When prospects get down to cheap negotiations that just can't be fulfilled - what's the regret message you normally send?

After days and days of working closely with them, giving them few discounts as well - they come back finally with a counter proposal. It's ridiculous. And in no way would the manager agree to anything of this sort - what do you say to show that you've put your foot down?

๐ŸŽˆ Mentorship
๐Ÿ˜‚ Sales Humor
๐Ÿ“ˆ Closing
12
UrAssIsSaaS
Arsonist
4
SaaS Eater
"We have outlined the best terms that we are able to provide for you. I would love to be able to partner based on these terms, but if you are not able to meet us here, we will have to go our separate ways. Let me know how you would like to proceed"ย 
Corpslovechild
Politicker
3
Inbound Sales Manager
YOU A BROKE BOY..... BYEEEEEEE
ThatNewAE
Big Shot
0
Account Executive - Mid enterprise
Oh shit I really want to send this to them hahahah !ย 
1nbatopshotfan
Politicker
2
Sales
Keep it simple โ€œUnfortunately thatโ€™s not possible for us. Weโ€™d love to work with your group but under these terms it wonโ€™t be possible.โ€ย 

and then be quiet. Let them come back you.ย 
CuriousFox
WR Officer
2
๐ŸฆŠ
Folks screw up the silence part. It works. Helps make your message clear.
1nbatopshotfan
Politicker
2
Sales
Yeah they get nervous. Stand tough and youโ€™ll be solid.
LordOfWar
Tycoon
2
Blow it up
Quality | Delivery | Price

Pick two.
SADNES5
Politicker
1
down voters are marketing spies
Go back to the basics.

ย This is what problems we fix. I've done all I can for discounting to get you onboarded, if you don't find the value at the current time I'd be happy to take a look at the numbers with our senior leadership after 8/10/12 months to see if you've realized the gains in X that we focus on. What's stopping you from agreeing to the current terms? Using X we are leveraging a long term value to keep X dollars in your company.ย 
AnchorPoint
Politicker
1
Business Coach
Don't negotiate over email.
Gasty
Notable Contributor
1
War Room Community Manager
"Sorry. That won't be possible".

And let that sit on them.
Pachacuti
Politicker
0
They call me Daddy, Sales Daddy
โ€œWe would go out of business if we accepted that. Do you want a fiscally sound partner or a vendor whoโ€™s going out of business?โ€
The_Sales_Badger
Notorious Answer
0
Account Executive
It shouldn't come down to that - that's not a qualified prospect, and the opportunity had some much needed discovery.

I'm guessing by your name, you're still learning. Please don't take my tone as demeaning or contradicting - we're always learning, but as an experienced salesperson, there is a terrific opportunity to learn. Buckle Up.

When all else fails, BANT-C is at the first meeting.

B-udget
A-uthority
N-eed
T-imeline
C-Competition

After building an authentic connection for the first 6-7 minutes - if you're not, let's revisit this. Anyway, qualify your prospect with a talk-track like this one:

Prospect - we appreciate your time today. In fact, the entire goal of this meeting is to understand if we're a fit before we schedule another meeting for something that makes little sense. Is that fair?

Perfect - with that said, I commit to being fully transparent, and would appreciate the same as I get some information about the outcomes you're looking to achieve.

What are those outcomes?

How are you doing this now?

*insert typical discovery questions here. Make a natural progression to a point where you feel you've gotten the information you need to understand if your product can TRULY help some their situation (If you can't, you're wasting both your time.)

Transition:
Thank you for that information. This is where I'd like to get a better understanding of the project. Prospect, whatever details you can provide me here, will determine if another call is justified. Does that make sense?

Budget

B - (Confident) Does this initiative have a budget?
Yes - can you share those details with me?
a. No - Do you have any sort of price expectations


No - Can you tell me about how you purchase "products"
before?

----------If they don't have a budget, and can't tell you a number, this is when you transition to authority------------

Authority

A- Who all is on the team for this initiative?
b. What are each of their functions in the process?
c. And would (function) be the one that signs off on this?

--------- Get involved with everyone mentioned in this project, and potentially further. Who's going to use your product the most? What Happens if they don't buy your product? ---------

Need

a. If you don't fix (outcome), what are the risks to the business?
b. How does that impact you directly?
c. How important is this project for the business?

Timeline

a. Based on your experience, how long do you expect this decision-taking?
b. What factors will be you be evaluating during that timeline? By Whom?

Competition

I fully expect that we aren't the only company you're evaluating. We understand how processes like this work, and want to ensure that we explore the strengths and weaknesses compared to our competition.

Who all are you evaluating?
Why them specifically?
What do you like about (Company Name)?

Wow - I never intend to go ham on one of these posts, but once I get going, there's so much I want to cover. Sadly, I left out about 65% of what I truly wanted to say.

The overall point is to never get into a pricing battle. Set expectations ahead of time that you're not the lowest cost solution, and why you're not. What separates you from the competition?

Is a customer willing to see value or only a price tag? If so, ask them how much price will play a role in this decision? And if that's the top-consideration, give them the pricing on the website and say - how far off are we?

You're discrediting yourself and your company by having a haggling war with someone that doesn't care about results, only initial cost.

If you read all that, good for you.
16

Like "The Purge" but for sales.. 1 day a year where you can say whatever you want to prospects

Discussion
16
13

How do you all handle a situation where a prospect has a contract approved and is ready for signature, but one of their family members just passed away? Want to be extremely sensitive to the situation...feel there's never a "right" time to reach out and never want to be salesy...

Question
20
8

Has anyone got a cool template or approach to ask old clients if they want to buy some more?

Question
13