The Sales Hunter

DECEMBER 23, 2011

Many times I feel this is the difference between full-price and a discount. When the salesperson isn’t displaying confidence, it becomes far too easy for them to begin thinking the customer isn’t confident in buying. customer service. discounting. customer service. discounting.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

JANUARY 20, 2012

As if offering a discount right up front wasn’t a big enough mistake, the salesperson went on to give the customer an even bigger discount when they were slow to respond with their decision. Did the customer wind up buying? The Slippery Slope of Discounting. customer service. discounting.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

NOVEMBER 18, 2011

Now ask yourself a MORE IMPORTANT question: “Do all of the customers I don’t sell to — but would like to — do the same thing?” If you close or cut your hours or simply coast during the holidays, what kind of customer service are you truly providing and how many sales are you truly missing?!

Ideal Customer Profile 196

Ideal Customer Profile Hiring Negotiation Facebook 196

The Sales Hunter

DECEMBER 29, 2011

More importantly, they miss the opportunity to close sales without offering a discount. customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. cold calling.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Sales Hunter

DECEMBER 3, 2011

Phone Sales Tips When Contacting Customers. customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Phone Tips: Voice Mail That Does NOT Work. cold calling.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

FEBRUARY 20, 2012

When you contact each of your customers this time, you focus on thanking them for their business and asking them about how your company’s level of customer service has been. Immediately after you thank them for their comments, ask them for the names of others who would benefit from the same service. customer service.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

FEBRUARY 2, 2012

customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. High-Profit Selling: Your Leadership Plays a Role. Sales Leadership, Washington Politics and Sales Motivation.

Sales Leadership 240

Sales Leadership Motivation Training Hiring 240

The Sales Hunter

NOVEMBER 22, 2011

customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. More Negotiation Tips You Need for Success. Do You Hate Negotiating? Start Today To Turn the Trend Around.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

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.

Motivation 163

Motivation Discount Ideal Customer Profile Negotiation 163

The Sales Hunter

FEBRUARY 21, 2012

Unfortunately, salespeople tend to know their product or service so well that they gravitate toward singing the praises of the features of what they sell — instead of patiently and intentionally uncovering the true wants and needs of the customer. Sales Training Tip #383: Discounting Costs You More Than You Realize.

Motivation 147

Motivation Ideal Customer Profile Hiring Discount 147

The Sales Hunter

FEBRUARY 8, 2012

customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Sales Motivation: Social Media and Sales Strategy? Risk of Social Media Marketing? cold calling. leadership.

Social Media 189

Social Media Media Strategy Prospecting 189

The Sales Hunter

DECEMBER 16, 2011

customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Personal Sales Development Goals and Sales Motivation. cold calling. high profit selling. leadership.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

DECEMBER 9, 2011

customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Negotiation: Are You Prepared to Live with What You Put Into Writing? cold calling. high profit selling.

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

The Sales Hunter

JANUARY 17, 2012

Are You Disrupting The Thinking of Your Customer? customer service. discounting. customer service. discounting. Blog , Consultative Selling , Customer Service. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008.

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175

The Sales Hunter

NOVEMBER 19, 2011

customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Sales Prospecting and LinkedIn. Sales Training Tip #199: Network with Linkedin.com. cold calling. leadership.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

FEBRUARY 16, 2012

customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. cold calling. high profit selling. leadership. negotiating. negotiation. networking. phone sales tips.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

The Sales Hunter

NOVEMBER 29, 2011

customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Sales Training Tip #371: Which Questions Are Most Important? cold calling. high profit selling. leadership.

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

The Sales Hunter

FEBRUARY 23, 2012

customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Sales Motivation: Traits of the Top Performer. Sales Leadership, Washington Politics and Sales Motivation.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

The Sales Hunter

JANUARY 27, 2012

Bad Salespeople Make Cheap Customers: Sales Training Tip #408. customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. cold calling. high profit selling.

Sales Management 204

Sales Management Training Hiring Ideal Customer Profile 204

The Sales Hunter

NOVEMBER 17, 2011

customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Professional Selling Skills: Sales Motivation Survey Results. Sales Motivation and the Year-End Push.

Motivation 168

Motivation Survey Hiring Ideal Customer Profile 168

The Sales Hunter

FEBRUARY 7, 2012

customer service. discounting. customer service. discounting. Blog , Consultative Selling , Customer Service , leadership. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

FEBRUARY 7, 2012

This all just creates a vicious cycle of discounting. Whenever one of your customers buys from you, whether that customer is a company or an individual, they are “investing” in what your product or service offers. . #1 Sales Training Tip #383: Discounting Costs You More Than You Realize. discounting.

Ideal Customer Profile 158

Ideal Customer Profile Negotiation Hiring Discount 158

The Sales Hunter

NOVEMBER 25, 2011

customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Professional Selling Skills Training: Stay Motivated, Finish Strong. cold calling. high profit selling.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

DECEMBER 22, 2011

customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Sales Training Tip #367: Purchasing Departments and the Three Ts. Negotiating is for Losers. Guess Again.

Negotiation 195

Negotiation Buyer Ideal Customer Profile Hiring 195

The Sales Hunter

FEBRUARY 4, 2012

customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Negotiation: Are You Prepared to Live with What You Put Into Writing? Sales Negotiation Strategies Checklist.

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. customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

DECEMBER 27, 2011

customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Sales Training Tip #375: RFPS are Rarely Final. The 3 Worst Mistakes Made by Salespeople. cold calling.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

JANUARY 6, 2012

customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Sales Motivation: Prospecting is a Year-round Effort. 5 Secrets to Get Better Prospecting Leads. cold calling.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

DECEMBER 1, 2011

customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Networking and the 6 Degrees of Separation. Sales Motivation: It’s Not Always About the Bottom Line.

Motivation 183

Motivation Hiring Ideal Customer Profile Negotiation 183

The Sales Hunter

DECEMBER 27, 2011

customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Selling a Price Increase: Tips To Start Using Now. Do You Hate Negotiating? cold calling. high profit selling.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Sales Hunter

JANUARY 17, 2012

customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Cold Calling: Sales Technique is Still Viable (Part 2). Cold-Calling and Phone Sales Tips. cold calling.

Cold Calling 209

Cold Calling Motivation Ideal Customer Profile Negotiation 209

The Sales Hunter

JANUARY 7, 2012

customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Sales Motivation: Ignoring the Negative Blather. 9 Sales Motivation Ideas You Can Use NOW. cold calling.

Motivation 193

Motivation Hiring Ideal Customer Profile Negotiation 193

The Sales Hunter

NOVEMBER 10, 2011

customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. How to Connect With People Who Are Not Like You. What Are the Voices In Your Head Saying? cold calling.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

The Sales Hunter

NOVEMBER 11, 2011

customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Apple, iPod, and Pricing Integrity. Consultative Selling: Solid Sales Strategy Requires It. cold calling.

Motivation 187

Motivation Hiring Ideal Customer Profile Negotiation 187

The Sales Hunter

JANUARY 10, 2012

customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Negotiation Skills: Don’t Celebrate When Things Go Your Way. Do You Hate Negotiating? cold calling.

Negotiation 181

Negotiation Motivation Strategy Hiring 181

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. Sadly, some salespeople simply do not believe in the standard price of their product or service. Because of this, they are quick to discount in order to close a sale. Customer Threatens to Switch?

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

The Sales Hunter

FEBRUARY 25, 2012

customer service. discounting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. A Recent Question About Ways to Close a Sale on the First Visit. Closing a Sale: Getting Past The Soft Sell.

Closing 184

Closing Ideal Customer Profile Negotiation Hiring 184