Episode 50

Sales Negotiation and Closing the Deal


May 20th, 2021

25 mins 41 secs

Season 2

Your Hosts

About this Episode

This episode talks about sales reps often getting beat up on price by clients and the reasons behind it. Also, in the discussion are ways to handle it or get away from the situation where they get beaten up.
For sales companies, people try to get the best out of what they are buying and tend to get sales reps beat up on price more often than not. It is the responsibility of the leader to train sales reps on how to deal with this situation, how to be proactive, and make sure that they are not beaten up by price. All these provide value to the service offered that often costs money.

In this episode, Sweeney and Barnes will discuss the reasons why sales reps often experience getting beat up to a lower price. They will also talk about ways to handle it to make a pricing advantage for sales reps. Also, they will share some hacks that will surely benefit sales companies. This episode will surely come in handy for most of the sales leaders who often experience having their sales reps getting beaten up by price.

As a sales leader, how are you helping your sales reps sell value instead of price?

“Sell on the value. I don’t sell engineering rates. I don't sell little widgets and pieces. I sell a good experience. I sell an end result that’s gonna make everything better for them.” - Taylor Barnes

“If you educate the client in terms of here's why us, here is why other customers chose us, here is some tremendous feedback that we got. Here is an example of not a price of a project that went incredibly well from the result point-of-view because they chose us. Educating the client on WHY YOU. Having a very clear value proposition, having very clear CAN statements in terms of WHY YOU originally. If you lead on that kind of education, you’re going to significantly reduce the painful conversation, which is you’re not the low-cost leader.” - Taylor Barnes

“Identifying a bad fit (customer) and training a rep to know that and move on and utilize that time in other places, I would say is one of the hardest challenges I’ve seen.” - Josh Sweeney