Selling Made Simple And Salesman Podcast Salesman.org

“Look, we really love your product, but it’s outside of our price range. Can you offer any discount?”

Offering discounts can be a great way to speed up a slow-moving deal. But if you’re adjusting price before negotiations begin, you’re doing a serious disservice, both to yourself and to your product.

Instead of caving right away, there are four tried-and-true responses you can give to turn the conversation around in your favor.

What’s Wrong with Discounting Immediately?

So, what’s wrong with discounting immediately. Like I said, discounting isn’t always a bad thing. It can speed up deals and give you leverage for reducing the service you’re offering.

But there are three very real problems to offering a discount before negotiation has taken place.

A. Devalue

First, your buyer subconsciously devalues your service. After all, if you’re really going to deliver the ROI your pitching, why do you have to immediately discount the price?

B. Forfeit’s Power

Second, the instant you propose a discount, you lose some of your negotiation power. You lose this negotiation power as you’ve taken the price, your biggest variable for negotiation, off the table.

C. Shifts the Focus

And third, discounting shifts the focus. In the buyer’s mind, you’ve shifted the conversation from the value that is being exchanged to the emotional topic of money. Rather than the buyer thinking about the impact that your service is going to have on their business, they’re now thinking about what is going to cost them in the opportunities they will lose from this lack of cash flow.

So with those three things in mind, it’s important that negotiations on price and discounting happen towards the end of the sales process rather than at the beginning of it.

That being said, if a buyer does request a discount too early in the process, there are a few things you can do. And that brings us to the four word-for-word responses that’ll deflect, turn the tables, and even give you the selling advantage.

So response number one is…

1. The Value Probe

The Value Probe.

The first and easiest way to deal with a buyer bringing up the idea of a discount is to say this word-for-word:

“We can definitely have a conversation about the numbers. But first let’s make sure that we’re on the same page about our service being a good fit for your needs…”

So, what does this response do?

First…

It Reframes the Conversation

You buy yourself time to reframe the conversation. Right now the buyer is focused on price alone. But at this point in the sales process, you need to be demonstrating value. What do you offer that your competition doesn’t? And most importantly, how does it solve your buyer’s problem? This is the perfect time to focus on that instead of the expense.

Second…

It Let’s You BUILD on Your Value

It also gives you more time to build value before the numbers do eventually get discussed. What additional benefits do you offer that you haven’t talked about yet? What value can you bring to the table that the buyer isn’t already aware of?

Alright, let’s look at response number two…

2. The Obstacle Identifier

The second way to deal with your buyers asking for discounts is to answer your buyer’s question with a question.

When your buyer asks if you’re able to discount you can ask:

“That is a fair question. Do you see price being a major obstacle in this conversation?”

This immediately makes the buyer reconsider if they really want to discount or if they want to get the deal done. It also pushes the pressure back on the buyer to justify why there should be a discount in the first place.

Bonus tip here. Notice show I said “that’s a fair question” before I responded with my question? The point of this extra step is to acknowledge to the buyer that I have heard them,

Are you stuck asking sales questions that take your prospects round  in circles?

Prospects mention issues, but they're vague – surface problems that don't reveal the real challenges they're facing.  Well, there's a goldmine of valuable information hidden just beneath the surface, and the key to unlocking it lies in asking the right questions.

This video will equip you with 5 powerful sales questions designed to cut through the fluff and uncover your buyer's hidden pain points.  By getting to the root of their problems, you can finally offer solutions that truly resonate and get deals done.

Common Pains of Prospects

There  are four key areas where these the buyers pains often appear. Once we understand where the buyers pain likely lives, we can then attack it with our questions.



* Financial Pains: These often manifest in statements like “Revenue is up, but profits are down” or “We lack financial transparency for sound decision-making.”

* People Pains: Phrases like “Low team morale” or “Employee turnover to competitors” can signal these issues.

* Productivity Pains: Look for clues like “Missed deadlines” or “Excessive meetings hindering workflow.”

* Process Pains: Statements like “Inefficient hiring process” or “Overwhelmed customer service department” indicate potential problems.



Question  #1 “What’s holding you back?”

Here's the first question to unlocking your buyer’s deepest pains:  “What's the main thing holding your company (or division) back from growing right now?”

This might seem like a basic question, but trust me, it's a goldmine. It forces your prospect to get specific. Did they groan about “stagnating sales”? That could be a symptom of financial  pain (“We're not generating enough revenue to hit our targets”). Maybe they mumbled something about “disengaged employees”? That hints at a people pain (“We're struggling to retain top talent”).

