What do you think when you hear the word ‘discount’?

 

Well that all depends on whether you are a buyer or a seller!

 

If you are running a sales team, the last thing you want to hear is your sales people discounting without getting something in return.

 

There are three reasons why sales people discount too quickly:

 

- It’s their default position - no creativity

- they don’t know any better - no training

- they’re allowed or encouraged to - no discipline

 

If you discount, you have given me a reason to discount what you say which means that I will never see value in the full price.

 

If you discount, you have trained me to ask for a discount every time which means that I learn to ask for a price below the full price.

 

You really don’t want that, do you?

 

When you get your sales team to come up with real points of value and to put some thought into their negotiating position before they negotiate - they will not have to resort to discounting.  

 

In today’s episode:

 

Why discounting is usually a bad idea

Why BATNA and ZOPA are important

How you should use a concession sheet

4 positions from which to trade value

 

Check out the episode now!

 

#Account Executive #AE #Salestraining #digital sales #inside sales #BDR #Salestips  

#salesmanager #saleleaders