Condizioni di sconto e 5 migliori strategie di negoziazione per le vendite B2B

UN Rapporto sugli acquisti di CapitalOne shares that shoppers are twice as likely to buy products with 20% discount than at full price. It highlights the benefits of offering discounts. Together with discount terms, you, as a Shopify merchant, can bring in more profits. Not sure how to do that? Well, you are in for a treat today! 

In this article, we learn the importance of discounting terms in b2b sales. Then we explore different discount types including dynamic discounting. We also share some powerful negotiation strategies along with best practices for closing deals. Finally, we talk about how Shopify apps can optimize your discount terms. 

Does it sound like too much to remember? Do not worry! In our simple guide, we will explain everything from A to Z. Keep reading to find out.  

 

Understanding Discount Terms in B2B Sales

Discount terms are important in B2B transactions because they can influence purchasing decisions and payment behaviors. Let us see below what it exactly means.

Discount Terms Meaning

Discount terms refer to the specific conditions under which a seller offers price reductions to a buyer. Effective terms can enhance cash flow, increase sales volume, and strengthen client relationships.

These terms define how and when discounts apply and may vary based on factors like order quantity, payment timing, or customer type.

Common Discount Types

Discounting terms define how and when discounts apply and may vary based on factors like order quantity, payment timing, or customer type. Let us see below some common types of discounts and their specific terms.

• Percentage Discount – A specific percentage is deducted from the original price (e.g., “20% off”).

• Fixed Amount Discount – A set monetary amount is reduced from the total price (e.g., “$10 off”).

• Quantity Discount – Discounts given for purchasing in bulk (e.g., “Volume discounts deals like buy 10, get 10% off”).

• Cash Discount – A discount offered for early payment (e.g., “2/10 net 30” means the buyer gets a 2% discount if they pay within 10 days of the invoice date, and net 30 means the full invoice amount is due within 30 days if the early payment discount is not taken.).

• Seasonal Discount – Discounts provided during specific seasons or holidays (e.g., Valentine’s Day Discounts).

• BOGO (Buy One Get One) – A promotional offer where customers get extra items for free or at a discount (e.g., “Buy 1, Get 1 Free”).

• Trade Discount – A price reduction given to wholesalers or retailers rather than end consumers.

• Loyalty Discount – Discounts provided to repeat customers or members of a loyalty program.

• Promotional Discount – Temporary discounts to attract customers, often used for marketing campaigns.

• Bundle Discount – A discount offered when multiple products are purchased together.

Dynamic Discounting: A Modern Approach

Dynamic discounting is another type of discount term. It allows buyers to get a discount by paying earlier. The sooner they pay, the bigger the discount. This helps businesses get cash faster while saving money for buyers. E.g., A supplier sends an invoice for $100 with standard payment terms of 30 days. They offer dynamic discounting based on early payment:

Pay within 10 days: 2% discount (Pay $98 instead of $100)

Pay within 20 days: 1% discount (Pay $99 instead of $100)

Pay after 30 days: No discount (Pay full $100)

How to Prepare for Sales Negotiations

Making effective preparations is key to successful discount negotiations. It involves understanding your client’s needs, setting clear objectives, and knowing your value proposition. What output your discount term will have depends on sales negotiations. Let us find out how.

Research Client Needs and Preferences

Understanding your client’s business model, challenges, and goals can help tailor your discount terms to their specific needs. This personalized approach can lead to more successful negotiations.

Set Clear Objectives and Limits

Define what you aim to achieve with the discount and establish the minimum acceptable terms. This clarity helps in making informed decisions during sales negotiations.

Understand the Value Proposition

Clearly articulate the value your product or service brings to the client. A strong value proposition can justify your pricing and discount terms. Be confident when promoting your products and convince your buyers to pay you what you deserve.

Identify Potential Concessions

Determine areas where you can be flexible, such as delivery times or payment schedules. Offering concessions in these areas can facilitate agreement on discount terms.

E.g., In delivery times, you might be able to offer faster delivery or extended delivery time based on the buyer’s preference. In payment schedules, if the buyer needs more time to pay, you could offer flexible payment terms (e.g., allowing them to pay in installments).

The Best B2B Sales Negotiation Strategies

Implementing effective strategies can lead to mutually beneficial agreements and long-term partnerships. Our next section is all about these tips to help you stand out on Shopify.

Build Rapport and Trust

Establishing a positive relationship with the client fosters trust, making negotiations smoother and more productive.

