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.

Objection handling 113

Objection handling Negotiate Drivers/motivators Technique 113

Heinz Marketing

SEPTEMBER 1, 2023

If you incorporate your customers’ needs and motivations when optimizing your website, it can boost your CLG game. Transparent Pricing and Negotiation : A customer-focused website can provide clear pricing information or even allow for custom quotes based on the client’s requirements.

Gaming 116

Gaming Negotiate Technique Account management 116

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. What is your ask?

Negotiate 115

Negotiate Cross-sell Price Legal 115

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.

Negotiate 105

Negotiate Gaming Up-sell Price 105

The Sales Hunter

OCTOBER 29, 2013

Reason for your excitement is based on the customer asking you right at the start of the conversation what your price is. It’s time to quit breathing your own oxygen and realize how the customer who approaches you asking your price most likely is anything but a customer in the making. In fact, the prospect contacted you first.

Price 103

Price Trust Customers Negotiate 103

Hubspot

FEBRUARY 1, 2018

Like most skills, your ability to negotiate improves with practice. There’s a lot on the line during a negotiation with the buyer. Enter negotiation role play exercises. Once you’ve successfully negotiated in an extreme situation, you’ll be mentally and emotionally prepared for a straightforward one. The prospect.

Negotiate 101

Negotiate Technique Contract Sales 101

SaaStr

MARCH 5, 2025

Maintain Financial Stability – A healthy balance sheet gives you the option to walk awayyour most powerful negotiating tool. When there’s deep trust between CEOs, direct negotiations can sometimes work better. Competition Creates Better Outcomes Having multiple bidders dramatically changes your leverage in negotiations.

Sell 82

Sell Negotiate Healthcare Drivers/motivators 82

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’s not a game for me, at least. Focus on what matters (price, ownership, and sometimes, control).

Negotiate 100

Negotiate Cross-sell Price Legal 100

Sales Hacker

OCTOBER 24, 2017

Chris Voss served as a hostage negotiator at the FBI for close to a quarter of a century. During a portion of the time, he was the Bureau’s lead international hostage negotiator. Negotiation is a need-to-have skill in business. We negotiate with customers in an effort to maximize deal sizes. Emotional Labeling.

Negotiate 97

Negotiate Objectives and Key Results Sell Entertainment 97

Hubspot

SEPTEMBER 6, 2024

Why Use AI Sales Closing Techniques With AI backing up our sales department, missed opportunities became a thing of the past — which is critical considering that sales is a numbers game. No matter how compelling your product or service, each closed deal could be preceded by a dozen or more that never result in new business.

Closing 80

Closing Contract Technique Sales 80

SaaStr

APRIL 8, 2020

Pressure tactics, exploding discounts, 48-hour trials that end on you, us-vs-them pricing, are all still alive and well. Make pricing < $50,000 at least as simple and transparent as possible. Your customers should know pricing isn’t a rip-off. And price it that way. Such is the way as you grow. Especially now.

Product 145

Product Contract Construction Negotiate 145

Anthony Cole Training

OCTOBER 24, 2011

Negotiating (2). I remember my greatest successes in athletics came about when the challenges were the greatest: When we played Middle Township for the league championship: I played one of my best games against a player that was all league. Leadership Training (2). major performance factors (2). managing sales (4). mentoring (2).

Objectives and Key Results 178

Objectives and Key Results Drivers/motivators Sales Gaming 178

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.

Price 98

Price Clients Sales Technique 98

The Sales Hunter

JUNE 4, 2013

On the one hand, that’s good because in sales we’re taught to stay in the game. You must know what your minimum expectations are before you start any sales negotiation. All it takes is for a salesperson to do it once, and from that point on, they approach each sales negotiation with a much different attitude.

Negotiate 97

Negotiate Price Drivers/motivators Gaming 97

SaaStr

NOVEMBER 30, 2020

Then a month or so to make the decision, negotiate price, and sign. So there is further negotiation and discussion with the VP/SVP above them that owns the budget, but often not the problem itself (and solution to it) directly. RFPs are so much work, and sometimes, the game is already rigged against you. A bit more here.

Closing 136

Closing Negotiate Drivers/motivators Price 136

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.

Negotiate 59

Negotiate Closing Technique Price 59

Partners in Excellence

MARCH 26, 2024

I want to stay in the game long enough to see the old sales practices retired and the new digital selling model take hold.” 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.

Sell 137

Sell Cross-sell Finance B2C 137

ClickFunnels

OCTOBER 6, 2021

It’s features What makes it unique Why it’s awesome Why it’s perfect for the target market Why the price is what it is How to use it. … But it’s not so easy if you’ve become a salesperson for a product or service late in the game after it’s been jam-packed with nifty features. and all other pertinent information. And he also adds….

Sell 215

Sell Up-sell Sales Negotiate 215

SaaStr

MAY 16, 2019

A few things I’ve observed about human behavior, negotiation, and good and bad sales processes in SaaS: Customers that expect a discount really expect a discount. It’s easier to mark up the pricing a bit. The amount of energy it takes to stick to a “no discounts” policy once you pass transactional pricing is … high. So, be cool.

Negotiate 61

Negotiate Commission Price Gaming 61

Gong.io

NOVEMBER 12, 2021

Get your multi-threading game on. #13 13 Sales Skills for Negotiation: Say “approved” instead of “list” when it comes to pricing. Sales cycles extend by nearly 20% when a seller utters the phrase “list price” or “typical price” or “standard price”… at any point in the deal. Negotiation Master Class.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Closer's Coffee

JULY 18, 2019

“Let us never negotiate out of fear. But let us never fear to negotiate”. One of the things I have discovered during this portion of my life is that teaching kids how to advocate and negotiate for themselves is a key life lesson. It’s a given that if you are a parent you must learn to negotiate.

