Hubspot

DECEMBER 22, 2020

The ability to negotiate is a critical skill for salespeople. Your ability to effectively negotiate a deal is more about your ability to read the situation and act accordingly than it is about talking a prospect into doing what you want them to do. Let’s discuss some of the ways anchoring can impact your negotiations.

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Sales Hacker

SEPTEMBER 11, 2019

Negotiating is one of the most important skills salespeople can develop, yet it’s often overlooked. Which is a real problem… Because after you’ve put effort and resources into researching and creating a solid pitch and proposal, it only makes sense to come to the table prepared to negotiate with the prospect.

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Sales Pop!

NOVEMBER 20, 2022

Original thinking, presentation, and delivery are essential for encouraging a faithful clientele. Upon hearing the negative reply from a prospect, bluntly ask, ‘Is your answer of ‘no’ temporary until your budget is in place, or is it forever and not to bother you again?’ Flexibility Leads to Successful Negotiation.

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Hubspot

JULY 1, 2020

Negotiations come in various shapes, sizes, and scales. Virtually any sale can involve some kind of negotiation, so naturally, as a salesperson, it's in your best interest to understand how to be a shrewd negotiator. Do everything you can to help yourself anticipate how your prospect is going to negotiate.

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Negotiate Objectives and Key Results Angle Price 92

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.

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Hubspot

MARCH 22, 2022

A lot of time and effort is spent creating them, and this happens through a process called contract negotiation. In this post, learn about the key stages of contract negotiation, strategies for running a smooth negotiation, and scenarios where it makes sense to negotiate your contracts. Contract Negotiation Examples.

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Contract Negotiate Real Estate Manufacturing 88

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. Your ads and landing pages should speak to your prospective customers using the same language as your sales team.

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Anthony Cole Training

MAY 28, 2015

Didn’t provide the exact solution to match the prospects problem. You may not get to all of these items in the first meeting, but all of this information should be known to you prior to presenting. Negotiate all of the potential objections up front so that, when you finish, you can simply ask, “What would you like to do now?”.

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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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Intrinsic Sell Objectives and Key Results Technique 79

Anthony Cole Training

APRIL 11, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sales Presentation (7). Sales Presentations (17). sales prospecting (34). I was there last week to present to a wonderful group that was attending EcSells "6 Pillars of Sales Productivity" Workshop.

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Objectives and Key Results Drivers/motivators Sales Represent 215

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? Excellent salespeople overcome their fear of saying no and use key negotiation phrases that protect margins and still get the deal done. The Nibble.

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The 5% Institute

AUGUST 19, 2019

An important ingredient in your successful sales recipe playbook, is having the ability to negotiate with your prospects. In this article, we’re going to look at some negotiation strategies and tactics to help you win more sales. 4 x Negotiation Strategies And Tactics To Win More Sales.

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Hubspot

FEBRUARY 2, 2022

Sales negotiation is a delicate art. Even if you've properly qualified a prospect and correctly managed their expectations through the sales process, the deal can still end in a negotiation. That's why every salesperson needs to have a solid grip on how to negotiate effectively. Why is negotiation important in sales?

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Negotiate Contract Price Prospecting 74

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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Negotiate Price Territory E-commerce 91

Anthony Cole Training

DECEMBER 16, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sales Presentation (7). Sales Presentations (17). sales prospecting (34). An effective selling process will accomplish the following: Discovery of what the prospect wants and needs. mentoring (2).

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Sell Objectives and Key Results Drivers/motivators Sales 193

Anthony Cole Training

OCTOBER 25, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sales Presentation (7). Sales Presentations (17). sales prospecting (34). Is it because: The prospect wasnt qualified. The prospect lied about a current relationship. Leadership Training (2).

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Objectives and Key Results Drivers/motivators Sales Up-sell 193

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. (But

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Objectives and Key Results Objection handling GTM Pipeline 125

Anthony Cole Training

JANUARY 19, 2012

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sales Presentation (7). Sales Presentations (17). sales prospecting (34). Asked the client for any information they could provide me so that my presentation would be credible and support their objectives.

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Objectives and Key Results Drivers/motivators Sales Represent 191

Anthony Cole Training

DECEMBER 12, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sales Presentation (7). Sales Presentations (17). sales prospecting (34). Effective at getting commitments from sales people and prospects. Leadership Training (2). major performance factors (2).

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Objectives and Key Results Sales Drivers/motivators Up-sell 216

Anthony Cole Training

JANUARY 16, 2012

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sales Presentation (7). Sales Presentations (17). sales prospecting (34). How does this prospect fit our perfect prospect profile? Leadership Training (2). major performance factors (2).

