Debunking pricing myths during challenging times

01/30/23 • 29 min

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 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!

Thanks for tuning into this week’s episode of the Win The Deal show podcast, which talks about B2B sales and how to help you generate more. If you enjoyed this episode, please subscribe to the show and leave a review wherever you get your podcasts.

Be sure to share your favourite episodes on social media to help me reach more B2B sales professionals like you.

Did you get value from this episode? I would appreciate a review with your thoughts and feedback on what your listening experience did for you. You can submit your review here.

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Watch video versions of these podcasts on my YouTube channel.

And for more exclusive content and great freebies, visit my website.

#WinTheDeal #TimBarnaby #B2BSales #podcast

Welcome back to Episode 12 of the Win The Deal show!

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?

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!

Be sure to share your favourite episodes on social media to help me reach more B2B sales professionals like you.

Did you get value from this episode? I would appreciate a review with your thoughts and feedback on what your listening experience did for you. You can submit your review here.

Follow me on Instagram and Facebook.

Connect with me on LinkedIn and Twitter.

Watch video versions of these podcasts on my YouTube channel.

And for more exclusive content and great freebies, visit my website.

#WinTheDeal #TimBarnaby #B2BSales #podcast

Previous Episode

How you can qualify your "Why" questions

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 by Kay Miller. Grab your copy at amazon or where ever you buy your books.

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?

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!

Be sure to share your favourite episodes on social media to help me reach more B2B sales professionals like you.

Did you get value from this episode? I would appreciate a review with your thoughts and feedback on what your listening experience did for you. You can submit your review here.

Follow me on Instagram and Facebook.

Connect with me on LinkedIn and Twitter.

Watch video versions of these podcasts on my YouTube channel.

And for more exclusive content and great freebies, visit my website.

#WinTheDeal #TimBarnaby #B2BSales #podcast

Next Episode

To Bid or not to Bid in a B2B RFP?

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 with RFPs.

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?

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!

Be sure to share your favourite episodes on social media to help me reach more B2B sales professionals like you.

Did you get value from this episode? I would appreciate a review with your thoughts and feedback on what your listening experience did for you. You can submit your review here.

Follow me on Instagram and Facebook.

Connect with me on LinkedIn and Twitter.

Watch video versions of these podcasts on my YouTube channel.

And for more exclusive content and great freebies, visit my website.

#WinTheDeal #TimBarnaby #B2BSales #podcast