Preparation feeds confidence.<\/strong> Always respond by implying that a discount is likely not possible and\/ or if it is, it will mean the prospect will need to give up an added feature or make a larger buying commitment for you to \u20ac\u0153do something on the price.” By itself, avoiding the inclination to immediately jump to a discounted price can literally translate into thousands, if not tens of thousands, of extra dollars for you and your company every year.<\/li>\n<\/ol>\n<\/blockquote>\nThose are two points every salesperson can use in any negotiation. Clearly there are going to be times to adjust prices, but watch out for salespeople who have developed a serial discounting pattern.<\/p>\n
One point to note is that a salesperson who is uncomfortable discussing money stands out in a hiring process. This weakness is not easily hidden so it is imperative to ask all sales candidates about their top customers and the pricing strategies they used when closing them.<\/p>\n","protected":false},"excerpt":{"rendered":"
Many salespeople choke on money discussions when qualifying price with prospects. The easy move is to simply discount the price, but this is a slippery slope. The inherent perception of straight discounting is that your product or service is over priced to start. This perception metastasizes into a consistent challenging of any and all future prices. JustSell.com offers a couple of excellent points in their current newsletter to counteract this desire to discount: Here are the hard-dollar points to better negotiating… Remember that negotiation success depends more on the work you do early in the sales process than on the negotiation moment itself. It’s all about the perceived value of… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[16,9],"tags":[],"class_list":["post-1017","post","type-post","status-publish","format-standard","hentry","category-hiring-salespeople","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-gp","jetpack-related-posts":[{"id":281,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/09\/salespeople-who-cant-discuss-money\/","url_meta":{"origin":1017,"position":0},"title":"Salespeople Who Can’t Discuss Money","author":"Derrick Moe","date":"September 5, 2006","format":false,"excerpt":"Another CareerJournal article - When It Comes to Job Offers,It Pays to Ask for More Money - that discusses strategies for negotiating pay in the interview process. The short article has good suggestions for candidates but I want to take a myopic view of the article for sales candidates. First,\u2026","rel":"","context":"In "Hiring Salespeople"","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1641,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/07\/when-selling-to-executives\/","url_meta":{"origin":1017,"position":1},"title":"When Selling To Executives…","author":"Derrick Moe","date":"July 2, 2008","format":false,"excerpt":"Executives are a tough sell and it takes the right sales skills to match them.\u00a0 One of the toughest skills for me has always been the money topic.\u00a0 I personally like to buy not negotiate and it shows in my sales role.\u00a0 But there are ways to handle the negotiation\u2026","rel":"","context":"In "Sales Techniques"","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1385,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/01\/buckling-under-a-price-discussion\/","url_meta":{"origin":1017,"position":2},"title":"Buckling Under A Price Discussion","author":"Derrick Moe","date":"January 21, 2008","format":false,"excerpt":"Money is a difficult topic for many salespeople to handle with a prospect.\u00a0 Some salespeople buckle and collapse with large discounts while others simply avoid the topic as long as possible.\u00a0 As a sales manager, there are few things as uncomfortable as watching one of your salespeople crash and burn\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1153,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/value-differentiation\/","url_meta":{"origin":1017,"position":3},"title":"Value Differentiation","author":"Derrick Moe","date":"August 28, 2007","format":false,"excerpt":"We work with our clients in a variety of levels from simply assessing candidates to full-fledged sales management.\u00a0 For one of our clients, we are hosting their weekly sale conference call for their geographically-dispersed sales team.\u00a0 We are building this team by recruiting salespeople and a sales manager to take\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":679,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/the-cost-of-discounts\/","url_meta":{"origin":1017,"position":4},"title":"The Cost Of Discounts","author":"Derrick Moe","date":"February 20, 2007","format":false,"excerpt":"This topic - discounts - is one that was beaten into my head as a young sales rep. Selling Power offers the article How Much Is that Discount Really Costing You? that cuts straight to the core of discounting. Discounting is a real problem among salespeople and especially one type\u2026","rel":"","context":"In "Sales Techniques"","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2020,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/05\/preparation-vs-execution\/","url_meta":{"origin":1017,"position":5},"title":"Preparation vs. Execution","author":"Derrick Moe","date":"May 11, 2009","format":false,"excerpt":"SellingPower.com\u2019s article - Help for Your Pre-Call Prep \u2013 makes a bold statement in the opening sentence: When you get right down to it, sales are won or lost on preparation. I would argue that sales are won or lost on execution.\u00a0 Give me a salesperson who executes flawlessly any\u2026","rel":"","context":"In "Sales Techniques"","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1017","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1017"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1017\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1017"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1017"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1017"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
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Many salespeople choke on money discussions when qualifying price with prospects. The easy move is to simply discount the price, but this is a slippery slope. The inherent perception of straight discounting is that your product or service is over priced to start. This perception metastasizes into a consistent challenging of any and all future prices.<\/p>\n