Opt-out of Desperate Discounting

It’s that time of the month, quarter-end when all sales engines are revving. Salespeople make their last desparate pleas to prospects and customers hold out and wait for the final negotiations. Get creative guys and try something new. The following includes 10 ways you can opt-out from discounting:

1. Call with something new- 

2. Remember the sale won’t close if you haven’t properly identified the pain or power in the sale.

3. Remind them each day they don’t have a solution in place, what impact will that make on their business. Examples such as lost productivity, more user complaints, low morale, more systems that need attention, etc.

4. You may be chasing the powerless, the unavailable, otherwise known as the No-Po’s. Make sure someone isn’t leading you on and you have patiently forecasted the deal for the past few months. Call high, wide, around, up and down.

5. Demonstrate ROI and explain how your solution starts paying for itself the minute they commit. What they expect to receive after one week, month or year.