Women Sales Pros

MAY 17, 2019

By the time two parties to a negotiation are sitting across the table from each other, the negotiation may already be over. Ask questions before it’s time to negotiate. If you wait until the negotiation begins, you’re going to get answers that are intentionally limited. During the negotiation, people withhold information.

Negotiate 131

Negotiate Contract Price Start-ups 131

Hubspot

OCTOBER 3, 2022

I'd also spent the morning reading up on BATNA, so I could relate. Here, we'll discuss why BATNA is an invaluable part of the selling process. Plus, how you can leverage BATNA's key negotiation tactics to ensure your business and your customers are both benefitting from a deal. But I never knew it as BATNA. BATNA Example.

Negotiate 67

Negotiate Customers Contract Non-Profits 67

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. An effective discovery call or client needs analysis involves discerning when to listen, interject, lead, or follow.

Negotiate 52

Negotiate Sales Territory Clients 52

Understanding the Sales Force

NOVEMBER 15, 2021

I came up with the following: Water - you can get an unlimited amount of drinking water from the tap but we not only buy bottled spring water, we buy FIJI, one of the most expensive brands, because it tastes so much better. When prospects tell you that they're going with the lowest price, it's total crap. Can you say bluffing?

Price 124

Price Up-sell Follow-up Prospecting 124

Lead Fuze

JULY 5, 2023

Understanding how to overcome price objections is a crucial skill for any sales professional, marketer or small business owner. In the world of sales and marketing, pricing objection is often one of the most challenging hurdles to navigate. Check out this active listening guide to up your game. Let’s dive in!

Price 52

Price Objectives and Key Results Negotiate Sales 52

Salesforce

SEPTEMBER 26, 2023

These signals take many forms — verbal commitments in sales calls, emailed questions about product features, or smiles and nods during negotiation — and can surface at any point in the sales process. You can lean into prospect need or interest, speeding up the sales cycle by cutting out long negotiations, and close quickly.

Contract 119

Contract Negotiate Follow-up Contact 119

The 5% Institute

MAY 1, 2020

If you’re in sales, you’ll eventually come across a gridlock situation – this is where negotiation tactics can play a hand and create a win, win situation. Using negotiation tactics can help you get to your ideal outcome, and also help your client walk away from the deal as a winner. 10 x Negotiation Tactics To Close More Sales.

Negotiate 98

Negotiate Closing Objectives and Key Results Presentation 98

Iannarino

JANUARY 9, 2022

Not Occupying the One-Up Position: In any relationship between two people, one of them will be One-Up and the other One-Down. Instead, the person who is One-Up has the knowledge and experience to lead the other. The person who is One-Down needs the person who is One-Up to help them improve their results.

Negotiate 170

Negotiate Intrinsic Clients Sales 170

Gong.io

DECEMBER 27, 2021

Subscribe here and follow me to read upcoming research. Like the deadly simple negotiation mistake preventing you from winning deals. . And the (counter intuitive) ideal length for a follow-up prospecting email. Tip #1: Never negotiate over email. Negotiating is one of the most important skills in sales. .

Negotiate 127

Negotiate Price Contract Up-sell 127

ClickFunnels

OCTOBER 6, 2021

The post How To Sell Anything – A Practical Guide To Better Sales appeared first on ClickFunnels. Jordan Belfort and his blockbuster movie, The Wolf of Wallstreet, popularized the idea of being able to sell anything to anyone, a la “sell me this pen.”. Who is the target market that you’re selling to? Impossible, right?

Sell 215

Sell Up-sell Negotiate Follow-up 215

Hubspot

DECEMBER 13, 2023

Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made. For example, if you sell CRM software, you might conduct a demo call to show the prospect how your system can streamline their sales processes and improve customer relationships.

Objection handling 73

Objection handling Negotiate Cross-sell Contract 73

Hubspot

AUGUST 14, 2023

Value leaks undermine a buyer’s confidence in your solution, reducing your likelihood of closing — and even if you do win, you’ll have a harder time charging full price. For instance, let‘s say a salesperson is selling a product that isn’t backed by 24/7 support — and once upon a time, that factor held up a deal or two.

