The Sales Hunter

DECEMBER 29, 2011

More importantly, they miss the opportunity to close sales without offering a discount. discounting. December 2007. November 2007. October 2007. September 2007. Too many sales are lost because the salesperson isn’t confident. Believe in what you do. Believe in your belief in being able to help others.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Sales Hunter

NOVEMBER 22, 2011

discounting. December 2007. November 2007. October 2007. September 2007. Sales Training Tip #262: Thankful for Sales. Sales Training Tip #314: Thankful for the Privilege to Sell. Selling Thanksgiving Week. cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking.

Motivation 222

Motivation Ideal Customer Profile Hiring Negotiation 222

The Sales Hunter

FEBRUARY 14, 2012

Like many of the salespeople I meet, I believed that discounting was a valid way to secure a customer that would then become a “long-term” customer. If you run the numbers, you will see that discounting doesn’t just eat away at your profit immediately, it destroys it over subsequent sales as well. discounting.

Motivation 163

Motivation Discount Ideal Customer Profile Negotiation 163

The Sales Hunter

NOVEMBER 22, 2011

discounting. December 2007. November 2007. October 2007. September 2007. More Negotiation Tips You Need for Success. Do You Hate Negotiating? Start Today To Turn the Trend Around. Negotiating is for Losers. cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

DECEMBER 23, 2011

Many times I feel this is the difference between full-price and a discount. The natural reaction by the non-confident salesperson is to either forgo attempting to close the sale or attempting to close by offering a discount. discounting. December 2007. November 2007. October 2007. September 2007.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

FEBRUARY 8, 2012

discounting. December 2007. November 2007. October 2007. September 2007. Sales Motivation: Social Media and Sales Strategy? Risk of Social Media Marketing? Should Social Media Replace Cold-Calling? cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking. price increase.

Social Media 189

Social Media Media Strategy Prospecting 189

The Sales Hunter

DECEMBER 3, 2011

discounting. December 2007. November 2007. October 2007. September 2007. Phone Sales Tips When Contacting Customers. Phone Sales Tips: Smartphone Messages That Work. cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking. phone sales tips. price increase. prospecting.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

DECEMBER 9, 2011

discounting. December 2007. November 2007. October 2007. September 2007. More Negotiation Tips You Need for Success. Sales Motivation: New YouTube Video on Negotiation. cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking. phone sales tips. price increase.

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

The Sales Hunter

DECEMBER 16, 2011

discounting. December 2007. November 2007. October 2007. September 2007. Sales Training Tip #359: Ideas Mean Nothing…Until… Why Long-Term Thinking is Vital to Your Sales Motivation. Personal Sales Development Goals and Sales Motivation. cold calling. customer service. high profit selling. leadership.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

NOVEMBER 17, 2011

discounting. December 2007. November 2007. October 2007. September 2007. Professional Selling Skills: Sales Motivation Survey Results. Sales Motivation and the Year-End Push. cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking. phone sales tips. price increase.

Motivation 168

Motivation Survey Hiring Ideal Customer Profile 168

The Sales Hunter

FEBRUARY 7, 2012

This all just creates a vicious cycle of discounting. Sales Training Tip #383: Discounting Costs You More Than You Realize. discounting. December 2007. November 2007. October 2007. September 2007. People don’t buy. They only invest. 1 Way Salespeople Destroy Profit. cold calling. leadership.

Ideal Customer Profile 158

Ideal Customer Profile Negotiation Hiring Discount 158

The Sales Hunter

NOVEMBER 19, 2011

discounting. December 2007. November 2007. October 2007. September 2007. Sales Training Tip #199: Network with Linkedin.com. Networking and the 6 Degrees of Separation. cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking. phone sales tips. price increase.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

FEBRUARY 21, 2012

Well, the salesperson who doesn’t discover what the customer wants will always be quick to discount price in order to get the sale. Selling at a discount hurts profit short term and long term, no matter how you want to run the numbers. Sales Training Tip #383: Discounting Costs You More Than You Realize. discounting.

