The Sales Hunter

FEBRUARY 7, 2013

When you discount your price as a way to attract new business, the only thing you’re going to do is make yourself and your company work harder. If the benefit the customer is looking for is a discounted price, then let them go someplace else. There is a reason why Apple doesn’t discount their price.

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Discount Customer B2C Loyalty 235

The Sales Hunter

OCTOBER 8, 2013

One of the most important reasons for finishing strong in 2013 is it becomes a springboard for starting 2014 right. Mainly, they offer too many discounts or other concessions that ultimately destroy profit and diminish the confidence the customer has in the salesperson and/or the product. My suggestion? Don’t panic.

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Cold Calling Discount Consultative Selling Compensation 223

The Sales Hunter

APRIL 23, 2013

Am I taking a discount to match a competitor’s price? If this is a new customer, how do I expect to ever get the price up to the full amount if I’ve now sold it to them at a discount? If this is an existing customer and I offer a discount, will they think I’ve been overcharging them up to now?

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Discount Closing Up-Sell Motivation 215

The Sales Hunter

OCTOBER 1, 2013

One way to make it is by offering a few customers a discount to get them to either buy for the first time, buy more, or move a purchase up from next year. Offering a discount to bump your year-end sales can create as many problems as it solves. Suffice to say, you can’t take year-end price discounts lightly!

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Discount Channels Consumer Motivation 204

The Sales Hunter

FEBRUARY 22, 2013

Yes, you can discount your price as a way to close-out inventory or to get out of a particular business. Before you race out with a discounted price to help you out of a short-term problem, ask yourself what impact the discounted price is going to have on your regular business. ” Sales Motivation Blog.

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Discount Closing Margin Resources 181

The Sales Hunter

MARCH 16, 2013

You are about to close and then the customer asks for a price discount. If you rely on a price discount to close a sale once, you will do it again and again. You risk so much when you give into the temptation to close a sale by discounting price. Sure, you’re tempted. But don’t do it!

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Discount Closing Video Motivation 187

The Sales Hunter

MAY 7, 2013

A lot of salespeople and small business owners will say they need to discount their price to get a sale. The problem is trying to discern the difference between discounting your price to create cash flow versus using it as a lousy excuse to validate your inability to close a sale any other way. Think about this.

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Sales and Marketing Management

MAY 16, 2013

Issue Date: 2013-05-01. Author: By Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc. Teaser: Protecting your pricing and margins requires a disciplined, well-planned approach throughout the customer acquisition process. Columnist Tim Riesterer discusses plugging value leaks.

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Discount Margin Strategy Customer 197

The Sales Hunter

JANUARY 26, 2013

Check it out: Copyright 2013, Mark Hunter “The Sales Hunter.” Below is a short video sales tip that explains this vital sales skill more. I did this video as part of the Sales Mastery Summit that Mary Poul hosted several weeks ago. ” Sales Motivation Blog. .

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The Sales Hunter

MARCH 19, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” But for those customers who are not that confident, it’s a strategy you can use effectively to do two things. One, it allows you to demonstrate full value to the customer. Two, you protect your profit. ” Sales Motivation Blog.

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Discount Motivation Objections Strategy 214

The Sales Hunter

APRIL 25, 2013

Are you willing to walk away from a customer who is persistently asking for a price discount? Maybe you’re near your quota and discounting your price “this one time” with this customer will give you the boost you want. Plus, if you start discounting with one customer, you’re more likely to do with the next.

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Discount Customer Margin Consultative Selling 272

The Sales Hunter

DECEMBER 28, 2013

To see what I mean, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Closing a Sale pricing Professional Selling Skills closing a sale discount discounting price video video sales tip' With confidence and competence. And silence! ” Sales Motivation Blog. .

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The Sales Hunter

APRIL 30, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” The bigger the outcome, the bigger the return on investment. The bigger the return on investment for them, the more they will be willing to pay you for what you sell. It’s all about the customer’s outcomes. ” Sales Motivation Blog. Blog pricing'

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Discount Customer Benefit Motivation 190

The Sales Hunter

FEBRUARY 15, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” What I’m talking about here is the art of leveraging what you already have to give yourself even more confidence to do what you know you’re capable of doing. ” Sales Motivation Blog.

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The Sales Hunter

JUNE 18, 2013

Once you give one price discount to close a deal, you’ll be much more likely to offer another one and another one. If, on the other hand, you’re building a company that is going to last, then avoid the discount at all cost. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

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Discount Customer Motivation Closing 276

The Sales Hunter

MAY 4, 2013

Check out the below video to hear more about why this technique could help limit the number of times you discount your price: Copyright 2013, Mark Hunter “The Sales Hunter.” Blog pricing Professional Selling Skills discount price sales discounting' ” Sales Motivation Blog. .

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Video Discount Selling Skills Motivation 191

The Sales Hunter

SEPTEMBER 24, 2013

They do this because of how they handle things with their salespeople who in turn offer customers discounts. This means giving them advice and support in how to close the deal immediately without a discount. Are you making it too easy for your sales team to rely upon discounting? ” Sales Motivation Blog.

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Sales Management Discount Face-to-face Consultative Selling 217

The Sales Hunter

APRIL 6, 2013

To understand this better, check out the below video: Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Closing a Sale Consultative Selling leadership pricing Professional Selling Skills Purchasing Department discount discounting price purchasing department sales pricing' ” Sales Motivation Blog. .

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The Sales Hunter

SEPTEMBER 3, 2013

They give everyone a discount. Yes, in their opinion, list price is only a starting point from which to discount and the masquerading salesperson always believes the price is way too high right from the start. Copyright 2013, Mark Hunter “The Sales Hunter.” Do you see any traits on this list in people you know?

