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 75

Negotiate Closing Objectives and Key Results Sales 75

The 5% Institute

NOVEMBER 26, 2019

Sales negotiation is a hot topic for Sales Professionals and Business Owners, because its something that literally can ‘make or break the deal’. Given its importance; Sales Professionals and Business Owners who directly sell their products or services, can become nervous when its time to negotiate.

Negotiate 98

Negotiate Cross-sell Technique Sales 98

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.

CRM 116

CRM Campaign Niche Negotiate 116

Cerebral Selling

JANUARY 18, 2021

“How do you justify forcing small businesses to close while letting big-box stores stay open?”. Objections present opportunity for confrontation. Journalist : “How do you justify the crushing blow you’re dealing to so many small businesses by forcing them to close while letting big-box stores stay open? For example… .

Objection handling 197

Objection handling Negotiate Strategize Presentation 197

PandaDoc

SEPTEMBER 28, 2022

A wide variety of possible price negotiation strategies exist but all of them have a common baseline. That’s why successful bargaining requires special knowledge of negotiation tactics and advanced negotiation skills. Expect to be much more efficient at the following: How do I negotiate the price politely?

Negotiate 98

Negotiate Price Gaming Contract 98

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.

Closing 105

Closing Contract Negotiate Pitch 105

Martech

FEBRUARY 7, 2025

This allowed them to present their concerns in their own words, which we then shared with a broad group of stakeholders. Contract timing My team once negotiated a contract with a new vendor where timing was critical. A win-win: the vendor closed the deal on time, and we didn’t pay for a tool before we were ready to use it.

Contract 93

Contract Non-Profits Hospitality Negotiate 93

Sales Hacker

FEBRUARY 26, 2019

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. Excellent salespeople overcome their fear of saying no and use key negotiation phrases that protect margins and still get the deal done. Two main tactics buyers use in negotiations.

Negotiate 105

Negotiate Price Contract Non-Profits 105

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. The emphasis on process becomes more important as the odds of closing the deal diminish. Length of Negotiation: 1 Month. SMB Sales vs Enterprise Sales Process. Number of Touches: 45 touches.

Niche 113

Niche Closing Process Government 113

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?

Presentation 98

Presentation Cross-sell Sales Clients 98

Martech

DECEMBER 30, 2024

As 2024 comes to a close, its impossible to ignore the central theme that has shaped marketing and technology this year: artificial intelligence. Its an exciting vision, but it also underscores the gap between the future were building toward and the present challenges most businesses face.

Strategize 119

Strategize Trust Technology Technology 119

Sales Hacker

NOVEMBER 5, 2020

Here are some sales email tips for Q4 and beyond to help you close out your year strong. Your prospect can sniff out your tone in all the obvious places — phone calls, presentations, or that awkward pause at the end of the call. Deals Don’t Close in the Inbox. Deals don’t close in the inbox. Making assumptions.

Meeting 128

Meeting Closing Commission Pipeline 128

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

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

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.

Closing 87

Closing Negotiate Contract Legal 87

Sales Pop!

AUGUST 20, 2021

You then make a presentation to your prospect, followed by a proposal. Then there might be some kind of negotiation or due diligence on either or both sides, then the closing. At the present time, Pipeliner CRM is the only CRM tool that can implement activities for each step—which we call “Sales methodology out of the box.”

Pipeline 201

Pipeline CRM Negotiate Follow-up 201

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. In this article, you’ll learn what negotiating on price means, as well as three important strategies to help you become successful when negotiating on price.

Negotiate 75

Negotiate Price B2C Presentation 75

Hubspot

JANUARY 8, 2025

This step is crucial for understanding what isnt presently working for them. Pro #3: Gap selling positively impacts close rates. By focusing on outcomes and impact, you create a compelling reason for prospects to take action, which can lead to faster decisions and higher close rates. It defines the future state.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

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.

Clients 202

Clients Negotiate Contact Strategize 202

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.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

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. If we check all the boxes, we move the opportunity into closing.

Customers 161

Customers Negotiate Up-sell Pipeline 161

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?

Negotiate 81

Negotiate Price Territory E-commerce 81

Highspot

JANUARY 23, 2025

It teaches them important skills like listening closely, showing empathy, and being flexible. Knowing a product’s technical details is important, but actively listening and caring about what ails the client builds the trust that ultimately closes deals. What is Soft Skills Training?

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

Hubspot

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. Why do value leaks occur? You leave voicemails that project a defeated attitude.

