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Updated: 12 Nov 2020

Sales Training Tips to Avoid Price Discounting

Sales Negotiation Training Tips to Avoid Price Discounting

Question

When negotiating with buyers, how do I maximise my profits by not losing profit through giving costly discounts on price? I can't afford to fly to one of your courses, so please share some tips from your sales course.

Sid from India

Answer

Professional buyers the world over are almost always measured and rewarded on cost savings - not value created. So a sellers' best route to achieving higher prices and margins include:   

  1. Are you talking with buyers' internal stakeholders BEFORE you have to talk with the buyer? Most Buyers who graduate from our Procurement Negotiation Training complain that managing their internal stakeholders is their single biggest challenge. If this is news to you, as it is for most sales professionals, allow that to sink in for a moment. Buyers seldom own the budget, so build a close relationship with whoever controls their budget. Build your relationships long before your negotiation cycle starts; as many buyers wisely will restrict your communication with their stakeholders when it's time to talk commercial terms.
  2. Figure out if they're willing and able to switch to your competitors. If they can't switch, then maintain or even raise your price and stay firm. This is what Best Alternative to a Negotiated Agreement is all about.
  3. Ask questions to figure out your customer's areas of PAIN. Then sell into their pain. Your customers almost always buy to solve problems, not to achieve a bright new future. For this reason, most sales training methodologies focus on the customers' pain. Sales training frameworks that talk about selling into pain include: Solution Selling, SPIN Selling, Challenger Sales and Strategic Selling. So it's no surprise that our Sales Negotiation Training courses teach you how to achieve higher margins by marrying your customers' problems to your solutions.
  4. Ask questions to discover your customers' goals, and then rank your customers' top goals. Then create your value proposition and structure your conversations around your customers' top goals. You may find that you can offer a discount if some area of your current offering isn't valued, or increase your pricing if they have an unmet need. If you're selling into a corporate, you would be wise to create separate rankings for each decision-maker and major influencer. Even our best Chicago Sales Training graduates confess that they don't know enough information to rank decision-makers' goals. This is feedback to write out your questions and book meetings. If your competitors are not decision-makers' goals, you'll be seizing a decisive advantage.

Our Negotiation Diagnostic Profile includes questions to measure how well your team are achieving in most of the above. We've discovered from our sales negotiation training courses and from tracking sales negotiators after graduation, that these practices are reliable predictors who will enjoy the greatest success. Naturally, we also arm our classes with supporting business negotiation preparation toolsets such as our Trading Plan, to maximise their leverage and exchange value at the negotiation table. We hope you progress to consistently enjoy your best results ever as sales negotiators through incorporating these sales negotiation best practices.

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Our clients are reporting that their markets have become increasingly competitive. To just keep up demands sharpening your sales skills. Sales negotiation skills has the fastest and most easily measured payback. We can show you how to avoid being squeezed on price and losing deals from being 'commoditized'. Our unique Sales Negotiation Training turns the tide by allowing sales professionals to exceed targets, while strengthening key relationships. Read More
Investment per participant
$2,210USD
Total investment
$2,210USD
Delivery Method: Online
9 Feb, 12 Feb, 16 Feb, 19 Feb, 23 Feb, 26 Feb 2021 (Tuesday, Friday)
6 instructor-led half day sessions
11 am to 3:30 pm ET
8 am to 12:30 pm PST
Calum Coburn
855-980-0126
It's becoming increasingly difficult to achieve cost savings and add value. This training saves those on the buying side from losing money and choosing the wrong vendors. You will also be equipped to more confidently take control by negotiating internally with colleagues or stakeholders. Read More
Investment per participant
$2,210USD
Total investment
$2,210USD
Delivery Method: Online
9 Feb, 12 Feb, 16 Feb, 19 Feb, 23 Feb, 26 Feb 2021 (Tuesday, Friday)
11 am to 3:30 pm ET
8 am to 12:30 pm PST
Calum Coburn
855-980-0261
Whether you're aware of it or not, you've been negotiating your whole life. We negotiate with our colleagues, customers, suppliers, bosses, family and friends. We negotiate for business agreements, higher pay, a better job, our home or car. We only get to choose whether we negotiate better or worse than others. Read More
Investment per participant
$1,325USD
Total investment
$1,325USD
Delivery Method: Online
9 Feb, 12 Feb, 16 Feb, 19 Feb 2021 (Tuesday, Friday)
4 instructor-led half day sessions
11 am to 3:30 pm ET
8 am to 12:30 pm PST
Calum Coburn
855-980-0126
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