Closing 88

Closing Hospitality Negotiate Price 88

SaaStr

APRIL 17, 2024

The Journey of Selling Your Startup Harry was the co-founder and CEO of Periscope Data, which raised a seed round before finding customers, yet didn’t run out of money before becoming an overnight success 3-4 years later. During those rapid growth years, someone would reach out every once in a while and ask if Harry would consider selling.

Sell 67

Sell Negotiate Up-sell Price 67

Gong.io

FEBRUARY 23, 2023

With the ever-growing complexity of the B2B buyer’s journey, reps can ensure they are multi-threading , driving next steps , and comprehensive in their follow-ups. While the consideration and decision phases may take longer on the buyer’s side, ensure that your responses and follow-up are highly timely and relevant.

Closing 121

Closing Price Finance Negotiate 121

Sales Hacker

JANUARY 12, 2023

Selling more, earning more, and one-upping your 2022 self. Which is why selling better always leaves you at the bottom. Selling different. You need to sell differently. A set of hard-won, non-traditional “micro-trainings” on how to think and sell differently. Jump to: Target & sell to trainwrecks.

Negotiate 95

Negotiate Price Sales Up-sell 95

Salesforce

OCTOBER 10, 2023

It’s no different in sales — only instead of game rules, you use a sales cycle to make sure you’re following the right steps at the right time. A sales cycle is the collection of sequential stages sales reps follow when converting a prospect into a customer. What you’ll learn: What is a sales cycle? Why is a sales cycle important?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

ClickFunnels

SEPTEMBER 16, 2021

During the person’s research — whether it’s thorough or minimal — they will make a decision , not just about whether to buy or not, but also about whether they trust your brand, whether they need your products or services, and whether the price is worth it. That means buying, signing up, or opting in. What does your target market want?

Follow-up 244

Follow-up Sales Contact Price 244

Salesmate

JULY 8, 2020

The amount of time it takes to turn a lead into a customer will depend on the service you are offering, and the price of that service. You can take this approach to the next level by setting up retargeting ads across FB, Google Ads, or Youtube, that pushes these prospects to a landing page where you offer a content upgrade.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

Cerebral Selling

JANUARY 18, 2021

Why should people follow your government’s advice?”. Their goal; to sell the public on their restriction and recovery strategies while securing buy-in and compliance. In a selling context, the tactic may sound like this: Buyer : “I really like your product but it’s too expensive.”. Lockdown measures aren’t working!

Objection handling 178

Objection handling Negotiate Strategize Presentation 178

Salesmate

DECEMBER 8, 2020

Yes, you’ll find many hurdles on the path while selling to enterprises, but a firm determination and constant hard work can lead you to success. A different and long pathway while selling to enterprises. Selling to a large enterprise is a different game. One must expect a long journey while selling to a large enterprise.

Sell 103

Sell Cold Call Negotiate Cross-sell 103

Hubspot

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. Pricing Negotiations There’s no doubt that at some point in your career, you will deal with pricing negotiations.

Real Estate 73

Real Estate Negotiate Price Territory 73

Salesforce

JANUARY 8, 2024

Drafting a sales contract Considerations and customization Negotiation and review process Execution and implementation Best practices and legal considerations Speed up the sales cycle from quote to close Go from lead to inked deal in record time with automation that speeds up quoting, approvals, and contracting.

Contract 110

Contract Process Legal Real Estate 110

Veloxy

SEPTEMBER 5, 2023

New sales strategies, practices, approaches, and techniques are always springing up like wild shrooms, not to mention the new virtual office environments. If you don’t keep up with the changes, it’s easy to get left behind. Try to take advantage of the awkward silence when breaking news on pricing. Always Be Following-Up (ABF!)

Inside sales 130

Inside sales Pipeline Quota Cold Call 130

Salesmate

DECEMBER 3, 2020

Types of prospects and how to sell to them. Selling gets easier when you study the buying behavior pattern of each category. How to sell to these prospects. How to sell to these prospects. So to sell a product to the busy bees, you must follow-up constantly. How to sell to these prospects.

