

When it comes to negotiation, the goal isn’t a win… What you want is a win-win. True negotiations are all about coming to a mutual agreement on something where both parties feel like they got something out of the deal. Contrary to popular belief, you don’t “win” a negotiation by making the other person lose.

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Negotiate Objection handling Pipeline Cold Call 102

Search Engine Land

AUGUST 14, 2024

Don’t start advertising without these 4 prerequisites Before you touch your ad account, make sure you have everything that is considered non-negotiable for running lead generation ads. Here are the four non-negotiables. If you can’t go from lead to closed deal often enough, you might need to rework one or more of these areas.

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CRM Campaign Niche Negotiate 116

Veloxy

DECEMBER 28, 2023

The Role of an Outside Sales Representative An outside sales representative, also known as a sales rep, is responsible for conducting sales activities in the field through direct customer interactions, both with prospective and existing customers.

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Partners in Excellence

FEBRUARY 12, 2025

Even when he was talking to a prospect, he would hang up at 5 minutes, then call the person back. As I dove in, I discovered the sellers were not entering opportunities into the pipeline until they were actually in the contract negotiation stage. Managers were only interested in reviewing deals that were “close to closing.”

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Gaming Contract Pipeline CRM 122

PandaDoc

AUGUST 17, 2020

When you are a part of a sales team, your main priority is closing deals faster and meeting your monthly quotas. However, you have to be fully prepared before you can close a deal through a sales meeting. Keep reading as we discuss the benefits of video meetings when it comes to closing deals.

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Closing Contract Negotiate Clients 105

Hubspot

JANUARY 8, 2025

Somehow, the deal slips through your fingers, and so does the prospect. In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. Know your prospects intrinsic motivation. Youre left wondering where it all went wrong.

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SaaStr

MAY 25, 2020

I bet things will get even better if you do: “Say no to a non-ideal prospect as fast as you can” — Loren Padelford, GM of Shopify Plus. “Presumptive close in a transactional sale. “At “Create a mutual milestone doc for prospects to outline a path to implementation. “Simplicity. .

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Closing Process Contract Price 137

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. Expand your pipeline of ideal prospects. Getting a prospect to sign a deal is just the tip of the iceberg. The emphasis on process becomes more important as the odds of closing the deal diminish.

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Sales Gravy

MARCH 27, 2025

These are proven tactics from top sales pros who know what it takes to close deals, stay sharp, and dominate the competition. Take courses and identify a mentora seasoned veteran who can provide feedback on your calls and negotiation techniques. If you want to crush your numbers, start here. Lean into the basics: Who are you?

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Sales Hacker

FEBRUARY 26, 2019

Then, your prospect drops this on you: “We like you, but you need to do something about that price.”. What would you say that could help you win at this point in a negotiation? They’ll take what they can get, so long as they close the deal. By the end of this post, you will know: Why you need a formal negotiation process.

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Negotiate Price Contract Non-Profits 104

Sales Hacker

NOVEMBER 5, 2020

Here are some sales email tips for Q4 and beyond to help you close out your year strong. Your prospects can smell its stench from a mile away. And If you show the prospect that you want the deal more than they do, the balance of power shifts. Deals Don’t Close in the Inbox. Deals don’t close in the inbox.

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Hubspot

MARCH 1, 2022

Closing calls are a big deal, and, because they’re so important, they’ve acquired a certain mystique. They aren’t anything to fear, though, because the right phone sales technique can help you close the deal and drive it home every single time. Below is a nine-step closing call sequence that’s served me well for years.

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Closing Negotiate Contract Legal 87

Hubspot

JUNE 7, 2023

Every step of your sales process is a struggle in its own right, so by the time you reach the negotiation stage, it can feel like you've run a marathon — but you still have a ways to go. So in the interest of showing you exactly what not to do, we've put together a handy, seven-step action plan for losing a negotiation. Don’t prepare.

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Negotiate Contract Price Legal 81

Sales Pop!

AUGUST 20, 2021

This is far too complex for salespeople or prospects and customers to follow, and you’ll end up losing them. You then make a presentation to your prospect, followed by a proposal. You then make a presentation to your prospect, followed by a proposal. In our case, the prospect defines the business needs. Activities.

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Pipeline CRM Negotiate Follow-up 225

Salesforce

MARCH 6, 2024

There’s no better feeling than closing a deal after a tough price negotiation. Negotiation is a learned skill, requiring time for research, discovery, and due diligence long before both parties ever sit down together. What you’ll learn: What is price negotiation? Why are price negotiations important?

