SBI Growth

DECEMBER 7, 2020

After all, in 2019, many enterprise sales calls absolutely had to be in person. There’s no doubt that the pandemic has permanently impacted daily life in every way. It’s also clear that corporate digital transformation is accelerating in every way.

Enterprise 356

Enterprise Enterprise How To Revenue 356

The Sales Hunter

FEBRUARY 4, 2014

Recently on a phone call with a group of salespeople, I was asked if there were any secrets to selling at full price. Selling to the wrong group is always going to create pricing pressure. SECRET 2: Position Your product/service to warrant full price. Copyright 2014, Mark Hunter “The Sales Hunter.”

Discount 241

Discount Face-to-face Selling Skills Groups 241

The Sales Hunter

FEBRUARY 19, 2014

We’ve come to #3 in our list of 5 Secrets to Selling at Full Price. Position Yourself and Your Selling Process to Command Full Price. Just as you have to make sure your product/service is positioned to warrant full price, you have to make sure you are too. ” Sales Motivation Blog.

Positioning 229

Positioning Real Estate Selling Skills Up-Sell 229

The Sales Hunter

FEBRUARY 12, 2014

We are continuing on our quest to look at the 5 Secrets to Selling at Full Price. Position your product/service to warrant full price. If your customers see what you;re selling as being cheap, then they’ll expect you to sell it to them at a reduced price. ” Sales Motivation Blog.

Positioning 228

Positioning Referrals Comparison Selling Skills 228

The Sales Hunter

JANUARY 14, 2014

Sales are slow, the competition has never been tougher, and to top it off, customers are looking for a reason to buy. Problem is the reason customers are looking is because they want a low price. Here are 9 reasons why selling on a low price does not work: 1. Selling on a low price is not selling; it’s order taking.

Discount 247

Discount Competition Closing Up-Sell 247

The Sales Hunter

OCTOBER 11, 2012

For some reason salespeople always think if they can just lower their price, they can increase their number of sales. Somebody will come along and offer what you’re offering for a slightly lower price than your price. Don’t think for a moment you are the only one who can offer a low price.

Discount 276

Discount Margin Motivation Groups 276

The Sales Hunter

OCTOBER 7, 2014

You’re asking yourself, “How can I sell more at a higher price when I’m already getting rejection at the price I’m at?” ” Here are 5 reasons why you can and will sell more AFTER you raise your price: 1. Customers will see you differently. A […].

Discount 238

Discount Selling Skills Prospecting Customer 238

The Sales Hunter

DECEMBER 9, 2013

And if we can get the two to equal, then we have a sale. The challenge we have as salespeople is to accept that the selling concept of “price equals value” is just that a myth. For some salespeople, this may sound like I’m advocating selling cheap. Copyright 2013, Mark Hunter “The Sales Hunter.”

Selling Skills 225

Selling Skills Maximizer Benefit Motivation 225

The Sales Hunter

JUNE 24, 2014

Whenever a salesperson asks me about the “best” time to implement a price increase, my quick answer is, “Right now!” Blog pricing Professional Selling Skills price price increase'

Selling Skills 247

Selling Skills Course Up-Sell Opportunity 247

Anthony Cole Training

APRIL 14, 2022

In all moments of selling, there are many things that can go wrong. And when something goes wrong, it is in fact time to say “Houston, we have a problem.” But who is the “we” that caused the problem?

How To 216

How To Sales 216

Understanding the Sales Force

FEBRUARY 20, 2024

Another “baseball is to sales” analogy shouldn’t surprise readers because I’ve already published more than 100 different articles over the past 19 years showing how selling is just like baseball. However, unlike the previous 100 plus efforts , this article will discuss how selling is different from baseball.

Revenue 193

Revenue Margin Sports Quota 193

The Sales Hunter

JULY 17, 2014

If you’re like me, you’ve relied on a calculator to determine a selling price or figure a margin. Blog pricing Professional Selling Skills discount discounting margin margins price' Blog pricing Professional Selling Skills discount discounting margin margins price' It’s called […].

Margin 229

Margin Discount Selling Skills How To 229

The Sales Hunter

FEBRUARY 26, 2014

We’ve reached the last secret on my list of 5 Secrets to Selling at Full Price. This is the reason I tell many sales managers they should take all pricing authority away from their salespeople. Yes, they will argue that they need to have the power to adjust prices. ” Sales Motivation Blog.