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The Sales Hunter

APRIL 18, 2013

Usually what ends up happening is they offer a discount! Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Closing a Sale Consultative Selling pricing close closing techniques discount discounting price' Have you ever found yourself saying… Is that more than you thought it would be?

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Closing Discount Consultative Selling Motivation 250

The Sales Hunter

OCTOBER 8, 2013

The customer hears your price and then starts to ask for a discount. Yes, the sale comes with a slight discount, but you still got it and you got it fast. A discounted price will always make up for a lack of confidence. Copyright 2013, Mark Hunter “The Sales Hunter.” Let’s not kid ourselves.

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Discount Closing Motivation Examples 209

The Sales Hunter

JULY 16, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Blog pricing discount discounting high price price sales discounting' Whatever the approach you use with a customer, the objective is the same. Get them to see your price as something they expect and can afford. ” Sales Motivation Blog.

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Discount Comparison Objections Examples 234

The ROI Guy

SEPTEMBER 4, 2013

The 2013 IT Decision Makers Study interviewed 228 IT decision makers, from small / medium businesses (SMBs) to enterprises across all key industry verticals. This has unfortunately resulted in vendors proactively discounting in order to reduce sales cycles and get the deals moving to faster to “yes.” According to L.E.K.’s

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Discount Decision Maker Sales Cycle ROI 94

The Sales Hunter

MAY 28, 2013

This is the worst attitude you can have, because the attitude is going to cause you to discount your price. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog pricing customer discount discounting price sales discounting sales pricing' Here are 4 secrets on handling this type of phone call: 1.

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Discount How To Motivation Objections 253

The Sales Hunter

AUGUST 27, 2013

If you get in a mindset that you can’t close a sale without discounting, you will consistently be shortchanging yourself on profit. If you always fall back on offering a discount in order to close a sale, you have less motivation to strengthen your selling skills. Discounting should be your nemesis, avoided whenever possible.

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Discount Selling Skills Motivation Consumer 205

The Sales Hunter

DECEMBER 10, 2013

As tempting as it might be to offer discounts right now to make a number, doing so can create huge issues if you expect to get any repeat business from them next year. Year-end discounts send a message not only to your customers, but also to your prospects, that the best way to get a deal is to wait. Hold firm on pricing.

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Discount Commission Selling Skills Prospecting 224

The ROI Guy

NOVEMBER 1, 2012

This year revealed further changes in IT Buyers and Mobility, with important implications for IT Sales and Marketing strategies in 2013 and beyond. trillion in 2013, a 3.8 IT Spending Growth Remains Challenge Worldwide IT spending is estimated to surpass $3.7 percent increase from 2012 projected spending of $3.6

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Buyer Decision Maker Vendor Face-to-face 96

The Sales Hunter

MAY 21, 2013

They talk tough with regard to price and holding firm with the customer, but the second there is even the slightest hesitation on the part of the customer, the salesperson throws out a discount. The tendency to give a discount to close a deal is due to one simple thing. Copyright 2013, Mark Hunter “The Sales Hunter.”

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Discount Call-back Up-Sell Benefit 204

The Sales Hunter

JULY 2, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Consultative Selling Customer Service pricing Professional Selling Skills discount discounting price pricing integrity' They will either walk away or they will start to pay what they should have been paying in the first place. ” Sales Motivation Blog.

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Customer Discount Consultative Selling Selling Skills 255

The Sales Hunter

MAY 28, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Blog pricing discount discounting price sales price' What makes this so relevant is by presenting yourself properly on sales calls, you can many times eliminate the idea the customer might have had about challenging you on your price. ” Sales Motivation Blog.

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Discount B2C Motivation Up-Sell 230

The Sales Hunter

MARCH 23, 2013

If you are not confident going into a sale, you will be more likely to discount. Check out the below video to see what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.” Want to know what has a tremendous impact on your profit? Your confidence! ” Sales Motivation Blog. .

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Video Discount Motivation Benefit 189

The Sales Hunter

SEPTEMBER 3, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Closing a Sale Consultative Selling Customer Service pricing Professional Selling Skills benefits customer benefits discount discounting features price' ” Sales Motivation Blog.

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Customer Discount Comparison Benefit 238

The Sales Hunter

AUGUST 13, 2013

Both approaches work great and will help you close more sales without having to discount your price. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog pricing discount discounting price' Second, position your price over the lifetime of the additional time the customer is going to gain.

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Discount B2C Software Software 195

The Sales Hunter

SEPTEMBER 10, 2013

A tendency to discount becomes a downward spiral that sabotages profit, salesperson confidence and consumer confidence in the product, all at the same time. Copyright 2013, Mark Hunter “The Sales Hunter.” Of course, few people in the sales industry see it this way at the time. Purchasing Departments and Buyers.

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Discount Selling Skills Consumer Motivation 205

The ROI Guy

JANUARY 8, 2013

So will Gartner’s rosier IT spending growth predictions ring true into the New Year, or will the figures again be discounted as the year progresses? Although I too am more optimistic about 2013 compared to last, there are clear and immediate challenges that deserve action regardless.

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Proposal Decision Maker ROI Lead Rank 71

No More Cold Calling

APRIL 30, 2020

How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams. Today’s the last day to get your discounted copy. Do you know how to have those kinds of sales conversations? Do your salespeople? I wrote my second book— Pick Up the Damn Phone!: Sales Pipeline Dried Up?

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Referrals Cold Calling Lead Generation Webinar Metrics 279

The Sales Hunter

SEPTEMBER 12, 2013

If you attempt to close the sale prior to the prospect having confidence in you, then it’s more likely that the only way you’ll make a sale is with a steep discount. To me, if it takes a huge discount to turn a prospect into a customer, then they’re not a good prospect. ” Sales Motivation Blog.

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Prospecting Discount Selling Skills Follow-up 217