Present Multiple Offer Options

Offering various discount structures allows the client to choose the one that best fits their needs, increasing the likelihood of agreement.

Utilize the Triangulation Strategy

Triangulation Strategy is a method used to gather information and make decisions by looking at a situation from three different perspectives. The idea is you get a more accurate, balanced understanding by combining insights from different sources.

The strategy provides a benchmark and strengthens your negotiating position. Review your own experience or internal data. Compare your discount terms with industry standards and competitors’ offers. For example:

Perspective 1: You gather feedback from your customers.

Perspective 2: You look at data from your competitors.

Perspective 3: You review your own experience or internal data.

Emphasize Value Over Price

Focus on the overall value and benefits your product or service offers, rather than just the price. This approach can justify your discount terms. Gather up all the best features of your products and try to show your customers what unique services you are offering.

Handle Price Objections

Address any price concerns with empathy and provide clear explanations of your pricing structure and the value provided. It gets much easier to handle your customers when they understand the reasons.

Closing the Deal

Finalizing the agreement requires clear communication and mutual satisfaction. You win the moment your buyers feel that your products are worth their time and money.

Summarize Agreed Discount Terms Clearly

Recap all agreed-upon terms to ensure both parties have a clear understanding, preventing future misunderstandings.

Ensure Mutual Satisfaction

Confirm that the negotiated terms meet both your and the client’s needs, fostering a positive foundation for future business.

Establish Follow-Up Procedures

Outline the next steps and maintain open communication to ensure a smooth implementation of the agreed terms.

Post-Negotiation Best Practices

After the negotiation, it is essential to evaluate outcomes and maintain strong client relationships.

Evaluate Negotiation Outcomes

Assess the results of the negotiation to identify areas of improvement for future discussions. Shopify has analytics tools to help track the performance of your discounts. When you implement discounts based on your discount term, use these tools to study the outputs.

Maintain Ongoing Client Relationships

Continue to nurture the client relationship through regular communication and excellent service, promoting long-term partnerships. It is easier and more beneficial to keep old buyers than to search for new ones.

Constant Improvement of Negotiation Skills

Reflect on each negotiation to enhance your skills, leading to more successful outcomes in the future.

Optimize Discount Terms with Shopify Apps

Managing discount terms is a must for growing your business in B2B sales. Using Shopify third-party apps can streamline this process. Discount management apps offer tailored solutions to implement and manage various discount strategies. 

Below is a simple step-by-step process of how it is done.

1. Install a discounting app from the Shopify app store. In this example, we will be using the popular DiscountRay app. 

Discount Terms – DiscountRay on Shopify App Store

2. You will see a similar Dashboard like the one below. 

Discount Terms – DiscountRay Dashboard

3. Utilizzare il pulsante "Crea nuovo" per creare una nuova offerta. 

Discount Terms – DiscountRay Create New Option

4. Choose any of the two options below according to what is best for your Shopify store. Here, we select “Variants discounted price.”

Discount Terms – DiscountRay Options 

5. We now fill up the details as shown below to create a new variants discounted price offer. 

Discount Terms – Variants discounted price setting 1

6. Select discounted price for every variant of your product. Here is your chance to set clear discount terms for the discounts you are displaying. For example, we will only give a discount by reducing the price for each shirt if the total quantity is 20.

Discount Terms – DiscountRay Variants Discounted Price setting 2 

7. After you configure the customer eligibility, save the settings and select the live view.

Discount Terms – Customer Eligibility

The cart page displays the discount that you have just configured. 

Discount Terms – DiscountRay Variants Discounted Price Live View

Shopify apps help customize discounts and set discount terms according to your choices. It uses automation to speed up the process, giving you time to focus on other tasks. Below are some incredible features that you should know about. 

Some powerful features of Shopify discount apps:

• Enables the creation of flexible wholesale discounts, custom pricing, quantity breaks, tiered pricing, and more.

• Offers features like organizing customers by company, adding wholesale pricing, bulk discounts, and custom sign-up forms without the need for complex coding.
  
• Allows for the creation of custom B2B price catalogs with tailored discounts and rules, managing bulk orders, and assigning customer segments for personalized pricing.

Conclusione

Mastering discount terms and negotiation strategies is needed in B2B sales. By understanding various discount types, preparing effectively, employing strategic negotiation tactics, and maintaining strong client relationships, businesses can enhance profitability and foster long-term partnerships. Remember, the goal is not just to close deals but to build lasting, mutually beneficial relationships.

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