Discount 211

Discount Policies Selling Skills Benefit 211

The Sales Hunter

FEBRUARY 24, 2014

I’ve been moving through our list of 5 Secrets to Selling at Full Price. If you are afraid to walk away, then how will you ever face the music and not cave on price? The only you can be certain you won’t cave on price is by being willing to walk away. Copyright 2014, Mark Hunter “The Sales Hunter.”

Negotiation 215

Negotiation Discount Face-to-face Selling Skills 215

The Pipeline

DECEMBER 12, 2011

The Pipeline Renbor Sales Solutions Inc.s Go Ahead, Sell On Price – Sales eXchange – 127. Stored in Attitude , Business Acumen , EDGE Selling , Gap Selling , Impact Questions , Interactive Selling , Interview , Price , Proactive , Sales Strategy , Sales Success , Sales eXchange , Zone Selling , execution , qualifying.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

Hubspot Sales

APRIL 4, 2019

The primary way companies earn money is by selling their products or services. How you price these products can be a make or break decision for your business. The price should be high enough to cover production costs, but reasonable enough that potential buyers will be willing to purchase it. Selling Price.

Margin 96

Margin Retail Comparison Buyer 96

Mr. Inside Sales

FEBRUARY 2, 2024

In this case, “Your Price is Too High.” The reason this is such a common objection is because your prospects have figured out it’s the best way to get sales reps to drop their price! They know the “Price is too high” objection is just another smokescreen. ON DEMAND SALES TRAINING THAT GETS RESULTS! And most do!

Face-to-face 224

Face-to-face Gatekeeper How To Decision Maker 224

The Sales Hunter

DECEMBER 11, 2014

Here it is: It doesn’t matter whether you sell less or not. […]. Blog pricing Professional Selling Skills price prices value proposition' In fact, I’ve even asked myself the same question a number of times regarding my own business. Are you ready for my answer?

Selling Skills 212

Selling Skills Marketing 212

The Sales Heretic

FEBRUARY 20, 2018

Too many salespeople—and too many companies, for that matter—rely on the tactic of beating everyone else’s price in order to make the sale. And it’s understandable why: Price is always an issue for buyers, and dropping your price to match—or undercut—a competitor’s price is an easy thing to do, requiring no thought or effort.

Buyer 190

Buyer Company Sales Prospecting 190

The Sales Hunter

FEBRUARY 11, 2014

In my post 5 Secrets to Selling at Full Price , I promised I would expand on each of the secrets. Selling to the wrong group is always going to create pricing pressure. Reason I firmly believe this is because the most valuable asset in the sales process is your time. ” Sales Motivation Blog.

Ideal Customer Profile 210

Ideal Customer Profile Customer Face-to-face Prospecting 210

Understanding the Sales Force

MARCH 25, 2024

While one of the sales lessons from this trip comes from baseball, the actual travel generated the other two sales lessons. You must pull out all the stops and sell your value without trying to win with low-margin, low-retention pricing. When you encounter unfavorable selling conditions, refuse to accept them.

Decision Maker 182

Decision Maker Hotels Cancellation Travel 182

Pipeliner

FEBRUARY 2, 2020

The ability to sell the value of your offer–then price it–is what pays for all of the value your company works so hard to produce. Your customer value focus journey also needs to progress in a second domain: your organization’s selling capability. Sell: Aligning the seller’s solution with desired customer outcomes.

Hiring 67

Hiring Discount Forecasting Compensation 67

Sales Evangelist

AUGUST 19, 2022

In today’s episode of The Sales Evangelist, Donald is joined by frequent guest and CEO of Sales Gravy, Jeb Blount, to discuss an important (and often avoided) topic: selling a price increase to clients. The price increase conversation is awkward, especially if you’ve never done it before.

Outbound 40

Outbound Conference Survey Quota 40

The Sales Hunter

APRIL 9, 2013

Too many times salespeople wind up selling their competitor’s products or services without even realizing they’re doing it. How it many times happens is when the customer asks the salesperson what their price is early on in the sales presentation, the salesperson feels the obligation to tell the customer what their prices are.

