The 5% Institute

APRIL 29, 2021

If you’re involved in B2B sales , high ticket B2C sales, or consultative selling; one of the key sales skills you’ll need to learn is how to negotiate price effectively. Discussing price and money is an important part of the sales process , and one that you do need to handle quite carefully. How To Negotiate Price Effectively.

Negotiate 105

Negotiate Price B2C Clients 105

RAIN Group

NOVEMBER 8, 2021

Some buyers are conditioned to try certain tactics to lower your price. Maybe they've read about negotiation in books or were trained to use pressuring strategies.

Negotiate 109

Negotiate Price Sales 109

RAIN Group

SEPTEMBER 2, 2020

Sales negotiation is a critical part of the sales process. It moves the deal to a close, and it's where both parties come to agree on the terms of the initiative, including the price. However, many sellers and organizations struggle with negotiating successfully.

Negotiate 143

Negotiate Sales Price Closing 143

Veloxy

JANUARY 7, 2025

Efficiently qualifying leads to perfecting negotiation techniques, every step matters. Prioritize training resources on what skill sets you need to develop, such as strong communication, negotiation and objection handling, as well as skills unique to any specific complexities of the sales environment.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Martech

AUGUST 14, 2024

Negotiate better deals Deploy your usage data and business goals to get better pricing from vendors. When negotiating, remember: You’re not just another customer; you’re a partner. It’s your greatest negotiation tool. Show them the cold, hard facts about your value. Push for the best terms.

Negotiate 111

Negotiate Objectives and Key Results Technology Technology 111

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

The 5% Institute

NOVEMBER 9, 2022

If you’re in sales, you’ll eventually come across a gridlock situation – this is where these negotiation strategies and tactics can play a hand and create a win, win situation. These negotiation strategies and tactics can help you get to your ideal outcome, and also help your client walk away from the deal as a winner.

Negotiate 137

Negotiate Objectives and Key Results Presentation Sales 137

Gong.io

MARCH 3, 2021

Only a small number of sales pros become truly effective negotiators. . There was some back and forth over email about pricing and payment terms — the usual. . I later found out that my prospect used my offer to negotiate against a competitor. So I had the Gong Labs team analyze how emailing pricing affects your win rates.

Negotiate 139

Negotiate Price Finance Quota 139

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.

Negotiate 127

Negotiate Technique Price Objectives and Key Results 127

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.

Negotiate 131

Negotiate Contract Price Start-ups 131

Sales Pop!

JANUARY 25, 2025

They back that up with numbers, such as the amount of money theyve saved clients or the percentage of successful negotiations. Once they engage with the demo, direct them toward the next action, whether thats signing up, exploring pricing, or booking a call. There, they go beyond declaring that theyre experienced and trusted.

Product 233

Product Customers Real Estate Trust 233

Martech

JULY 10, 2024

The company’s stock price, which fell slightly following Wednesday’s earnings report, bounced back Thursday morning on news of acquisition talks between HubSpot and Alphabet. Citing unnamed sources, Bloomberg reported that negotiations were “progressing,” although it provided no details. Analysts had expected HubSpot earnings of $1.50

Negotiate 113

Negotiate Launch Price Follow-up 113

RAIN Group

NOVEMBER 11, 2021

Negotiations may be more competitive than ever, but the best negotiators are still confident, able to achieve target pricing, and more satisfied with the results of negotiations. But where do these negotiators excel?

Negotiate 114

Negotiate Price Sales 114

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.

Price 26

Price Gaming Negotiate Represent 26

Partners in Excellence

JANUARY 20, 2022

He reported on pricing problems within the sales organization. I can’t recap the conversation, but here are some of the issues we discussed: Pricing is never established by sales It’s usually established by some combination of product management, finance, and sometimes strategy. But sales never establishes pricing!

Price 139

Price Finance Negotiate Sales 139

Iannarino

DECEMBER 29, 2022

While you could expect objections and a negotiation over price, selling was relatively straightforward. As a salesperson, you might have called on a decision-maker once or twice. Often, you and your contact were the only people in the room. If you performed well, your contact would sign a contract.

Sell 263

Sell Negotiate Contract Contact 263

SaaStr

FEBRUARY 2, 2025

What began as a solution for fighting parking tickets has evolved into a comprehensive platform that helps consumers assert their legal rights and negotiate with large companies. Under his leadership, DoNotPay has pioneered the use of AI for consumer advocacy, including developing sophisticated AI negotiation systems.

Negotiate 87

Negotiate Price Legal Engineering 87

RAIN Group

FEBRUARY 11, 2022

In our sales negotiation research , we studied the factors separating the best negotiators from the rest. According to buyers, six out of 10 sellers cave on price at some point in negotiations. While it may be tempting to concede on price to secure a sale, a single concession can make a buyer expect more later on.

Negotiate 105

Negotiate Price Sales 105

Martech

DECEMBER 6, 2023

Negotiating with martech vendors requires a strategic approach that goes beyond budget considerations. Dealing with martech vendors Martech vendor negotiations are never the same – even when dealing with a company you already do business with. That variability is what makes negotiations fun to many yet anxiety-producing for others.