Objectives and Key Results 209

Objectives and Key Results Drivers/motivators Sales Up-sell 209

Iannarino

JUNE 26, 2021

This is all good, but every interaction with a prospective client is an opportunity to both teach and learn. When you know what your prospective client values, you can help them by connecting the dots between their strategic initiatives and your ability to help ensure they succeed. What they really needed was help prospecting.

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Clients Contact Negotiate Strategize 203

Anthony Cole Training

FEBRUARY 6, 2012

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sales Presentation (7). Sales Presentations (17). sales prospecting (34). Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). Motivation (3).

Objectives and Key Results 215

Objectives and Key Results Drivers/motivators Sales Up-sell 215

Lead Fuze

AUGUST 19, 2021

How to Do a Good Sales Presentation. Let’s face it, we all need to know how to do a good sales presentation. Even if we’ve been “in the game” for a long time, selling the same products — our presentations can get stale after a while. That’s the crux of how sales presentations work , right?

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Presentation Cross-sell Sales Clients 98

Sales Pop!

NOVEMBER 22, 2022

Stressful events can include job interviews, excessive workloads, group presentations, prospecting and sales calls, multi-million dollar revenue quotas, deadlines, moving, injuries, illness, divorce, marriage, loss of a loved one, and other high-pressure situations. Don’t let it turn into a negotiation with yourself.

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Presentation Growth Technique Networking 245

Anthony Cole Training

OCTOBER 14, 2013

Many of my clients and prospects tell me that the 4th quarter is when they take time to discuss sales plans (goals) and business plans with their sales people. The process isn''t really a process; it''s the presenting of a pre-determined sales goal for each producer. The goals may be set, but they are negotiable.

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Objectives and Key Results Strategic planning Negotiate Sales 202

Highspot

JANUARY 23, 2025

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. In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects.

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Objectives and Key Results Negotiate Cross-sell Technique 52

Anthony Cole Training

OCTOBER 13, 2014

Let’s also assume the job is the same: Call suspects, meet with suspects, qualify them or disqualify them as prospects, gather appropriate information, present a solution, close. What are the objectives/goals in their life that are non-negotiable? What motivates them?

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X-functional Drivers/motivators Sales Negotiate 229

Iannarino

JUNE 22, 2021

In a roleplay with my senior leader, though, instead of asking for an order, I asked my pretend prospect to give me all of their open orders, as the scenario stated that the prospect wasn’t getting what they needed from their existing supplier. In the early 1990s, I was trained by a very large company to follow that pattern.

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Process Sales Clients Negotiate 193

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. ” And it will present a series of logical activities your customer completes in their process. .”

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Customers Negotiate Up-sell Pipeline 161

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

Partners in Excellence

NOVEMBER 1, 2015

The manager was particularly strong on closing and negotiating. Managers may do lip service about the need for more prospecting, but focus their coaching time on stronger deal strategies, better discovery, better proposals, better competitive strategies, better closing. They spend little time coaching on prospecting.

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Hubspot

MARCH 20, 2018

When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. A crucial yet overlooked aspect of objection handling occurs at the very beginning of the buying process, during prospecting. Prospecting is hard. The Top 7 Prospecting Objections.

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Prospecting Objection handling Appointment SQL 101

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. And poorly managed prospecting lists will result in seller fatigue. In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work.

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Prospecting B2B Objectives and Key Results Referrals 98

Sales Pop!

JUNE 21, 2023

Negotiation is never about insisting your way is best or worse, arm-twisting to get what you desire. Traditional negotiators have the appearance of being arrogant, knowing everything, and refusing to listen to another. As strange as it may sound, the better negotiator asks many questions, the underlying one being ‘Why?’

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Salesforce

APRIL 28, 2025

The Google product team adopted the concept in its A2A specification, citing AgentCard as the keystone for capability discovery and version negotiation. It then reaches out to a prospective partner’s Sales Agent to align on product offerings, pricing, and distribution logistics.

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Gong.io

NOVEMBER 12, 2021

1 Sales Skills for Prospecting: The ideal talk-to-listen ratio. But the top sales reps are great at prospecting. Sound advice… but NOT for prospecting calls. The talk-to-listen ratio for successful prospecting calls is higher than unsuccessful ones. The goal of prospecting is to sell the meeting. It’s tough.

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Cold Call Objectives and Key Results Negotiate Cross-sell 118

Openview

JANUARY 18, 2018

What if every rep was prospecting as well as the rep generating the most leads? A few examples of the types of skills that can determine how successful your reps are: Prospecting. Giving Persuasive Sales Presentations. Negotiating. Who do they think is the best negotiator? Prospecting and Building Rapport.

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B2B Negotiate Objectives and Key Results Technique 120