Here's the magic: This question acts like a shovel, digging beneath those surface complaints to expose the root of the problem. It not only unearths their pain point (financial, people, productivity, or process), but also sets the stage for even more powerful questions later on.

Think of it like this: Right now, you're a consultant, not a salesperson. You're diagnosing their business woes. This question is your initial diagnostic tool, giving you a glimpse into the bigger picture.

We'll get even more targeted later on, but for now, master “What's holding you back?” and watch those hidden challenges come flooding to the surface.  This is just the first step to turning you into a trusted advisor who can offer solutions they can't refuse.

In the final step, we'll get super practical and ask “What's stopping you?” from fixing this problem right now.

Question #2: “How do you plan to solve this?”

Alright, sales nation , so you've identified the prospects main pain point using question number one. Now, let's get even more intel. Here's your second secret weapon: “How do you plan to solve this?”

This might seem obvious, but it's a goldmine of information. Here's why:



* Uneducated Buyers: They'll likely shrug and say they're not sure. This is your chance to shine! You get to educate them on how your awesome service solves their specific problem. Remember, you're a consultant, not a pushy salesperson. You're offering a remedy for their pain.

* Educated Buyers: Maybe they have some ideas, especially if they're further along in the sales process. But there's obviously a reason they haven't tackled it yet. This question uncovers the roadblock holding them back.



Here's the magic:  By understanding their current plan (or lack thereof),

Ever feel like your sales questions are hitting a dead end? You ask, they answer “yes” or “no,” and the conversation goes nowhere.  What if there was a formula to ask questions that get your customers talking and expose their real needs? That's exactly what we'll crack the code on in this video. We'll break down the L.E.T.S. framework, a powerful tool to understand your customers and close more deals.

Understanding Open-Ended and Closed-Ended Questions

Before diving in, let's talk about question structure. Questions are either open-ended or closed-ended.

Open-ended ones are like opening a gate, inviting a flood of thoughts.



While closed-ended ones are like hitting a stop sign – you get a simple “yes” or “no.”



In sales, we often rely on those quick “yes or no” questions. They're easy, but they limit your understanding of the customer's needs.

The key is knowing when to use each type. Imagine you want to know if someone wants a promotion. A closed-ended question might be: “Would you be happy with a promotion?” But an open-ended question like: “What would an ideal career move look like for you?” gets you way more valuable information.

Think of open-ended questions as conversation starters that uncover needs, while closed-ended ones help confirm details and move the conversation forward. We'll use both strategically in the L.E.T.S. framework.

With that in mind, let’s break down the steps in this effective framework where each new type of question we ask, in this specific order takes us closer to getting the next step of the sales process agreed to and confirmed by the prospect



Step #1: Logical Questions

The first step is Logical Questions.  Think of these as getting down to business. These questions help you understand the specifics of what your customer wants to achieve. They're like gathering intel – the “what” and “how” of their situation.

Here's an example: Let's say you're selling a new marketing tool. A good logical question might be, “Who else on your team would need to be on board to use this new system effectively?”  (Ask engagement question along the way)  This gets you thinking about who else has a say in the decision and how your product fits into their workflow.

Logical questions can also be closed-ended to confirm specifics.  For instance, “Do we need to get the marketing director involved to make a decision on this tool?”   (Ask engagement question along the way)   See how that clarifies things?

These logical questions set the stage for the next step, which is all about emotions. We'll dig into that in a minute, but for now, focus on getting those clear, fact-based questions out there. They'll help you understand the customer's situation and pave the way for a more emotional connection.

Step #2: Emotional Questions

Alright salespeople, got those logical questions down? Now let's add some feeling to the mix!  We're moving on to Emotional Questions.

These questions dig into the “why” behind the customer's needs.  We talked about the “what” and “how” with logical questions, but here we want to understand what motivates them to solve this problem.

Imagine you're selling a project management tool. A great emotional question might be: “If this new system helped streamline your projects, what would that mean for you?”   This gets them thinking beyond just the features and focuses on the positive impact it could have on their work life.

Sometimes, people might not quite see the emotional benefit. That's where close-ended emotional questions come in.  For example, “Would getting this project management system finally eliminate some of the stress you feel managing deadlines?