Competition 202

Competition Benefit Motivation Objections 202

Carew International

OCTOBER 15, 2020

When you begin working for a company as a professional salesperson, increasing prices is something you accept as part of your total job responsibility. The increased costs of goods and services you receive from your suppliers, rising labor costs, and other operating expenses obviously must be reflected in pricing.

Objections 52

Objections Advertising Advertising Promotion 52

The Sales Hunter

APRIL 21, 2015

When we attempt to close the sale before getting answers to six vital questions, we will rarely come close to getting maximum price. In fact, I urge you to look at these questions as your 6 steps toward maximum price! Do you know 3 of the customer’s critical needs or desired benefits? Having the customer […].

Selling Skills 100

Selling Skills Closing Benefit Customer 100

Sales Pro Central Submitted Articles

OCTOBER 13, 2020

Imagine you’re a manufacturer whose sales approach has been to compete on price, and that’s worked well for you. Then, due to a change in economic conditions, a critical raw material you can’t substitute for has skyrocketed in price. Unfortunately, you’ve just lost your competitive advantage.

Face-to-face 132

Face-to-face Vendor Competition Buyer 132

Mr. Inside Sales

NOVEMBER 20, 2023

What does this teach us as sales reps? It takes persistence, a proven sales cadence, and many calls to finally persuade a qualified buyer to buy from you. Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS! One touch isn’t enough. Or Google Fibers?

Google 222

Google Face-to-face Gatekeeper Decision Maker 222

Anthony Cole Training

SEPTEMBER 2, 2022

In the world of selling, both of those definitions are relevant and important. Oftentimes, sales negotiation tactics seem to be related to price – giving or getting the best rate or fees for a product or service. Here is what we know to be true about rate or price reduction requests.

Negotiation 248

Negotiation Relationals Sales 248

Sales 2.0

OCTOBER 23, 2023

One of the areas of complex sales that I have seen soak up tons of time from entrepreneurs and senior salespeople over my years is writing proposals. As a [Your Position] at [Your Company’s Name and what it does], I’m often tasked with drafting sales proposals to potential clients. I fed this prompt into ChatGPT 3.5

Proposal 221

Proposal Social Media Media Decision Maker 221

The Sales Hunter

JULY 10, 2015

I don’t care how someone tries to argue it, a selling strategy based on being the cheapest simply does not work. Sure, you might make a quick sale, but in so doing, you will destroy your long-term business prospects. Below are 7 reasons why a low-price strategy will not work. If you’re still skeptical, let me know […].

Strategy 100

Strategy Prospecting Negotiation Selling Skills 100

Mr. Inside Sales

JANUARY 19, 2024

I don’t know why sales reps still have trouble handing this typical blow off. I know it makes sense to have several vendors you can check pricing and availability with, and having another supplier in your back pocket is only going to help you, right?” [Get Need More Proven Responses to the Selling Situations You Face Every Day?

Face-to-face 273

Face-to-face How To Gatekeeper Decision Maker 273

Sales 2.0

MAY 15, 2023

This is the sixth in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Dave is also the author of the “ Sales Manager Survival Guide.”​ More selling time…if you want it.

Ideal Customer Profile 221

Ideal Customer Profile Up-Sell Buyer Survey 221

Mereo

JANUARY 12, 2022

In 2022, a tough sell to buyers is on the horizon: numerous price hikes in response to inflation. While a small bump in inflation typically affords companies a legitimate opportunity to adjust its price strategy for a changing marketplace — our economy currently faces a steep slope. Price increases spur pushback.

Lead Rank 41

Lead Rank Lead Scoring Strategy Transportation 41

Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back when our sales training and coaching is specific to RFPs. ” Procurement is focused on price and while there are certainly a small percentage of exceptions, lowest price is their priority. Think Boeing.

Decision Maker 193

Decision Maker Data Hiring Proposal 193

Mr. Inside Sales

JULY 20, 2021

Top pros are using this time to sharpen their sales skills so they can make a killing in the fourth quarter. For a proven way to make more money, with less rejection, and a way to become more confident and make more sales, take advantage of our Summer Sale! Need More Proven Responses to the Selling Situations You Face Every Day?

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315