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.

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Negotiate Objectives and Key Results Presentation Sales 137

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?

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Veloxy

JUNE 15, 2023

Key factors driving outside sales growth include personalized customer service, increased competition, and digital technologies & tools. In general, outside sales representatives tend to focus on more complex, high-value sales, while inside sales reps offer lower-priced products and services. You can learn more here.

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Outside Sales Objectives and Key Results Negotiate Territory 264

PandaDoc

MARCH 13, 2025

Vendors gain a consistent customer and buyers have a trusted source for a specific selection of products or services. As these relationships deepen, partnering companies will often agree on contracted pricing, a pre-negotiated price structure that applies over a defined period. What is contracted pricing?

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Contract Price Negotiate Non-Profits 52

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

SaaStr

JANUARY 15, 2021

25% of revenue from professional services may sound high, but it’s a fairly standard ratio in true enterprise software. Importantly, Qualtrics’ margins remain high so it’s not losing money on its services. Gross margins on services are about 35%. And isn’t it a bit unseemly to charge for services? It sure did to me.

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Service Contract Price Negotiate 138

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?

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Negotiate Price Territory E-commerce 91

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.

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Negotiate Price Contract Represent 112

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 113

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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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

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.

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ConversionXL

JANUARY 23, 2019

But that’s not why raising prices is so difficult. Instead, poor planning is to blame: Companies neglect to plan a price increase until there’s a financial squeeze or, for the thirtieth time, a customer confides that, “You know, you really ought to charge more.”. What’s at stake: The exponential impact of a price increase.

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Price Customers Contract Clients 121

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

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.

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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. Sales Cloud, Service Cloud, Marketing Cloud, Industries and Tableau are all slated to see increases in August. What will be affected. Maybe a sign of things to come.

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Price Negotiate Contract CRM 98

Hubspot

JANUARY 26, 2021

Consistency is, well, consistent in a lot of fields, and pricing is no exception. Certain goods' and services' prices can be extremely resistant to change — they're prices that stick and are, naturally, referred to as sticky prices. Here's some insight as to why a company might embrace rigid pricing.

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Hubspot

AUGUST 21, 2023

Price negotiation is central to virtually every sales process, and understanding how to properly prepare for one can be a big help in reducing stress and improving results — especially if you're new to the process. 10 Key Steps to Preparing for a Successful Price Negotiation 1. You need to remain mindful of this.

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Negotiate Price Objectives and Key Results Appointment 69

Hubspot

APRIL 3, 2019

I know what you woke up thinking this morning: “ I sure could use a quick refresher on price elasticity. ” Understanding the price elasticity of your product/service and how it impacts your sales and business strategy is crucial to building a responsive, successful company. Price Elasticity of Demand. Head spinning?

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Understanding the Sales Force

NOVEMBER 15, 2021

Television - you can watch plenty of free broadcast TV and your local channel's streaming content, but we have five AppleTVs, and between Netflix, Amazon Prime, Hulu, Apple TV plus, and others, we pay close to $75/month for various streaming services. When prospects tell you that they're going with the lowest price, it's total crap.

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Price Up-sell Follow-up Prospecting 125

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

Iannarino

JANUARY 9, 2022

Creating Too Little Value: There are still a lot of salespeople who believe that their primary outcome is selling their product or service. Any time spent in operations, accounting, or customer service is time stolen from sales. Failing to Negotiate: You don't always get to decide when and what you negotiate.

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Negotiate Intrinsic Clients Sales 161

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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PandaDoc

OCTOBER 15, 2024

Pricing and discount management: establish, change, and track pricing and discounts in with one tool Contract generation and management: Use a pre-built template to generate proposals and contracts faster, while easily seeing their statuses. Approval management: set the order for document approvals before it’s moved to the next step.

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Legal Contract Cross-sell Finance 52

ClickFunnels

SEPTEMBER 16, 2021

Understanding sales funnels means understanding your customers, it means understanding how they interact with your brand, and it means being able to systematically guide people from visiting your website to buying your products or services. Build Your 1st Sales Funnel FREE With ClickFunnels! That is, they want to learn more. Who do you serve?

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SaaStr

MAY 29, 2019

We’ve talked quite a bit about the pros and many cons of raising prices on existing customers on SaaStr. Our general view, and experience, is that until you are fairly mature, raising prices on existing customer isn’t worth it. Raising prices on a small group of customers today won’t move the long-term needle.

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Price Negotiate Growth Account management 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

Cerebral Selling

JANUARY 18, 2021

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. For example, when you call your cell phone company to ask for a discount, the customer service agent may only be able to give you a small one. Abdication of Authority.

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Objection handling Negotiate Strategize Presentation 197

Salesmate

JULY 8, 2020

The amount of time it takes to turn a lead into a customer will depend on the service you are offering, and the price of that service. Whichever method you choose, this is the stage where you’ll explain your product or service in detail, and highlight the benefits of purchasing it. This is how your business grows.

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Pipeline Negotiate Objectives and Key Results Contract 126

ClickFunnels

OCTOBER 6, 2021

In this guide, we’re going to give you 7 practical steps to becoming a better salesperson — not for selling pens to people on the street, but for selling real products or services to a specific target market. So take the time to get to know the product or service intimately before trying to sell it. So let’s ask the question.

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Sell Up-sell Sales Negotiate 215

Salesforce

JANUARY 15, 2025

Highly technical product details, bulk reorders, and pre-negotiated pricing and entitlements have historically made it difficult to provide cohesive, consumer-like ecommerce experiences for B2B buyers. For manufacturers, ecommerce comes with added complexity.

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Manufacturing Negotiate B2B Price 59

Anthony Cole Training

SEPTEMBER 4, 2014

54% through the book (Location 3908 vs. page number), I read the following regarding negotiations between Mulally and the UAW union negotiator, Ron Gettelfinger: “Like everything else, labor relations were all about teamwork for Mulally. American Icon opened up right where I left off. Great stuff, this technology thing.

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Hubspot

SEPTEMBER 6, 2024

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. 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.

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Closing Contract Technique Sales 80

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. Complex sales typically involve high-value products or services, which are often highly customizable. Take buying a CRM, for example.

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Objectives and Key Results Contract Legal Sales 52

Hubspot

OCTOBER 3, 2022

Plus, how you can leverage BATNA's key negotiation tactics to ensure your business and your customers are both benefitting from a deal. BATNA stands for Best Alternative to a Negotiated Agreement. When you're negotiating, you need to ask yourself, 'What are the concessions I'm willing to make? What does BATNA stand for?

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Negotiate Customers Contract Non-Profits 74

Highspot

APRIL 1, 2025

You can experiment with negotiation tactics and tackle tough conversations without worrying about peers or clients observing every misstep. Decision-Making Under Pressure A significant deal is teetering on the edge because of pricing or service concerns, and you must act fast. Adjust the rep’s negotiation strategy.

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Objectives and Key Results Sell Objection handling Negotiate 52

Salesmate

MARCH 9, 2021

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. How to determine the price of a house? 3 Negotiating the deal. Property valuation. Stage your listing.

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