The Sales Hunter

MARCH 2, 2012

discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Sales Hunter

JANUARY 20, 2012

I knew what the regular price was and what the salesperson should have been selling it for. 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. The Slippery Slope of Discounting.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

NOVEMBER 17, 2011

Professional Selling Skills: Sales Motivation Survey Results. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. December 2008. November 2008.

Motivation 168

Motivation Survey Hiring Ideal Customer Profile 168

The Sales Hunter

NOVEMBER 22, 2011

Sales Training Tip #314: Thankful for the Privilege to Sell. Selling Thanksgiving Week. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. December 2008.

Motivation 222

Motivation Ideal Customer Profile Hiring Negotiation 222

The Sales Hunter

MARCH 1, 2012

The Best Way to Improve Your Negotiation Skills. If you want to know the best way to improve your negotiation skills, then invest more time in improving your selling skills. First thing I believe with regard to negotiating is that you sell first, negotiate second. discounting. high profit selling.

Negotiation 170

Negotiation Motivation Ideal Customer Profile Hiring 170

The Sales Hunter

DECEMBER 29, 2011

More importantly, they miss the opportunity to close sales without offering a discount. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. December 2008. August 2008.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Sales Hunter

DECEMBER 3, 2011

discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

FEBRUARY 24, 2012

This seems obvious, but if you don’t believe in your price or your product, you will fail miserably at selling. You will either subtlety talk the customer out of buying or you will regularly discount the price. discounting. high profit selling. selling a price increase. selling skills.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

DECEMBER 27, 2011

discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. Blog , Closing a Sale , Consultative Selling , Professional Selling Skills , Sales Motivation. October 2008.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

NOVEMBER 18, 2011

Professional Selling Skills Training: Sales Motivation and the Holidays. Professional Selling Skills Training: Selling the Holidays. Competitive Selling: Are You Ready to Out-Sell Your Competitor? discounting. high profit selling. selling a price increase. selling skills.

Ideal Customer Profile 196

Ideal Customer Profile Hiring Negotiation Facebook 196

The Sales Hunter

NOVEMBER 10, 2011

discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. Blog , Professional Selling Skills , Sales Motivation. December 2008. November 2008. October 2008.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

The Sales Hunter

FEBRUARY 2, 2012

High-Profit Selling: Your Leadership Plays a Role. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008.

Sales Leadership 240

Sales Leadership Motivation Training Hiring 240

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. discounting.

Motivation 147

Motivation Ideal Customer Profile Hiring Discount 147

The Sales Hunter

NOVEMBER 22, 2011

discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

NOVEMBER 11, 2011

Consultative Selling: Solid Sales Strategy Requires It. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008.

Motivation 187

Motivation Hiring Ideal Customer Profile Negotiation 187

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

FEBRUARY 8, 2012

discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008.

Social Media 189

Social Media Media Strategy Prospecting 189

The Sales Hunter

DECEMBER 16, 2011

discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

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. high profit selling. selling a price increase. selling skills.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

JANUARY 25, 2012

Professional Selling Skills Training: Sales Calls and the Myth of Preparation. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. December 2008. November 2008.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

The Sales Hunter

DECEMBER 8, 2011

discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. Blog , Closing a Sale , Professional Selling Skills. December 2008. November 2008. October 2008.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

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. Retailers are very skilled at this. 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.

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

The Sales Hunter

NOVEMBER 29, 2011

discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. Blog , Professional Selling Skills. December 2008. November 2008. October 2008. August 2008.

Motivation 150

Motivation Company Ideal Customer Profile Hiring 150

The Sales Hunter

DECEMBER 9, 2011

discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008.

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

The Sales Hunter

NOVEMBER 26, 2011

Related posts: Professional Selling Skills Training: Sales Motivation and the Holidays. Why Selling During the Holidays is an Absolute Must. Sales Motivation: Selling Around the Holidays. Sales Motivation: Selling Around the Holidays. discounting. high profit selling. selling a price increase.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

The Sales Hunter

FEBRUARY 13, 2012

It's Called "Professional Selling Skills" for a Reason. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. Blog , Consultative Selling.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

NOVEMBER 19, 2011

discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

FEBRUARY 16, 2012

discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

The Sales Hunter

JANUARY 5, 2012

discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. Blog , Consultative Selling , Professional Selling Skills. December 2008. November 2008.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

FEBRUARY 23, 2012

Leadership and High-Profit Selling. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008. September 2008.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

The Sales Hunter

NOVEMBER 29, 2011

discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008.

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

The Sales Hunter

JANUARY 27, 2012

discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008.

Sales Management 204

Sales Management Training Hiring Ideal Customer Profile 204

The Sales Hunter

FEBRUARY 20, 2012

discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

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. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills.

Ideal Customer Profile 158

Ideal Customer Profile Negotiation Hiring Discount 158

The Sales Hunter

DECEMBER 6, 2011

Related posts: Professional Selling Skills Training: Stay Motivated, Finish Strong. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. Professional Selling Skills.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Cancellation 200

The Sales Hunter

DECEMBER 22, 2011

discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008.

Negotiation 195

Negotiation Buyer Ideal Customer Profile Hiring 195

The Sales Hunter

FEBRUARY 4, 2012

discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008.

Negotiation 206

Negotiation Motivation Hiring Ideal Customer Profile 206