As a Sales Development Representative, your role is to generate  inbound opportunities and optimize sales channels. Without a solid prospecting strategy, you might struggle to identify and capitalize on valuable leads. This could result in missed opportunities and stagnant sales growth. But to truly excel in your role, you need to master the four steps outlined in this video. Without these steps, converting leads into customers becomes challenging. Stay tuned as we dive into each step:

Step #1: Conduct Thorough Research

Alright, step one in our journey to sales mastery is all about hitting the books—or in our case, diving deep into research. Think of yourself as a detective, your mission? To uncover those hidden markets and channels where your dream customers are just waiting for someone like you to show up. It's not just about guessing where they might be; it's about using solid data to back up your moves. This means getting cozy with customer behavior, analyzing profiles, and even going a little deeper  with the insights to pinpoint exactly where these potential buyers are.

So, how do you start? Begin with the basics:



* What do your potential customers like?

* Where do they hang out on?



The best way to uncover this information is to look back at your previous customers and find the trends that link them together. Did they all come from the same sales channel? Same email within a cadence? Do they all want to discuss a specific product feature?

It’s always better to reverse engineer success rather than trying to create it from scratch.

Use this info to guide your prospecting efforts, making sure you're not just shooting in the dark.

Now, you might be wondering, ‘What's next after finding where these folks are?' That's where the magic of lead generation comes into play. Stick around because that's the game we're diving into next.

Step #2: Learn Lead Generation

Moving on to step two, we’re talking about lead generation. This isn’t just a buzzword your marketing buddies throw around; it’s the bread and butter for any Sales Development Rep. Think about it like fishing – you’ve got your pond, you know exactly what you want to catch, now it’s time to put your line in the water.. But instead of fish, we’re after leads, and instead of a pond, we’re diving into those markets and channels we talked about earlier.

To generate those sales leads you need to master the art and science of cold calling and emailing. Yes, I can hear the groans from here, but trust me, this is where the rubber meets the road. If you’re thinking of skipping this part, let me stop you right there. The top sales development reps?  They’re wizards at this game. Cold calling and emailing are your direct lines to potential leads, so it’s time to dial in your skills.

First up, cold calling. This isn’t about just picking up the phone and hoping for the best. It’s about confidence, knowing your pitch inside and out, and most importantly, listening. That’s right, listening to the person on the other end can tell you everything you need to know to make that sale.

And then there’s cold emailing. This is your chance to craft a message that not only gets opened but gets a response. Personalize it, make it relevant, and above all, make it clear what’s in it for them.

Creating cold emails that book meetings is easy. Think about your content from the perspective of hitting the right person, with the right message, at the right time.



And hey, once you’ve got a handle on this, it’s all about expanding your network. Stay tuned as we dive into networking next, because who you know can be just as important as what you sell.

Step #3: Networking

Alright, we’re moving into the realm of networking, and I’m not talking about your internet connection. This is step four, where face-to-face interaction becomes your secret weapon.

There are many Cold Email Tutorials on YouTube  but this is the most effective process that I know.

If you've ever wondered why some cold emails set up meetings like clockwork while others vanish into the abyss, you're not alone.

Every day, professionals spend an average of 2.5 hours checking their inboxes, sifting through a mix of potential opportunities and, let's face it, spam.

The truth is, email remains a powerhouse for customer acquisition and retention, especially for small to medium businesses. But there's a fine line between a strategic cold email that opens doors and spammy attempts that end up ignored.

The distinction? Personalization, relevance, and offering undeniable value.

In this video , we're diving into a framework that sidesteps the common pitfalls of generic outreach and positions your emails to not just get opened, but to compel action.

Get ready to transform your cold email approach from a shot in the dark to a strategic, meeting-booking machine.

Step #1 Get Attention

Alright, let's talk about the game opener in cold email outreach: grabbing your buyer's attention without coming off as a jester in the court of sales. You want to hit that sweet spot where your buyer's eyebrows go up in intrigue, not in disbelief. It's about striking the right balance between being eye-catching and maintaining the gravitas of a trusted advisor.

First off, your secret weapons are the subject line and the first line of the email. Marketo says the magic number for subject lines is seven words. Yes, just seven! But how do you make those seven words count?

You open a curiosity loop that leaves your buyer hanging on the edge of their seat, wanting more.



Think of the curiosity loop  as the trailer to the blockbuster movie that is your email.

A killer “How to” or “What if” subject line that hits right where it hurts, their biggest pain points, and will stand out in the prospects inbox.

That’s the subject line sorted. What about the first line of the email?