Motivation 147

Motivation Ideal Customer Profile Hiring Discount 147

The Sales Hunter

NOVEMBER 25, 2011

discounting. December 2007. November 2007. October 2007. September 2007. Professional Selling Skills Training: Stay Motivated, Finish Strong. Sales Training Tip #366: Who Determines Your Worth? cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking. phone sales tips.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

FEBRUARY 23, 2012

discounting. December 2007. November 2007. October 2007. September 2007. Sales Leadership, Washington Politics and Sales Motivation. Leadership and High-Profit Selling. cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking. phone sales tips. price increase.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

The Sales Hunter

JANUARY 27, 2012

discounting. December 2007. November 2007. October 2007. September 2007. Sales Training Tip #368: Are You Truly a Leader? Bad Salespeople Make Cheap Customers: Sales Training Tip #408. cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking. phone sales tips.

Sales Management 204

Sales Management Training Hiring Ideal Customer Profile 204

The Sales Hunter

NOVEMBER 29, 2011

discounting. December 2007. November 2007. October 2007. September 2007. Sales Training Tip #371: Which Questions Are Most Important? Sales Motivation: When is One of the BEST Times to Prospect? cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking. phone sales tips.

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

The Sales Hunter

FEBRUARY 20, 2012

discounting. December 2007. November 2007. October 2007. September 2007. Referrals are a Waste. Introductions are Golden! Cold Calling: The Spam of the Sales World. cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking. phone sales tips. price increase. prospecting.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

FEBRUARY 16, 2012

discounting. December 2007. November 2007. October 2007. September 2007. Networking: "22 Tips to Use at Your Next Networking Event" "Networking is a Con Game" 10 Deadly Sins to Kill Your Sales Motivation. cold calling. customer service. high profit selling. leadership. negotiating. negotiation.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

The Sales Hunter

DECEMBER 22, 2011

discounting. December 2007. November 2007. October 2007. September 2007. Sales Training Tip #367: Purchasing Departments and the Three Ts. Negotiating is for Losers. Think You are Smarter Than the Buyer? Guess Again. cold calling. customer service. high profit selling. leadership. negotiating. negotiation.

Negotiation 195

Negotiation Buyer Ideal Customer Profile Hiring 195

The Sales Hunter

FEBRUARY 28, 2012

Your customer will be less likely to ask for a discount, because they believe they are already getting a good deal. Because of this, they are quick to discount in order to close a sale. This is okay, of course, as long as salespeople aren’t discounting this regular price. discounting. December 2007.

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

The Sales Hunter

DECEMBER 1, 2011

discounting. December 2007. November 2007. October 2007. September 2007. Networking and the 6 Degrees of Separation. Sales Motivation: It’s Not Always About the Bottom Line. cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking. phone sales tips. price increase.

Motivation 183

Motivation Hiring Ideal Customer Profile Negotiation 183

The Sales Hunter

JANUARY 6, 2012

discounting. December 2007. November 2007. October 2007. September 2007. Sales Motivation: Prospecting is a Year-round Effort. 5 Secrets to Get Better Prospecting Leads. Sales Prospecting: Follow-Up or Follow-Down. Sales Training Tip #266: Target 10% a Month. cold calling. customer service. high profit selling.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

FEBRUARY 4, 2012

discounting. December 2007. November 2007. October 2007. September 2007. Negotiation: Are You Prepared to Live with What You Put Into Writing? Sales Negotiation Strategies Checklist. 5 Steps to a Negotiation Strategy that Works. cold calling. customer service. high profit selling. leadership. negotiating.