Negotiate 58

Negotiate Drivers/motivators Sales Technique 58

Gong.io

DECEMBER 14, 2021

Sales Email Statistic #5: When sharing price, email is your friend. Sharing pricing over email may feel like the wrong approach, but this is why we look at data! While analyzing the data, we uncovered that discussing price over email has a significant POSITIVE impact on win rates: I know, we were surprised too. Email away.

Gaming 62

Gaming Negotiate Price Sales 62

Anthony Cole Training

APRIL 15, 2011

Negotiating (2). In the book, "House Advantage" , the author, Jeffery Ma, goes into great detail about how pitchers prepare for each and every game by studying video and stats of each and every opposing batter in several scenarios. Theyve already made the decision during their pre-game preps. Leadership Training (2).

Objectives and Key Results 172

Objectives and Key Results Sales Presentation Drivers/motivators 172

A Sales Guy

JUNE 23, 2014

Even if the buyer asked for the meeting because they wanted to learn more about a certain feature, or to get a better understanding of the pricing, you still need to have an action goal for the end. Too often we get hung up on the end game, the end goal of wining the deal and we lose sight of the deal(s) in the deal.

Cold Call 117

Cold Call Drivers/motivators Negotiate Sales 117

Anthony Cole Training

AUGUST 17, 2010

Negotiating (2). In his bio, it said that he ranked 2nd all-time in games coached and 2nd all-time in wins. Introducing the ACTG Learning Center which offers a full curriculum of sales courses at a price you can afford and 24/7 access for your convenience. Leadership Training (2). major performance factors (2). mentoring (2).

Objectives and Key Results 183

Objectives and Key Results Drivers/motivators Sales Represent 183

Search Engine Land

JUNE 26, 2023

Think about it this way: by nailing the technology procurement game, companies can ensure they’re getting the gadgets, software, and IT support that fit like a glove. The process evaluates potential SEO service providers based on their expertise, track record, pricing, and contractual terms. Once both parties agree, sign the NDA.

Process 101

Process Negotiate Contract Legal 101

Salesmate

DECEMBER 8, 2020

Selling to a large enterprise is a different game. It is essential to know the rule of the game to win it. Just because you are pursuing a big company doesn’t mean you cross the line when it comes to pricing. If the product isn’t worth the high price you’ve quoted, then the prospect will show no interest.

Sell 103

Sell Cold Call Negotiate Cross-sell 103

A Sales Guy

AUGUST 2, 2013

In football, there is completion percentage, TD’s, YAC (yards after the catch), QBR (Quarterback Rating), yards per carry, yards per game and more. In basketball, there is field goal percentage, blocked shots, steals, free throw percentage, points per game, efficiency and, as with the other two, a whole slew of other individual stats.

Sports 121

Sports Quota Pipeline Sales 121

Anthony Cole Training

DECEMBER 10, 2010

Negotiating (2). And you know the end game. Introducing the ACTG Learning Center which offers a full curriculum of sales courses at a price you can afford and 24/7 access for your convenience. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). Motivation (3).

Sell 178

Sell Objectives and Key Results Drivers/motivators Up-sell 178

Sales Coach Dew

MARCH 29, 2021

Learn to focus on clients who care about more than price. 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? That means less than a fifth of customers think “the lowest price” is more important than anything else.

Price 52

Price Sell Profit margin Appointment 52

SaaStr

JULY 27, 2022

Secret 1: A Self-Serve Product is Non-Negotiable For SMBs. Smaller organizations don’t typically respond to the long sales cycle or constant conversations and negotiations that an enterprise needs. Secret 2: Be Prepared to Play the Volume Game When it Comes to Talent –– People Are Everything.

Go To Market 97

Go To Market GTM B2C Price 97

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on PRICING. Mark’s Insights on PRICING. Selling a Price Increase. Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. I felt with my knowledge of the game, I would do quite well. The next week I won my first game. Mark’s Insights on PROSPECTING.

Negotiate 80

Negotiate Drivers/motivators Gaming Price 80

Anthony Cole Training

APRIL 11, 2011

Negotiating (2). Self-actualization and legacy - This happens when the producer realizes that theyve lost their motivation,and they are just marking time in their career, but they yearn for something to motivate them to get them back in the game. Leadership Training (2). major performance factors (2). managing sales (4). mentoring (2).

Objectives and Key Results 190

Objectives and Key Results Drivers/motivators Sales Represent 190

The Sales Hunter

NOVEMBER 25, 2011

Mark’s Insights on PRICING. Mark’s Insights on PRICING. Selling a Price Increase. Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. You spend far more time preparing than you actually do selling or playing a game. negotiating. negotiation. price increase.

Negotiate 76

Negotiate Drivers/motivators Cold Call Price 76

Martech

JULY 22, 2021

Negotiate early and often. Most customers don’t start to negotiate fees and terms until they have chosen a vendor. Instead, you should start negotiating when you start receiving the first responses to your RFP. You should insist on comprehensive price proposals and draft agreements up front.

Negotiate 120

Negotiate Contract Technology Technology 120

The Sales Hunter

FEBRUARY 16, 2012

Mark’s Insights on PRICING. Mark’s Insights on PRICING. Selling a Price Increase. Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. negotiating. negotiation. price increase. sales negotiation. selling a price increase. negotiating.

Networking 88

Networking Drivers/motivators Negotiate Price 88

Sales Hacker

OCTOBER 21, 2020

You can also review closed-lost opportunities that made it to late-stage negotiations. It may have just been pricing or service that was the failure point. If you want to step your game up, use LinkedIn to connect directly with these companies’ decision-makers. Not every company will be handed new markets on a silver platter.

Pipeline 120

Pipeline Negotiate Technique Closing 120