Prospecting 98

Prospecting Sell Negotiate CRM 98

SaaStr

DECEMBER 4, 2023

Running parallel streams instead of one after the other will speed up the sales cycle. It could be price, product composition, or payment terms. You can solve for cash upfront with a third party, but you can’t solve for more customers at a higher price, so make that your top priority. Know what your buyer really cares about.

Contract 93

Contract Price Healthcare Commission 93

Lead Fuze

AUGUST 7, 2021

And, just as good salespeople have a system for selling, good buyers have buying patterns. A lot of their day-to-day activity is spent on detailed work, putting out fires, and cleaning up other people’s messes. It’s going to take buyers some time to get comfortable with you and whatever it is you’re selling. 2 Focused on price.

Negotiate 98

Negotiate Price Up-sell Clients 98

Gong.io

JUNE 25, 2021

We crunched the stats, and it turns out the “Interest CTA” is the highest performing call to action for cold emails: The Interest CTA sells the conversation, not the meeting. . Silence, followed by phone hanging up sound. Open up your next cold call with the following question: . Confession: Guilty as charged.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Salesforce

FEBRUARY 19, 2024

Benefits of a playbook Sales plays to include in your playbook How to write an effective playbook How to keep your playbook up to date 7 sales playbook types and examples Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM. What are sales plays?

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

The Sales Hunter

FEBRUARY 4, 2012

Mark’s Insights on PRICING. Mark’s Insights on PRICING. Selling a Price Increase. Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 6 Sales Negotiation Tips You MUST Know. First, let’s clear up one thing: We sell first and negotiate second.

Negotiate 82

Negotiate Drivers/motivators Up-sell Sales 82

Salesmate

MAY 29, 2020

The issue is that sales reps overlook these challenges and continue selling but that brings them back to the same disappointing sales results every month. . From lowering prices to offering freebies, competitors are trying various strategies to attract customers. Sales challenge 2 – Lack of time for selling.

Negotiate 93

Negotiate Sales Objectives and Key Results Price 93

The 5% Institute

JUNE 8, 2023

When clients raise concerns or express doubts, it’s crucial to address their objections effectively to move forward with the buying or selling process. Handling Real Estate Objections – The Blueprint Common Real Estate Objections: Price-related objections: “The property is overpriced.”

Real Estate 52

Real Estate Objection handling Transportation Finance 52

Gong.io

DECEMBER 14, 2021

You send a follow-up email. What is up? The following is reality-based data. . The interest CTA works for cold emails because you are selling the conversation , not the meeting. . Next up: The Specific CTA — asking for a meeting with a specific day and time. You craft that prospect email. You hit send. .

Gaming 62

Gaming Negotiate Price Sales 62

The Sales Hunter

JUNE 1, 2012

Too many people go into a negotiation essentially blind, and the worst thing of all is they don’t even realize it. Sorry, negotiating is not just understanding what it is you want; it also is knowing what the other person wants. There are some very simple rules you can follow to keep from going into a negotiation blind.

Negotiate 69

Negotiate Drivers/motivators Price Up-sell 69

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. If you take care of the customers, then the sales and money will follow you as opposed to the other way round. The sales quote will be just the first of many documents to follow, so you might as well get on with it early enough.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Highspot

SEPTEMBER 6, 2023

Plus, explore the future of value selling using advanced tech. What is Value Selling? Key Value Selling Strategies Sales Methodology for Value Selling Benefits of Value Selling How Does Value Selling Compare to Other Methodologies? Future of Value Selling What Is Value Selling?

Sell 59

Sell Profit margin Price Non-Profits 59

SaaStr

MARCH 27, 2021

The at first nonobvious thing about discounting is the dynamic: Sales reps on commission will naturally do 2 things: First, they’ll quote at list price. Then, the customers do the following: If it’s a true enterprise deal ($50k+ ACV, selling to an enterprise buyer) — they know this. sent to them.

Commission 122

Commission Price Quota Negotiate 122

PandaDoc

AUGUST 29, 2022

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. In our context, it means finalizing the negotiation process by setting an agreement. The second is the sequence of actions both parties must adhere to in terms of adding any changes to the documents they’re negotiating.

Negotiate 98

Negotiate Contract Objectives and Key Results Legal 98