Negotiation 206

Negotiation Motivation Hiring Ideal Customer Profile 206

The Sales Hunter

FEBRUARY 24, 2012

You will either subtlety talk the customer out of buying or you will regularly discount the price. discounting. December 2007. November 2007. October 2007. September 2007. This seems obvious, but if you don’t believe in your price or your product, you will fail miserably at selling. You Help People.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

MARCH 5, 2012

discounting. December 2007. November 2007. October 2007. September 2007. High-Profit Selling: Your Leadership Plays a Role. Sales Motivation and Leadership. What is Sales Leadership? cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking. phone sales tips. prospecting.

Motivation 152

Motivation Hiring Ideal Customer Profile Negotiation 152

The Sales Hunter

NOVEMBER 29, 2011

discounting. December 2007. November 2007. October 2007. September 2007. Sales Motivation: Don’t Miss Out on Year End Sales! Sales Motivation and the Year-End Push. cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking. phone sales tips. price increase.

Motivation 150

Motivation Company Ideal Customer Profile Hiring 150

The Sales Hunter

NOVEMBER 10, 2011

discounting. December 2007. November 2007. October 2007. September 2007. How to Connect With People Who Are Not Like You. What Are the Voices In Your Head Saying? Where Do You Get Your Business Information? cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

The Sales Hunter

JANUARY 7, 2012

discounting. December 2007. November 2007. October 2007. September 2007. Sales Motivation: Ignoring the Negative Blather. 9 Sales Motivation Ideas You Can Use NOW. 17 Best Practices of Top Performing Salespeople. cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking.

Motivation 193

Motivation Hiring Ideal Customer Profile Negotiation 193

The Sales Hunter

NOVEMBER 11, 2011

discounting. December 2007. November 2007. October 2007. September 2007. Consultative Selling: Solid Sales Strategy Requires It. Sales Motivation and Your Big Account. cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking. phone sales tips. price increase. sales tips.

Motivation 187

Motivation Hiring Ideal Customer Profile Negotiation 187

The Sales Hunter

JANUARY 10, 2012

discounting. December 2007. November 2007. October 2007. September 2007. Negotiation Skills: Don’t Celebrate When Things Go Your Way. Do You Hate Negotiating? Start Today To Turn the Trend Around. cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking.

Negotiation 181

Negotiation Motivation Strategy Hiring 181

The Sales Hunter

DECEMBER 27, 2011

discounting. December 2007. November 2007. October 2007. September 2007. The 3 Worst Mistakes Made by Salespeople. 17 Best Practices of Top Performing Salespeople. cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking. phone sales tips. price increase. prospecting.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

DECEMBER 27, 2011

discounting. December 2007. November 2007. October 2007. September 2007. Selling a Price Increase: Tips To Start Using Now. Do You Hate Negotiating? Start Today To Turn the Trend Around. cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking. phone sales tips.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Sales Hunter

FEBRUARY 25, 2012

discounting. December 2007. November 2007. October 2007. September 2007. A Recent Question About Ways to Close a Sale on the First Visit. Closing a Sale: Getting Past The Soft Sell. cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking. phone sales tips. prospecting.

Closing 184

Closing Ideal Customer Profile Negotiation Hiring 184

The Sales Hunter

DECEMBER 30, 2011

discounting. December 2007. November 2007. October 2007. September 2007. The Myth of Finding More Time to Prospect: Sales Training Tip #412. Sales Prospecting: Office Phone or Cell Phone? Sales Prospecting Questions that Work. cold calling. customer service. high profit selling. leadership. negotiating. networking.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

The Sales Hunter

FEBRUARY 13, 2012

discounting. December 2007. November 2007. October 2007. September 2007. Sales Motivation: Are You Dealing with Prospects or Suspects? It's Called "Professional Selling Skills" for a Reason. cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

JANUARY 17, 2012

discounting. December 2007. November 2007. October 2007. September 2007. Are You Disrupting The Thinking of Your Customer? Are Salespeople All Alike? The 3 Worst Mistakes Made by Salespeople. cold calling. customer service. high profit selling. leadership. negotiating. negotiation. networking. phone sales tips.

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175