Partners in Excellence

JUNE 16, 2023

It’s around pricing and discounting. This doesn’t mean price. Yet, sellers don’t understand this, instead of balancing each of the elements outlined, sellers make it all about the price of their solution. Sellers make it about the price, not the deal. Let me dive into this.

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Price Gaming Negotiate Represent 26

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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Negotiate Process Price Presentation 97

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

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. What Does Negotiating On Price Mean?

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Negotiate Price B2C Presentation 75

Hubspot

JULY 1, 2020

Negotiations come in various shapes, sizes, and scales. The term can cover everything from haggling at a flea market to hashing out a fair price for a new car to finding common ground for billion-dollar deals. Do everything you can to help yourself anticipate how your prospect is going to negotiate. Do your research.

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Negotiate Objectives and Key Results Angle Price 92

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

Partners in Excellence

OCTOBER 5, 2015

After pleasantries were exchanged, the customer said, “I just can’t justify your price to my management team. You need to hit this price target.” He probed a little more, he asked, “Why do you feel the price needs to be at that level? What would you do if we couldn’t provide the pricing you want?

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Price Finance Negotiate Contract 102

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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Negotiate Price Contract Non-Profits 105

Hubspot

SEPTEMBER 17, 2018

When a buyer and seller don’t align on price, you might guess the sale won’t go through. In the 1970s, researchers studied the effect of seller ability to deviate from list price. They suspected sellers with higher pricing authority would close better deals. Sellers setting a precedent for price concessions. Don’t Cave.

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Price Negotiate Commission Strategize 100

Cerebral Selling

JANUARY 18, 2021

Objections present opportunity for confrontation. One of the most important aspects of dealing with objections in any negotiation is understanding how much authority each side has to grant commitments or concessions. A VP of Sales may have the authority to grant large price discounts. Acknowledge and Empathize. For example: .

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Objection handling Negotiate Strategize Presentation 197

Gong.io

JANUARY 1, 2021

If you are in sales, you know what the word negotiation means. . The best-of-the-best salespeople are often the best-of-the-best negotiators. They know the negotiation techniques to win deals. And yet negotiation is often the most misunderstood skill in sales. Let’s just cut right to the chase on this negotiation skill.

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Negotiate Technique Price Objectives and Key Results 83

KO Advantage Group

MAY 3, 2019

The fact is, some people loves to negotiate, often asking for more. AS a premium service provider, chances are you’ll present well and close with your asking price without negotiations. AS a premium service provider, chances are you’ll present well and close with your asking price without negotiations.

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Negotiate Clients Price Presentation 69

Hubspot

FEBRUARY 2, 2022

Sales negotiation is a delicate art. You can quote a price, send over a contract, bank on landing a deal, and start celebrating — only to receive the dreaded email: "I'd like to talk about some of the details of this contract before I sign.". That's why every salesperson needs to have a solid grip on how to negotiate effectively.

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Negotiate Contract Price Prospecting 74

Anthony Cole Training

MAY 28, 2015

Price too high. 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?”. Not talking to the decision maker.

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Closing Negotiate Start-ups Presentation 184

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 Sales 75

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

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 Sales Technique 98

Gong.io

DECEMBER 27, 2021

Like the deadly simple negotiation mistake preventing you from winning deals. . Tip #1: Never negotiate over email. Negotiating is one of the most important skills in sales. . Case in point: negotiating over email. . We analyzed 37,671 sales opportunities, specifically looking at how emailing price impacted deal success.

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Negotiate Price Contract Sales 127

Highspot

JANUARY 23, 2025

Leaders can also track real-time progress through data analysis, guiding reps to build the confidence they need to handle challenging conversations and negotiations. Over time, honing these techniques naturally leads to effective presentation skills enabling reps to deliver more compelling and impactful messages.

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Objectives and Key Results Negotiate Cross-sell Pitch 52

Anthony Cole Training

MARCH 26, 2012

Here are my 10 'do's for successful selling: Do have lots of non-negotiable personal goals. You may not be the most talented sales person with the best network or products or pricing but if you go do the work you will be successful in spite of everything else. Do have a plan to achieve those goals. Be good at what you do.

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Sell Negotiate Represent Up-sell 157

Anthony Cole Training

APRIL 15, 2011

Negotiating (2). Sales Presentation (7). Sales Presentations (17). I presented a keynote today to the Cincinnati Chapter of AMA - American Marketing Association. I spent at least 6 hours in preparation for the 50-minute presentation and it was awesome. Leadership Training (2). major performance factors (2).

