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How to handle price objections
startup sales

How to handle price objections

When someone tells you your product is too expensive, it's not always about the price. A classic sales mantra is that if a prospect gives you the price is too high objection, you simply haven't communicated enough value.
Steli Efti
4 min read
The embarrassingly stupid sales mistake even smart negotiators make—And my foolproof method for avoiding it
sales negotiation

The embarrassingly stupid sales mistake even smart negotiators make—And my foolproof method for avoiding it

Let me tell you a story about a friend of mine. We’ll call him Alexander.
Steli Efti
4 min read
SaaS sales negotiations 101: How to respond to discount inquiries
startup sales

SaaS sales negotiations 101: How to respond to discount inquiries

Prospects will sometimes reach out and ask for a discount before they even sign up for a trial. What do you do when that happens? Instead of debating if you should or shouldn't offer them a discount right away, you need to refocus their energy on what really matters: your product!
Steli Efti
5 min read
How to turn a bully prospect into a paying customer
sales negotiation

How to turn a bully prospect into a paying customer

The last thing any inside sales rep wants to hear when they pick up the phone is: You suck!
Steli Efti
3 min read
What to do when your customers ask for a discount (and why you shouldn’t give them one)
sales negotiation

What to do when your customers ask for a discount (and why you shouldn’t give them one)

Everybody wants a deal. Especially your prospects. And while you probably think giving 10% or 20% off isn’t a big deal, giving discounts just to win business can cost you more than money. It can kill your company.
Steli Efti
7 min read
How to close a deal when the prospect has a “better offer” from a competitor
sales negotiation

How to close a deal when the prospect has a “better offer” from a competitor

During price negotiations, prospects often mention the incredible offers they’ve received from your competitors. X Company gave them a massive discount. Y Company dropped all service fees. Z Company provided exclusive access to a bunch of new features.
Steli Efti
4 min read
Price negotiations: How to respond when a competing vendor underbids you
sales negotiation

Price negotiations: How to respond when a competing vendor underbids you

You’ve put yourself in an enviable position as a salesperson. Over the course of several weeks or months you’ve worked hard to qualify a prospect, familiarize him with your product and build a relationship.
Steli Efti
5 min read
4 simple words that unlock difficult sales conversations
sales negotiation

4 simple words that unlock difficult sales conversations

Ever been in a sales conversation that's been going nowhere? A negotiation that's been stuck? There's a magic four-word-sentence that can resolve these situations and help you get a real dialogue going. Just say the words: "Help me out here."
Steli Efti
2 min read