The Sales Hunter

NOVEMBER 21, 2011

” Related posts: Stop Sacrificing Your Co-Workers: Sales Training Tip #411. discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip. December 2008. November 2008. October 2008. September 2008.

Motivation 185

Motivation Training Hiring Ideal Customer Profile 185

The Sales Hunter

DECEMBER 12, 2011

Sales Training Tip #345: What is Your Advantage? discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip. December 2008. November 2008. October 2008. September 2008. August 2008.

Motivation 147

Motivation Real Estate Training Hiring 147

The Sales Hunter

MARCH 2, 2012

I count it a privilege and an honor to share with thousands of salespeople each week through my blog, website, videos, speeches and training programs. Related posts: Sales Training Tip #314: Thankful for the Privilege to Sell. discounting. sales training. sales training tip. training tip. discounting.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Sales Hunter

FEBRUARY 27, 2012

discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip. Blog , Cold-Calling , Prospecting , Sales Development Training. December 2008. November 2008. October 2008. September 2008.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

Understanding the Sales Force

MAY 10, 2023

The economic crisis of 2008-9, and the Covid lockdowns of 2020-2021 showed us that when companies focus on cost-cutting instead of growing revenue, revenue declines – sharply. Instead of discounting, get better at selling value. We are now seeing these events in sales organizations: Missed forecasts. Closing delays.

Revenue 156

Revenue Hiring Decision Maker Cancellation 156

The Sales Hunter

DECEMBER 15, 2011

discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008.

Social Media 152

Social Media Media Motivation Hiring 152

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. Afterward I asked the salesperson why they were so quick to offer a discount and the response didn’t surprise me. April 2008.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

NOVEMBER 22, 2011

Sales Training Tip #262: Thankful for Sales. Sales Training Tip #314: Thankful for the Privilege to Sell. discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip. December 2008. November 2008.

Motivation 222

Motivation Ideal Customer Profile Hiring Negotiation 222

The Sales Hunter

DECEMBER 3, 2011

discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Pipeline

MARCH 6, 2012

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Sales Training. Dave Kahle – Sales Training. From The Heart Sales Training Blog. ©2008 Copyright by The Pipeline. August 2009.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Sales Hunter

DECEMBER 23, 2011

An example I like to use in training programs is comparing two similar items — one being offered on eBay and the other by a store you’ve been buying from for years. Many times I feel this is the difference between full-price and a discount. Related posts: Sales Training Tip #312: How Much Will Customers Pay for Confidence?

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

NOVEMBER 22, 2011

Sales Training Tip #360: Negotiation? discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008.

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. discounting.

Motivation 163

Motivation Discount Ideal Customer Profile Negotiation 163

The Sales Hunter

DECEMBER 16, 2011

Sales Training Tip #359: Ideas Mean Nothing…Until… Why Long-Term Thinking is Vital to Your Sales Motivation. discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip. December 2008. November 2008.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

NOVEMBER 19, 2011

Related posts: Sales Training Tip #388: Which LinkedIn Groups Should You Join? Sales Training Tip #199: Network with Linkedin.com. discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip. December 2008.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

NOVEMBER 29, 2011

Sales Training Tip #349: Two Great Questions You Can Ask. Sales Training Tip #371: Which Questions Are Most Important? discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip. December 2008. November 2008.

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

The Sales Hunter

FEBRUARY 8, 2012

discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008.

Social Media 189

Social Media Media Strategy Prospecting 189

The Sales Hunter

NOVEMBER 25, 2011

Sales Training Tip #300: How Confident Are You? Sales Training Tip #305: How Valuable are You? Professional Selling Skills Training: Stay Motivated, Finish Strong. Sales Training Tip #366: Who Determines Your Worth? discounting. sales training. sales training tip. training tip. discounting.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

FEBRUARY 24, 2012

You will either subtlety talk the customer out of buying or you will regularly discount the price. Related posts: 3 Ways to Stop Being Afraid of Closing: Sales Training Tip #413. Sales Training Tip #319: Should You Ever Stop Prospecting? discounting. sales training. sales training tip. training tip.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

FEBRUARY 16, 2012

discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

The Sales Hunter

DECEMBER 9, 2011

discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008.

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

The Sales Hunter

DECEMBER 22, 2011

Related posts: Sales Training Tip #365: How Well Do You Know Your Buyers? Sales Training Tip #367: Purchasing Departments and the Three Ts. discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip. December 2008.

Negotiation 195

Negotiation Buyer Ideal Customer Profile Hiring 195

The Sales Hunter

FEBRUARY 23, 2012

discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

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. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip. December 2008.

Ideal Customer Profile 158

Ideal Customer Profile Negotiation Hiring Discount 158

The Sales Hunter

FEBRUARY 20, 2012

discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

DECEMBER 27, 2011

Sales Training Tip #375: RFPS are Rarely Final. discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip. December 2008. November 2008. October 2008. September 2008. August 2008.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

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. April 2008.

Motivation 147

Motivation Ideal Customer Profile Hiring Discount 147

The Sales Hunter

FEBRUARY 4, 2012

discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008.

Negotiation 206

Negotiation Motivation Hiring Ideal Customer Profile 206

The Sales Hunter

FEBRUARY 13, 2012

Guest post Monday and we have Owen Van Syckle of the Van Syckle Group , a sales training and consulting group. The beginner salesperson is ready to show (off) his knowledge that was probably learned in corporate sales training and they will monopolize the conversation. Sales Training Tip #175: Ask the Right Type of Questions.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

JANUARY 6, 2012

Sales Training Tip #266: Target 10% a Month. discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip. December 2008. November 2008. October 2008. September 2008. August 2008.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

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. Client Login. Mark Hunter. Client List.

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

The Sales Hunter

NOVEMBER 17, 2011

discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008.

Motivation 168

Motivation Survey Hiring Ideal Customer Profile 168

The Sales Hunter

DECEMBER 27, 2011

discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Sales Hunter

JANUARY 7, 2012

Related posts: Sales Training Tip #368: Are You Truly a Leader? discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip. December 2008. November 2008. October 2008. September 2008.

Motivation 193

Motivation Hiring Ideal Customer Profile Negotiation 193

The Pipeline

JULY 15, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Discounting works on the Internet, too – but be careful. Discounting price also discounts value. Sales Training. August 2009.

Pipeline 243

Pipeline Twitter Discount Hiring 243

The Pipeline

JULY 18, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. For example, if I can get a buyer to see that my training will bring in an extra three sales a year, and he tells me that each nets $1,200, that’s $3,600.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Sales Hunter

NOVEMBER 26, 2011

Related posts: Professional Selling Skills Training: Sales Motivation and the Holidays. The Myth of Finding More Time to Prospect: Sales Training Tip #412. discounting. sales training. sales training tip. training tip. discounting. sales training. sales training tip. training tip.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217