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Sales Hacker

MAY 8, 2019

A successful close is the end goal that every sales team guns for. Whether prospecting, making cold calls, negotiating, or even researching, every small step a sales rep takes is tied to this goal. But despite a focus on closing sales, it remains one of the biggest issues for teams. Image Source. We all know this.

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Closing Pitch Sales Quota 111

Iannarino

JUNE 26, 2021

We spend a lot of time helping our clients by teaching them how to produce the better decisions they need, closing the information disparity gap. Your clients also need to help close your information disparity gap by teaching you what you need to know, so you can help them and win their business. Their Industry.

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Clients Negotiate Contact Strategize 203

Salesmate

DECEMBER 3, 2020

Your sales success is dependent on your ability to handle and convert prospects into paying customers. Like all fingers of the hand aren’t the same, even the sales world is filled with different types of prospects. A good understanding of different kinds of prospects can help in developing successful strategies.

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Hubspot

APRIL 9, 2025

Some, like scheduling follow-up emails or creating a repeatable framework for researching prospects, streamline your day without harming the quality of your work. Researching Your Prospect During the Call Researching your prospects while youre on the phone with them is better than not researching them at all but barely.

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Real Estate Objectives and Key Results Follow-up Contact 69

Salesforce

AUGUST 15, 2024

Clearbit : By enriching prospect data inside your CRM, this tool organizes potential customers’ contact information, including social media handles. Drift : Using prospect engagement data directly from your website, this tool helps craft conversational messaging and hyper-personal chat functions. Efficiency 8.

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Product E-commerce CRM A/B testing 89

Hubspot

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. Showing the buyer how the timeline impacts their goals is a much more effective path toward closing quickly.

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Negotiate Contract Price Quota 74

Highspot

JANUARY 23, 2025

It teaches them important skills like listening closely, showing empathy, and being flexible. In sales, interpersonal skills, such as empathy, patience, and EQ, shape how reps communicate effectively with prospects, handle objections with care, and build meaningful customer relationships. What is Soft Skills Training?

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Objectives and Key Results Negotiate Cross-sell Technique 52

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. And this is exacerbated by all the AI adaptations and LLMs.

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Objectives and Key Results Objection handling GTM Pipeline 125

Cerebral Selling

JANUARY 14, 2023

When pipelines shrink, close rates decrease, and your team doesn’t see a clear path to the number, they lose motivation, worry sets in, and they start blaming things outside of their control. What type and quality of prospecting outreach is the rep doing? Provide transparency into how decisions are made. The leading indicators.

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Quota Pipeline Drivers/motivators Negotiate 209

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals. You’ll have to read on.

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Negotiate Closing Objectives and Key Results Technique 52

Iannarino

JUNE 20, 2021

The legacy laggard approach to sales views the product as the main source of value for prospective clients. Like our clients, are approaches are organic, with some salespeople and organizations recognizing and responding to what their clients and prospective clients need from them and others not recognizing what or how much has changed.

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Hubspot

MAY 24, 2023

A closing call is like the finish line of a marathon. It’s nerve-wracking for you and your prospect. As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around. Whether your prospect says yes or no is up to them. In this article: What is a closing call?

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Closing Clients Prospecting Negotiate 81

ClickFunnels

OCTOBER 6, 2021

Each prospect will have slightly different needs and knowing exactly how the product or service can help each of them is mandatory for building rapport and making sales. These sorts of questions can help you identify small commonalities between you and the prospect that form a small bond and build rapport. Start With a Sales Funnel.

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SalesHandy

MARCH 6, 2021

Sales qualifying questions help you gather information from your prospects, which later helps you filter out high intent leads. . So next, let’s explore some qualifying questions examples you could use in your introductory calls and meetings to ask your prospects and qualify them. 20 Sales Qualifying Questions To Filter Leads.

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Closing Pipeline Sales Prospecting 98

Partners in Excellence

OCTOBER 7, 2020

For example, the probability of an opportunity in prospecting is much less than qualifying, which is less than that for proposing, and in turn less than that for closing. For example, Identify Needs and Requirements, Evaluate Alternatives, Negotiate Purchase. If we check all the boxes, we move the opportunity into closing.

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Customers Negotiate Up-sell Pipeline 161

Sales Hacker

OCTOBER 23, 2018

It was a close call. As you go over the numbers with your team you realize that trying to close a sale with XYZ Industries cost you a ton of time, almost made you missed your quota and almost cost you your job (maybe – you never know, but you suspect it). “It’s Like Deja Vu All Over Again”.

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