The mistake many new managers make is that they offer discounts to almost all clients at once in the hopes of winning over the buyer at the very beginning and thus speeding up the sales cycle.
But here it is very important to remember the following: much more valuable is not a quick deal (made for a low price), but one in which you managed to solve the client's pain, help him (with the effect of urgency), earn his trust and lay the foundation for further strong relations. Only lazy sellers immediately offer a discount, thereby reducing the volume of profit received.
Although, of course, in sales everything is very ambiguous, and if it is clear that the deal may fall through, then it is better to lower the price than to lose the client. Run a discount for emergency cases, when the conditions are clearly tough. Then offer it as a bonus, which is not available to everyone.
In addition, discounts can japan email list help retain and increase customer loyalty, as customers are quite sensitive to price changes.
Hint: develop a scheme in advance that managers can quickly navigate and understand whether they can offer a discount in a given situation. The rules can be something like this: if the deal amount exceeds $100,000 in ARR and the client is looking for something cheaper, and you have already conducted a product demonstration (without buy-in), then offer him a 15% discount.
Move away from your usual ways of interacting
The most popular channel of communication with the client today is e-mail. And many managers get so used to communicating via correspondence that they completely forget about other means of communication. However, it is necessary to be able to interact with the client in different ways, especially in cases where the deal is clearly too long.
Tip: To speed up the sales cycle, communicate more actively with your audience. Call on the phone, Skype, meet in person. This promotes closer rapprochement, builds trust, and therefore speeds up the decision-making process.
Habitual ways of interaction