Sales Training - The Best Remedy for Discounting скачать в хорошем качестве

Sales Training - The Best Remedy for Discounting

Discounting is a challenge every seller faces. No matter how good you are someone’s going to ask you for a discount. There are all kinds of negotiation tactics you can use but I’ve found one strategy that beats them all at how to handle when prospects ask for a discount. A big fat pipeline. When my pipeline is full I’m in a position where I want the business not need the business. That changes everything in the pricing conversation. It lets me sell from confidence not desperation. It lets me say no to last minute discount asks because I have other deals in play that are happy to pay full rate. This is why consistent prospecting matters so much. Not just to hit your number but to protect your price and your margin. If you get to the end of the month and have to offer 15 or 20 percent off just to get the deal closed that’s not good selling. I’d rather close fewer deals the right way than cut price out of panic. Keep your pipeline full and you’ll discount less. That’s how top reps win. "Sales is the best profession in the world when done right, but the worst when done wrong. Let's do it right." John Barrows is the founder of J.Barrows Sales Training. His clients include Salesforce, LinkedIn, Tableau, Okta. He has been featured in Forbes and Entrepreneur and trained tens of thousands of sales reps around the world. If you enjoyed this video a pro tip would be to subscribe to our channel:    / jbarrowssalestraining   Resources Website: https://learn.jbarrows.com/pages/PRO?... Facebook:   / jbarrows   Instagram:   / johnmbarrows   Twitter:   / johnmbarrows   Store: https://shop.jbarrows.com Podcast: http://apple.co/2vxX5FX