Add a touch of Self-interest – Everyone's favorite radio station is WIIFM (What's In It For Me?), right? Now, for the golden touch: personalization. It's not just about slapping their name at the top of your email. It's about that first line resonating so deeply it feels like you've read their diary.

A quick comment on their latest feature launch or a nod to their recent hiring spree shows you're not just another spammer; you're someone who's done their homework and genuinely cares about what makes their heartbeat faster in business.

And here's where it gets even better: when you mix this strategy with the power move we're going to reveal in step four, you'll see magic happen. It's like adding nitro to your sales engine.

Step #2 Demonstrate Need

So you've caught their eye without resorting to the digital equivalent of streaking through the internet yelling about rubber duckies. Now what? It's time to show you're not just another pretty subject line; you're here to solve real problems.

This is where you have to Demonstrating the prospects Need.

Think of it like this: You're not just telling the prospect  you understand their struggles; you're showing them. And how do you do that? Through the art of storytelling, my friend. It's all about painting a picture so vivid, your buyer can't help but see themselves in it.

We're going to use what I like to call the Reality Gap Method. It's like mapping out a treasure hunt where X marks the spot of their future success, and you've got the map.





* Current Reality: You acknowledge where they're at, maybe struggling to hit those sales targets or drowning in inefficient processes.

* Future Reality: Then, you dazzle them with visions of what could be. Imagine hitting those targets so often they start setting them higher,

Closing the sales is tough, I get it. You do all the work building rapport and qualifying the lead, only to choke when it's time to seal the deal. Sound familiar?

Many reps leave money on the table because they wait until the very end before asking the big “will you buy?” question.

Talk about awkward! No wonder we avoid it. My buddy Sam would sweat bullets trying to close at the final sales meeting. But my other friend Walter takes a smoother approach by closing throughout the entire sales process. He asks micro-closing questions after each call to see if the prospect is ready to move forward. That way, there's no big scary finale – just a series of small commits.



Want to boost your commissions? Then get comfortable asking for the sale my friend! Sprinkle micro-closes throughout your calls. The more times they say “yes”, the likelier it is they'll say YES to that final purchase.

Stick around, as I'll share a the 3 simple steps to micro-close throughout the sales process.

Step #1: “Does It Make Sense To [X]?”

Alright, let's dive into the first step of micro-closing, which might just be the simplest tool in your sales toolkit.



Have you ever thought about just asking, “Does it make sense to [X]?” depending on what you're selling? This isn't just a question; it's your secret weapon. “Does it make sense for us to get this installed for you next week?” or “How about we jump on a call to sketch out a rough business case for your manager?” It's smooth, isn't it?

What's genius about this question is it's all about timing, not commitment. You're not cornering anyone; you're just checking if the stars align for a small step forward. If they hit you with a “no,” it's not about you; it's just not the right time. And that's your cue to figure out what needs to shift  for the buyer to move forward.

Why does this ninja move work so well? First off, it drops the pressure. No one's expecting a laid-back question like that. You're updating the prospect  on the process, nudging them to think logically about the next step without the emotional baggage of a hard sell. And here's the kicker: it's simple. It's about collaboration, not coercion. You're showing you care about being on the same page, building trust and rapport without even trying.

Now, if you're nodding along, thinking, “This could change the game,” you're right. But what if you get a “no”? Stick around because that's exactly what we're tackling next.

Step #2. “What Do We Need To Do To Move This Forward?”

Hit a “no” on your first micro-closing attempt? Don't sweat it. Remember, a “no” isn't a door slamming in your face; it's just a nudge towards a different path. So the prospect says, “Now's not the right time”? Perfect opportunity to pull out your next move.



Ask the question: “What do we need to do to move this forward?” This isn't just any question; it's like asking for directions when you're a bit lost. It's collaborative, not confrontational.

Your buyer is your co-pilot here, guiding you through their buying  process. They haven't shut down the idea of buying; they're just not ready to take the leap. Yet. By asking for their opinion on what the  next step should be, you're not guessing what they want; you're letting them lay down the roadmap. This way, you're not playing a guessing game; you're building a strategy together.

And if you want to notch up your game, sprinkle a little bit of social proof into your question. Something like, “I hear you. Company X was in the same boat and found that doing Y helped them immensely. Could that be a step we explore?” It's subtle, yet powerful. It shows you're listening, and it leverages the ‘follow the leader' instinct we all have.

Step #3. The Loop

Ever felt like you're running in circles with a buyer,