Alex BermanChief Marketing Sumo

InspireBeats.com$20 million+ Leads Generated

$2 million in B2B SalesDigital Nomad

I used to struggle with negotiation

Was scared that people would say no and not buy

It’s not true

Main takeaway: Even though it seems discounting will close a deal for you, that’

s a myth

Here we go..

3 Reasons Clients Ask for Discounts

1. There’s too much risk

Was on a call with a company that runs a coworking space. They were looking for

startups to help fill the space

“Do you have a free trial or can you do this on commission only?”

He asked because he had a team of brokers filling spots on commission only

But commissioned only salespeople don’t work out...

Source: https://www.quora.com/A-commission-only-sales-job-or-base-+-commission-What-benefits-do-you-see-of-each-one-as-well-as-negatives

Explained the reasoning and he found marketing budget to cover it

Take potential clients risk away with an extremely custom pitch, and figure out

where you fit in

While risk based negotiation is semi legit,

Here’s one you run into a lot in the enterprise that is not...

2. They want to say they tried to negotiate

Enterprise companies are some of the easiest clients to handle once you close

them

But the initial contact and pitching process is taxing

Here’s just one example..

In enterprise, the negotiator isn’t the decision maker

Lots of times it’s a consultant - professional negotiator

It’s a resume play...

The tough part about this ask is you usually do HAVE to give something, but it doesn’t have to be a price reduction.

Give them a free addon

This way, they end up with a good story to put on the resume and you end up

charging full price.

Now that we went over 2 win win scenarios

Let me show you what to avoid..

3. They don’t have the money

You never want to sell your product to somebody who can’t afford it

These people ALWAYS end in a return or an early cancellation

These guys are sometimes hard to pick out early

But you’ll find them when they push back at buy time

Best defense?

IF they have the money, this will work and they’ll buy. If not, they’ll go away and you won’t have to deal with a refund. Win

win.

To recap...

3 Reasons Clients Ask for Discounts:1. There’s too much risk

2. They want to say they negotiated3. They have no $$$

Any Questions?

Alex Berman

Chief Marketing Sumo @ InspireBeats

Mail: alex@inspirebeats.com

Twitter: @alxberman

Need more leads or sales support? http://inspirebeats.com

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