Sales guru Marc Wayshak has some great tips on avoiding discounting. Check out the whole post, but #3 is a highlight:
“#3. When you cut price, cut out deliverables.”
proposals
3 Tips for Never Discounting Again
3 Tips for Never Discounting Again
The Biggest Mistake Small Businesses Make Selling to Large Businesses
You’ve landed the big meeting with the huge prospect that can catapult your small business to the next level. Your presentation goes well and they ask for a proposal. Don’t make the common, painful, sometimes fatal mistake that many small … Read More
New Snippets to Make Your Sales Proposals Pop
There’s nothing wrong with simple text in a proposal. But sometimes you want to make your proposal stand out a little more. Here are 2 new public snippets you can use set off your headers. Both include images, a dark … Read More
5 Ways to Sell More at Higher Prices
Marc Wayshak of Game Plan Selling fame posted some great tips on selling more, and at higher prices. Go check it out. I’ll add some bonus ideas: Give prospects more than one option. Sometimes, we don’t know exactly what we … Read More
Don’t Sell, Help
I always hated “sales”. The stereotypical sliminess. The used car salesman trying to push junk on someone at an information disadvantage. When I joined the software world, I found plenty of these people. But I also found that the most … Read More
Customizable Rich Descriptions for Products in Proposals
Sometimes you need to provide a customized rich description for a line item that’s different than the default description supplied by the product. Perhaps you want to remove language that won’t appeal to a particular prospect, add more details, display … Read More
Are You Presenting Your Proposal Too Early?
The proposal is a critical piece of the sales process, but it’s not a goal in and of itself. Sometimes, though, we get wrapped up in things like “how many proposals did we send out this week?” If you’re getting … Read More
What to do when a prospect wants a price upfront
Have you ever tried to buy something and found a sales rep would not give you a price or even an estimate before you jumped through a bunch of hoops? How pleasant was that? Yet, so many companies don’t want … Read More
4 Rules for Pricing Proposals
One of the most important (and stressful) parts of the proposal, for both the buyer and the seller, is the price. As the seller, you get to decide on the price you offer, although you can’t always dictate the final … Read More
Ever Put the Wrong Customer Name in a Proposal?
I have. I was sending off a proposal to a very large manufacturer. I read and re-read and edited and re-read the proposal. I thought everything looked good. (Looking back, I’m cringing at how awful the proposal probably was, even … Read More