Closing 90

Closing Hospitality Negotiate Price 90

Hubspot

APRIL 9, 2025

Then, craft your presentation around these features and their benefits. At the end of the day, only a personalized and individual approach will create a real connection and strong relationship, and we know that's the only way to close deals. So, dont let laziness or the urge to close a deal too quickly cost you those relationships.

Real Estate 69

Real Estate Objectives and Key Results Follow-up Contact 69

Hubspot

MAY 24, 2023

A closing call is like the finish line of a marathon. As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around. The closing call is all about controlling the controllable. In this article: What is a closing call? Why is the closing call so important?

Closing 81

Closing Clients Prospecting Negotiate 81

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?

X-functional 207

X-functional Drivers/motivators Sales Negotiate 207

Partners in Excellence

FEBRUARY 12, 2024

We have presentations focusing on us, our products, our companies and how great we are. We have closing strategies focused on getting the order. It’s not just how much discount they can negotiate. We are driven to pitch our products and solutions. Somehow, our customers are lost in the process. They don’t feel heard.

Customers 146

Customers Negotiate Pitch Trust 146

Sales Hacker

AUGUST 5, 2020

From contract generation to negotiation, execution, and beyond, it takes the heavy lifting of manual contracting out of the rep’s hands. By having all departments collaborate in one digital environment, conversations are centralized, teams stay aligned , and deals get closed faster while maintaining proper oversight.

Contract 134

Contract Legal Negotiate CRM 134

Salesforce

DECEMBER 13, 2024

Is there anything worse than sitting through a long, forgettable sales presentation? The time you spend interfacing with clients and prospects, especially during important moments like presentations, is crucial. Sales presentations give you a chance to address your prospect’s needs in a way that shows you care.

Presentation 52

Presentation Closing Territory E-commerce 52

The 5% Institute

JULY 18, 2023

Negotiation is an essential skill that can be applied in various aspects of life, from business dealings to personal relationships. Effective techniques of negotiation can help individuals achieve mutually beneficial outcomes, resolve conflicts, and build stronger connections.

Negotiate 52

Negotiate Technique Objectives and Key Results Construction 52

The 5% Institute

APRIL 20, 2022

Some of the benefits of using the end to end sales process outlined in this guide include: It creates a system; allowing you to close sales like a road map. During the pre-frame, you want to cover three important things: Ensure all decision makers are present. 5 x Closing Questions To Win More Sales. 8 – Presenting.

Process 143

Process Technique Sales Clients 143

The 5% Institute

MAY 28, 2023

Negotiation is an essential skill in both personal and professional settings. Whether you’re haggling over prices at a flea market or trying to secure a business deal, effective negotiation techniques can make a significant difference in achieving your desired outcomes. Gathering Information Information is power in negotiations.

Negotiate 52

Negotiate Technique Trust Construction 52

Sales Hacker

AUGUST 5, 2020

From contract generation to negotiation, execution, and beyond, it takes the heavy lifting of manual contracting out of the rep’s hands. By having all departments collaborate in one digital environment, conversations are centralized, teams stay aligned , and deals get closed faster while maintaining proper oversight.

Contract 123

Contract Legal Negotiate CRM 123

Gong.io

NOVEMBER 12, 2021

So you want to learn what skills the best-of-the-best sales pros use to close more deals, crush their goals, and make boatloads of cash? Here is what the data told us: Deals that close use 9.1-minute minute sales deck presentations, on average, during the introductory sales meeting. Of course, you do. Losing deals had 11.4-minute

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

The 5% Institute

JUNE 15, 2023

Negotiating your salary can be a daunting task, but it’s an essential step in ensuring you are fairly compensated for your skills and experience. In this article, we will provide you with valuable tips and strategies to help you navigate the salary negotiation process successfully.

Negotiate 52

Negotiate Presentation Closing Start-ups 52

Partners in Excellence

MARCH 26, 2024

Eventually, I was invited into customer meetings to answer questions, and occasionally, I presented the pricing models and assisted in negotiating pricing and deal structures. When these large, strategic deals closed, our team and the company celebrated the success. Initially, I provided the models to sales teams.

Sell 137

Sell Cross-sell Finance B2C 137

Gong.io

NOVEMBER 16, 2022

It is split into several sales stages — typically six or more — that represent the steps every sales rep should take before they close a deal. . If you calculate the average length of your team’s sales cycle , you’ll probably find that it takes roughly the same amount of time to close each deal. Presenting results. Negotiation.

Pipeline 118

Pipeline Objectives and Key Results Negotiate Sales 118