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Objectives and Key Results Sales Presentation Drivers/motivators 172

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

Anthony Cole Training

JANUARY 19, 2012

Negotiating (2). Sales Presentation (7). Sales Presentations (17). Asked the client for any information they could provide me so that my presentation would be credible and support their objectives. Created the deck for the presentation. Met some of the attendees and listened to other presenters.

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Objectives and Key Results Drivers/motivators Sales Represent 191

Anthony Cole Training

FEBRUARY 14, 2012

Negotiating (2). Sales Presentation (7). Sales Presentations (17). They dont know that they should have an agreement at time of presentation. They dont know how to set up an agreement for a decision at time of presentation. Leadership Training (2). major performance factors (2). managing sales (4). mentoring (2).

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Objectives and Key Results Presentation Drivers/motivators Up-sell 167

Anthony Cole Training

MAY 16, 2011

Negotiating (2). Sales Presentation (7). Sales Presentations (17). 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).

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Objectives and Key Results Drivers/motivators Sales Clients 184

Anthony Cole Training

FEBRUARY 2, 2011

Negotiating (2). Sales Presentation (7). Sales Presentations (17). Today I want to present to you the opportunity to take your breath away and do the same for someone else. 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.

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Objectives and Key Results Drivers/motivators Sales Presentation 183

Gong.io

NOVEMBER 12, 2021

minute sales deck presentations, on average, during the introductory sales meeting. Impact: How is this presenting itself as a problem to the business? 9 Sales Skills for Presentations: Show them their pain. 13 Sales Skills for Negotiation: Say “approved” instead of “list” when it comes to pricing. Words matter.

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Cold Call Objectives and Key Results Negotiate Cross-sell 118

Anthony Cole Training

APRIL 27, 2011

Negotiating (2). Sales Presentation (7). Sales Presentations (17). In order to succeed at accomplishing your passionate desires, your desires must be non-negotiable to the extent that you overcome the distracting and pleasing behaviors that are keeping you from doing what you must do. Leadership Training (2).

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Objectives and Key Results Sales Drivers/motivators Negotiate 174

Sales Hacker

MARCH 12, 2021

Find the gap your solution can assist with and present how your solution improves upon this. Proposal: Co-create a winning client services presentation for consideration. Negotiation: What are your levers to proactively share to help ensure your new partner is getting a fair deal for their team? Pricing structure.

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Pipeline Negotiate Contract Sales 121

Anthony Cole Training

APRIL 18, 2011

Negotiating (2). Sales Presentation (7). Sales Presentations (17). Not when your pricing goes down or your benefits to go up. 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). mentoring (2).

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Sell Objectives and Key Results Drivers/motivators Up-sell 174

PandaDoc

MARCH 25, 2025

You choose a price based on size, add any extras, and send your customers on their way. You need to evaluate pricing, implementation, features, integrations, and ongoing support. Because of the hefty price tag, complex sales lead to a longer sales cycle than transactional sales. Take buying a CRM, for example.

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Objectives and Key Results Contract Legal Sales 52

Anthony Cole Training

APRIL 11, 2011

Negotiating (2). Sales Presentation (7). Sales Presentations (17). I was there last week to present to a wonderful group that was attending EcSells "6 Pillars of Sales Productivity" Workshop. My topic was "Upgrading Your Sales Force" and I was presenting to 40 sales managers and sales leaders. managing sales (4).

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Objectives and Key Results Drivers/motivators Sales Represent 190

Anthony Cole Training

APRIL 19, 2011

Negotiating (2). Sales Presentation (7). Sales Presentations (17). More about pricing, value and purchasing process. 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). managing sales (4).

Sell 179

Sell Objectives and Key Results Sales Drivers/motivators 179

Anthony Cole Training

OCTOBER 25, 2011

Negotiating (2). Sales Presentation (7). Sales Presentations (17). 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).

Objectives and Key Results 179

Objectives and Key Results Drivers/motivators Sales Up-sell 179

Anthony Cole Training

DECEMBER 16, 2011

Negotiating (2). Sales Presentation (7). Sales Presentations (17). A presentation that provides the exact solution the prospect is looking for, within the budget they have. A decision at the conclusion of the presentation. Leadership Training (2). major performance factors (2). managing sales (4). mentoring (2).

Sell 179

Sell Objectives and Key Results Drivers/motivators Sales 179

Anthony Cole Training

JANUARY 16, 2012

Negotiating (2). Sales Presentation (7). Sales Presentations (17). 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).

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Objectives and Key Results Drivers/motivators Sales Up-sell 195

Sales Hacker

MARCH 27, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, Founder of Startup Hypeman, Rajiv Nathan, shows you how to do sales presentations that don’t suck. Why use sales presentations? Why use sales presentations? (08:03). When do you use a sales presentation? (12:25).

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Presentation Entertainment Sales Pitch 88