Jiri Siklar#1 Software & IT Sales Trainings in DACH | 3x mehr Termine & 30%+ höhere Win Rates mit der SOFTWARE SALES FORMULA | #1 Software Sales Podcast

Stop chasing the YES #negotiation #salesnegotiation#softwaresales #saassales #techsales #meddicc

25 Oct 2025 · 1 min

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0:42

A short YouTube talk advising salespeople not to reflexively lower price when prospects ask; instead diagnose whether the prospect truly needs a lower price or is testing/negotiating, and refocus the conversation on value and fit (what the buyer receives for the price). Speaker uses a clothing/suit analogy: a discount doesn't make a poor fit valuable. The piece emphasizes distinguishing price objections from value/fit issues.

Chapters

The one line that salespeople hear all too often these days is, hey, we love your product, but you need to cut the price. You got to diagnose the situation. Now, they might be willing to pay you full price, but they're taught to ask. So just because they said they need you to cut the price doesn't mean they need you to cut the price. You got to find out if they're testing you, if they're going to buy from you. It's about what you're delivering, or to use a phrase, that people lose track of value. The word value. What's the value if the price is too high? It's not that the price is too high, it's what they're getting for that price needs adjustment. If I were to go to a clothing store and the suit didn't fit, if they give me a discount on the suit, should I buy it? It still isn't fit. It doesn't matter what the price is. The value isn't there. It's not a good fit.