What strategies can you use for better pricing negotiations?
Win The Deal Podcast
Welcome to Episode 14 of the Win the Deal show! This week, I discuss the ins and outs of pricing negotiations. This is a critical component of any B2B sale and can significantly impact both us as the B2B sales professional and our negotiation partner, our potential customer. I outline what I believe are the six key strategies you need to ensure are a part of your negotiation framework, so you are set up for success. I also have a book review. The Transparency Sale by Todd Caponi. Check out the episode and let me know your thoughts and experiences in dealing with pricing...
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To Bid or not to Bid in a B2B RFP?
Win The Deal Podcast
Welcome to Episode 13 of the Win the Deal show! This week, I reflected on RFPs, and whether a B2B sales professional and their organization should be participating in them. I provide context as a B2B procurement professional and what I believe are the reasons to and not to participate. I also throw in some Shakespeare. Yes, it is weird to think about Shakespeare and B2B sales in the same podcast, but I tried to make it work. I also have a book review. Same Side Selling by Ian Altman and Jack Quarles. Check out the episode and let me know your thoughts and experiences in dealing...
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Debunking pricing myths during challenging times
Win The Deal Podcast
Welcome back to Episode 12 of the Win The Deal show! As the economy is starting to slow down, and we see more layoffs from large organizations, one cannot help but think an economic challenge will be facing more companies. For B2B sales professionals, this can lead to: PRICE NEGOTIATIONS Specifically, price reductions. Procurement professionals use these challenging times to push back on the supply base to get them to lower their pricing. Or worse, cut services altogether. There are plenty of myths surrounding this issue. In this episode I talk about three common myths...
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How you can qualify your "Why" questions
Win The Deal Podcast
Welcome to Episode 11 of the Win The Deal show. This week, I reflected on the question, "Why?" How we use it in our B2B sales, and whether or not the response is genuinely helping to qualify the sale. I refer to the questions as Qualified Why questions you should be asking in your B2B sales environment. In today's episode, I explain the rationale as to why you want to qualify your why questions and the key characteristics of what a qualified why question would include. There is also an opportunity to win a prize, but you must listen to the end. Our book review is Uncopyable Sales Secrets...
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Are your solutions the correct recommendation?
Win The Deal Podcast
We made it to Episode 10! Next milestone 100! Ok we will celebrate a few others in between. Today's episode was inspired by the snow, the climate I am living in now and my wife! How do they align with B2B sales? Keep listening to find out. All episodes are recorded, and a video version is uploaded to the Win The Deal Show YouTube page. If you haven't connected with me yet, make sure to do so on either LinkedIn or Instagram. If you have any questions about this episode, or you want to hear about certain topics, send me an email at tim at timbarnaby dot com. Make...
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What are you 2023 sales priorities?
Win The Deal Podcast
Welcome back to the Win The Deal Show! With a new full working week in 2023 about to kick off, you likely have your agenda of work to cover. I suggest you think about what your top priorities should be and how you can create more sales. To do this, you may want to consider what those priorities are. In this episode, I discuss the three key priorities you should focus on that will help you plan for the year ahead. It may be a challenging year, and setting these priorities up now will help you generate more deals. My apologies here in the show notes, just like the added snippet...
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The podcast is back...talking about decisions
Win The Deal Podcast
Welcome to 2023! It has been a minute since I last recorded a show. And here we are back at it again. New Year, same host, but with a new positive outlook and attitude. I've been working on development and growth for myself, and I am ready to share the outcomes with you. This first episode back was inspired by our church attendance this past weekend. It compelled me to want to get back to recording podcast episodes and more. I explain all of it in this show. So have a quick listen and subscribe, so you don't miss the upcoming episodes. A video version is also...
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How to follow-up during discovery in B2B sales
Win The Deal Podcast
You have broken through the initial barrier. You got your prospect on the phone, or you have an initial meeting.
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Does your B2B sales get done as a team?
Win The Deal Podcast
Have you ever tried to close your B2B sales and found that you struggled to provide the right insight at the right moment because you lacked the knowledge on the subject being discussed.
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4 Questions to Qualify Your B2B Sales
Win The Deal Podcast
In this episode, I start to discuss the BANTLESS Discovery accelerator piece of the Clarify part of my sales framework. There are four (4) questions you need to be able to answer "Yes" to in order to confirm that you have a qualified B2B sale. I will breakdown each one. In addition, I have a new worksheet that is available for download.
info_outlineWelcome back to Episode 12 of the Win The Deal show!
As the economy is starting to slow down, and we see more layoffs from large organizations, one cannot help but think an economic challenge will be facing more companies. For B2B sales professionals, this can lead to:
PRICE NEGOTIATIONS
Specifically, price reductions. Procurement professionals use these challenging times to push back on the supply base to get them to lower their pricing. Or worse, cut services altogether.
There are plenty of myths surrounding this issue. In this episode I talk about three common myths that most B2B sales professionals have when they face this situation.
I also talk about three strategies you can take to work towards an alternative solution to reduce your price to stay in good with your customer.
This is an important topic and therefore, I did not include a book reference for this week. I will be sure to include one in Episode 013.
Have a listen and drop me a comment on your thoughts of the myths and strategies I have shared.
Make Your Sales Story A Success!
Did you know there are five simple things you can do that can help your sales story be more engaging and that will create a better relationship with your customer?
My free e-book: The Five Must-Haves To Turn Your Sales Story Into A Success walks you through five storytelling areas that you can easily apply to your stories and make them stand out when you present. These five simple techniques will almost guarantee you achieve increased impact and opportunity and help to close your next deal.
So, if you’re ready to elevate your storytelling abilities, claim your free copy of the Five Must-Haves by visiting my website.
Let's Help You Drive More Sales!
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