{"id":12482,"date":"2020-08-07T23:46:00","date_gmt":"2020-08-07T23:46:00","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/leaders-do-you-have-a-negotiating-system-or-a-discounting-system\/"},"modified":"2024-06-20T19:09:40","modified_gmt":"2024-06-20T19:09:40","slug":"leaders-do-you-have-a-negotiating-system-or-a-discounting-system","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/leaders-do-you-have-a-negotiating-system-or-a-discounting-system\/","title":{"rendered":"Leaders: Do You Have A Negotiating System \u2026 Or A Discounting System?"},"content":{"rendered":"\r\n<h6 class=\"wp-block-heading\">[CEO World]<\/h6>\r\n\r\n\r\n\r\n<p>In other words: What is the process for negotiation that has been taught and trained to all your salespeople? If you get a clear answer, then rest assured you won\u2019t be experiencing discounting on a regular basis, and you\u2019ll see a lot of healthy high-margin deals emerging from the pipeline.\u00a0 However, if the answer is indistinguishable from \u201cgive salespeople permission to discount,\u201d then it is time to make some changes.<\/p>\r\n","protected":false},"excerpt":{"rendered":"<p>[CEO World] In other words: What is the process for negotiation that has been taught and trained to all your salespeople? If you get a clear answer, then rest assured you won\u2019t be experiencing discounting on a regular basis, and you\u2019ll see a lot of healthy high-margin deals emerging from the pipeline.\u00a0 However, if the&#8230;<\/p>\n","protected":false},"author":125,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1210],"class_list":["post-12482","post","type-post","status-publish","format-standard","hentry","category-blog","tag-negotiations"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Leaders: Do You Have A Negotiating System \u2026 Or A Discounting System? - Sandler<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/blog\/leaders-do-you-have-a-negotiating-system-or-a-discounting-system\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Leaders: Do You Have A Negotiating System \u2026 Or A Discounting System? - Sandler\" \/>\n<meta property=\"og:description\" content=\"[CEO World] In other words: What is the process for negotiation that has been taught and trained to all your salespeople? If you get a clear answer, then rest assured you won\u2019t be experiencing discounting on a regular basis, and you\u2019ll see a lot of healthy high-margin deals emerging from the pipeline.\u00a0 However, if the...\" \/>\n<meta property=\"og:url\" content=\"https:\/\/sandler.com\/blog\/leaders-do-you-have-a-negotiating-system-or-a-discounting-system\/\" \/>\n<meta property=\"og:site_name\" content=\"Sandler\" \/>\n<meta property=\"article:published_time\" content=\"2020-08-07T23:46:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2024-06-20T19:09:40+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/09\/OG_image.jpeg\" \/>\n\t<meta property=\"og:image:width\" content=\"1200\" \/>\n\t<meta property=\"og:image:height\" content=\"630\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Brian Jackson\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Brian Jackson\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"1 minute\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/sandler.com\/blog\/leaders-do-you-have-a-negotiating-system-or-a-discounting-system\/\",\"url\":\"https:\/\/sandler.com\/blog\/leaders-do-you-have-a-negotiating-system-or-a-discounting-system\/\",\"name\":\"Leaders: Do You Have A Negotiating System \u2026 Or A Discounting System? - Sandler\",\"isPartOf\":{\"@id\":\"https:\/\/sandler.com\/#website\"},\"datePublished\":\"2020-08-07T23:46:00+00:00\",\"dateModified\":\"2024-06-20T19:09:40+00:00\",\"author\":{\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/ca2f1930261a06fb7832483f88bbefe1\"},\"breadcrumb\":{\"@id\":\"https:\/\/sandler.com\/blog\/leaders-do-you-have-a-negotiating-system-or-a-discounting-system\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/sandler.com\/blog\/leaders-do-you-have-a-negotiating-system-or-a-discounting-system\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/sandler.com\/blog\/leaders-do-you-have-a-negotiating-system-or-a-discounting-system\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/sandler.com\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Leaders: Do You Have A Negotiating System \u2026 Or A Discounting System?\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/sandler.com\/#website\",\"url\":\"https:\/\/sandler.com\/\",\"name\":\"Sandler\",\"description\":\"Sales and leadership training and coaching solutions for salespeople, sales managers, and executives\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/sandler.com\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/ca2f1930261a06fb7832483f88bbefe1\",\"name\":\"Brian Jackson\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/56363a4e74e31f4ac27f4d12685e4deb389c3ba0aa58a022484dca9c428a5e05?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/56363a4e74e31f4ac27f4d12685e4deb389c3ba0aa58a022484dca9c428a5e05?s=96&d=mm&r=g\",\"caption\":\"Brian Jackson\"},\"description\":\"A coach and trainer of the Sandler Sales &amp; Leadership Methodology since 2006, it's fulfilling to help others achieve their personal and professional ambitions - helping change behaviors, attitudes, and techniques - and rising up the ranks of their organizations.\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Leaders: Do You Have A Negotiating System \u2026 Or A Discounting System? - Sandler","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/sandler.com\/blog\/leaders-do-you-have-a-negotiating-system-or-a-discounting-system\/","og_locale":"en_US","og_type":"article","og_title":"Leaders: Do You Have A Negotiating System \u2026 Or A Discounting System? - Sandler","og_description":"[CEO World] In other words: What is the process for negotiation that has been taught and trained to all your salespeople? 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