Avoid this Sales Bad Habit - 30 Minutes to President's Club

What's one bad habit that you see a lot of salespeople exhibiting that you think they need to break because it hurts them more than it helps?

One thing I've seen some sellers new, some even veteran sellers, that they should avoid doing is discounting or offering up concessions too early in the sales process. Especially here at Gong, we sell to revenue leaders, we sell to sales leaders. Sometimes they're trying to negotiate payment terms on a first call before they've even decided if it's a fit or if it's the right solution for them. Ultimately, what you want to do is hold on to that pricing integrity for as long as you can throughout the process until they're at the point where they're actually ready to move forward and sign.