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. So what’s the secret to building lasting relationships and negotiating the deal? Why is Sales Negotiation Important? You’ll have to read on.

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Negotiate Closing Objectives and Key Results Technique 52

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. This sales podcast is focused on 12 Non-Negotiable Sales Truths. There are also twelve not-so-popular sales truths.

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The 5% Institute

APRIL 2, 2020

If you’re involved in B2B sales , high ticket B2C sales, or consultative selling; one of the common scenarios you’ll most probably come across, is negotiating on price. Discussing price and money is an important part of the sales process , and one that you do need to handle quite carefully.

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Hubspot

MAY 24, 2023

Negotiation is a delicate balancing act. By the time you’ve reached the negotiation phase of the sales process, you and your prospect have a common goal: getting your company’s offering into their hands. Assuring your prospect the negotiation will be quick and easy won't put them at ease — it'll do the opposite.

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Negotiate Contract Price Prospecting 81

Hubspot

MAY 18, 2023

The ability to negotiate can bring you and your business tremendous advantages. Yet, many salespeople approach negotiations with trepidation. There are only a few occasions where we typically have the ability to negotiate, and they are usually high-stakes such as buying a house or taking a new job. Use the bracketing technique.

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Gong.io

MARCH 3, 2021

Only a small number of sales pros become truly effective negotiators. . We either lose winnable deals, or win the deal but give up way too much and leave money on the table. There was some back and forth over email about pricing and payment terms — the usual. . And the answer will change how you sell. The result?

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Spiro Technologies

MAY 19, 2022

Negotiating is an important skill for salespeople. That’s why every salesperson should learn how to negotiate, especially if they’re selling a product that doesn’t have fixed pricing. However, there comes a point in every negotiation when it’s time to throw in the towel.

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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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Negotiate Closing Objectives and Key Results Objection handling 111

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.

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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 94

SaaStr

DECEMBER 3, 2021

How long does it take to negotiate a term sheet? Who should open the negotiation on valuation – VC or entrepreneur? What are the top tips for entrepreneurs preparing for a term sheet negotiation? There really aren’t many variables these days, really just price and how much you raising/selling.

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Negotiate Cross-sell Price Legal 88

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. This sales podcast is focused on 12 Non-Negotiable Sales Truths. There are also twelve not-so-popular sales truths.

Negotiate 52

Negotiate Sales Territory Clients 52

Salesmate

JANUARY 13, 2021

Negotiation is something not every sales rep can excel in. And few sales reps have aced the technique of negotiating. Well, you need to gear up if you want to be the next best sales negotiator. Up your game of negotiation so even you can say that –. Be the best negotiator and win every prospect.

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Negotiate Closing Technique Price 59

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.

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Negotiate Customers Contract Non-Profits 61

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!

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Price Objectives and Key Results Negotiate Sales 52

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.

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Negotiate Closing Objectives and Key Results Presentation 98

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. How many can you think of?

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Price Up-sell Follow-up Prospecting 124

Sales Coach Dew

MARCH 29, 2021

Learn to focus on clients who care about more than price. In relationship selling, we want to keep our clients happy. We don’t want to lose long-term relationships to a competitor who’s undercutting our prices. So, to keep our clients, we always need to win on pricing, right? Consider a fixed-price model.

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Price Sell Profit margin Appointment 52

PandaDoc

OCTOBER 21, 2022

Pricing is a key element of your communication with customers, and as such needs to be a central part of your dialogue with them. Hiding your prices or being uncomfortable when you need to discuss them with clients will affect your capacity to make a sale. How do you discuss pricing with clients?

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Price Presentation Clients Negotiate 52

Lead Fuze

JULY 6, 2021

What is a Pricing Strategy? Pricing strategies don’t just come down to what you charge, it can come down to how you present your prices. And it’s not over yet; now comes the biggest hurdle… pricing up your offering. 13 Types of Pricing Strategies Examples. 3 Cost-Plus Pricing Strategy.

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Price Clients Technique Sales 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.

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Negotiate Intrinsic Clients Sales 173

Gong.io

DECEMBER 27, 2021

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. . Case in point: negotiating over email. . How did we do it?

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Negotiate Price Contract Up-sell 127

PandaDoc

APRIL 8, 2024

A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates. A deal desk is a team within a company responsible for managing and negotiating deals, contracts, quotes, and other sales documents.

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Negotiate Cross-sell Contract Legal 52

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

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Sell Cross-sell Finance B2C 95

SaaStr

JULY 23, 2019

It shouldn’t take more than a week, or even just a few days, to negotiate a term sheet, once a VC decides they want to do a deal. There really aren’t many variables these days, really just price and how much you raising / selling. It will just blow up on you later. Make sure you have a good corporate start-up lawyer.

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Negotiate Cross-sell Price Legal 76

The Lost Book of Sales

JANUARY 12, 2024

Consultative selling is more than creating value or helping your clients solve problems. This is something for you to consider before stepping into negotiating and finalizing your complex deal. Objectives of the pre-negotiation stage Determine whether consequence issues exist. Clarify and understand these issues.

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Negotiate Objectives and Key Results Price Clients 111

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 85

The Sales Hunter

MARCH 6, 2015

This question came up over lunch after speaking at a conference on negotiating. Many of the people in the audience were uncomfortable with the whole sales process and, in particular, having to negotiate. They were confused as how negotiating over anything could […].

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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.

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Contract Negotiate Follow-up Contact 119

Gong.io

JANUARY 11, 2022

Second, sales emails are necessary and vital for every stage of the sales cycle: prospecting, follow-ups , multi-threading, negotiating, closing … all of it! Well, that’s not just a fancy, made-up Gong-ified image. An interest CTA sells the conversation, not the meeting. Share price by email. Remove friction.

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Negotiate Cold Call Price Sales 112

Partners in Excellence

APRIL 13, 2014

Sales people seem to be obsessed with negotiation. They read books, they take all sorts of classes, they strategize “negotiation” sessions. Oddly, when I push on the negotiation issue, most negotiations that sales people focus on is about price. The only way to choose is price.

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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.

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The Sales Hunter

JANUARY 28, 2014

We’ve made negotiating mistakes that cost us more than we could have imagined. It’s time we get them out on the table, and hopefully as a result, we can avoid making these negotiating mistakes in the future. Are you making these 6 negotiating mistakes? You can’t negotiate until you know what you’re negotiating.

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Negotiate Drivers/motivators Price Up-sell 101

Salesmate

MARCH 9, 2021

A fragmented sales process takes up more time, is complex, and can lead to loss of crucial data and information. Negotiating the deal. 1 Pricing sellers’ home – Property Valuation. Before the final asking price goes to the buyer, it should include each and every cost that goes into selling the property.

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Real Estate Process Negotiate CRM 123

Gong.io

NOVEMBER 12, 2021

The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 Another truth: Longer emails are significantly more effective in booking a meeting: More specifically, prospecting follow-up emails 4+ sentences long are 15x more effective in booking cold prospects than shorter emails. A new speaker.

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Cold Call Objectives and Key Results Negotiate Cross-sell 118

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.

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Closing Hospitality Negotiate Price 84

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.

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Objection handling Negotiate Cross-sell Contract 67