Negotiate 109

Negotiate Price Contract Represent 109

Spiro Technologies

JULY 14, 2022

The one conversation that makes most salespeople nervous, however, is the one about price. This nervousness usually stems from a belief that discussing price is an inflection point where the deal could go south, leaving them deal-less, quota-less, and, at least according to their lizard-brain, out on the street.

Price 105

Price Negotiate Quota Prospecting 105

criteria for success

NOVEMBER 10, 2021

Whether it's to win a project or to fund a new opportunity, sales negotiation is a key component of the sales process. That's why I’ve put together the following five-step acronym to help you and your team through the sales negotiation process. Sales Negotiation: How to Implement the AGREE Model.

Negotiate 98

Negotiate Price Sales Trust 98

Veloxy

JUNE 15, 2023

These professionals often have a high degree of autonomy and must employ various communication methods such as phone, email, and in-person meetings to qualify prospects, identify requirements, demonstrate value, and negotiate. They must also be able to negotiate prices and terms of sale, and close the sale.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

SaaStr

JULY 10, 2021

Q: Dear SaaStr: Should I Publish My Pricing? Transparent pricing has many advantages: It makes the sales process simpler. And it places you app in pricing context with other apps. Do pricing right, and a number of customers who aren’t a great fit qualify themselves out. If you aren’t sure — then yes.

Price 114

Price Negotiate Prospecting Process 114

Spiro Technologies

FEBRUARY 24, 2022

Salespeople must develop a wide range of skills in order to succeed, but one of the most overlooked skills in sales is the ability to negotiate. Lots of sales training tends to gloss over this part of the sales process, even though negotiations happen throughout every transaction. Stop trying to be ruthless.

Negotiate 98

Negotiate Sales Contract Price 98

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 116

Negotiate Sales Territory Clients 116

Iannarino

JULY 29, 2021

And just imagine those poor salespeople working on big deals, with multi-year, multi-million dollar payoffs, the kind that require the salesperson to negotiate with the client, or worse, their purchasing department. What makes one a trusted advisor is their willingness to tell the truth at any price, even the price of the deal.

Cold Call 360

Cold Call Referrals Clients Appointment 360

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.

Contract 88

Contract Negotiate Real Estate Manufacturing 88

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 80

Sell Negotiate Healthcare Drivers/motivators 80

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

Search Engine Land

OCTOBER 9, 2023

There are a lot of guides out there that help with salary negotiations, but in this article, I want to talk specifically about negotiating your marketing salary. Know what you bring to the table We’ll start with the side of salary negotiations that, for some, can be very difficult – accurately valuing their own skillset.

Negotiate 111

Negotiate Pharmaceutical Gambling Entertainment 111

SaaStr

SEPTEMBER 29, 2022

Dear SaaStr: How Do I Do My Retention Negotiation in an Acquisition? Third, know it may be that negotiating the sticks is both more lucrative on a net basis, and often also easier (because it’s not new/additional money). The thing is, the sticks are harder to negotiate up than the carrots down. What are the sticks?

Negotiate 114

Negotiate Drivers/motivators Closing Price 114

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. But others won’t.

Negotiate 114

Negotiate Cross-sell Price Legal 114

SaaStr

OCTOBER 27, 2022

How Much Can I Negotiate? Unfortunately, as a non-CEO, non-founder of an acquired start-up … you have almost no ability to really negotiate. Overall, your ability to negotiate in M&A in any context, in any job, is based on your ability to walk for something better, or just walk. So you can try a bit to negotiate.

Negotiate 117

Negotiate Legal Finance Price 117

The Lost Book of Sales

OCTOBER 18, 2021

As we'll see in a moment, understanding the power of reciprocation is not only a valuable instrument in controlling the outcome of a negotiation, but when deployed skillfully, the party you negotiate with will feel more engaged and responsible in carrying out their fair share of the agreement. A win-win-win. What gives?

Negotiate 96

Negotiate Contract Angle Drivers/motivators 96

SaaStr

NOVEMBER 2, 2024

A ton of time is invested negotiating price, and then way, way too much time on inconsequential legal terms, and then … it closes. Having been through 4 acquisitions in different forms (founder, exec, etc), it’s a lot like a venture capital investment. Usually, there isn’t actually a ton of time to really get to know each other first.

Legal 103

Legal Negotiate Price Closing 103

SaaStr

NOVEMBER 17, 2024

But Andy got 3 other firm offers through the bank he hired — along with a price more than $10m higher. Once The LOI / Term Sheet is Signed, You Can’t Change or Negotiate Anything This is true in corporate M&A too, but a good reminder. So the bank more than paid for itself. #3.

Legal 114

Legal Cross-sell Negotiate Growth 114

Martech

JULY 12, 2023

Salesforce is increasing its prices by an average of 9% next month, the company announced yesterday. This is the company’s first price hike in seven years. Dig deeper: Salesforce: AI is the new UI The new pricing will go into effect globally for new customers and existing customers purchasing new clouds in August 2023.

Price 98

Price Negotiate Contract CRM 98