The Sales Hunter

JANUARY 27, 2012

5 Sales Training Tips for Sales Managers AND Salespeople. Whether you’re a rookie salesperson, a veteran salesperson or a sales manager, here are 5 sales training tips you need to take action on: 1. The success you have in sales is dependent on your level of confidence. Contact Mark. E-mail RSS.

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Increase Sales

MARCH 14, 2012

Salespeople are quick to defend their need to discount with the belief that this is the only way they can close the sale. This is the number one reason I wrote High-Profit Selling: Win the Sale Without Compromising on Price. I wanted to provide salespeople with proven solutions to avoid the discounting madness.

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No More Cold Calling

SEPTEMBER 25, 2014

Don’t discount. The same principles hold true in B2B sales, but customers don’t instinctively get the message. In this week’s guest post, Geoffrey James shares six ways to stand out from the cheaper options: “When you’re selling against a lower-priced competitor, you have two basic choices: discount or differentiate.

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The Sales Hunter

FEBRUARY 4, 2014

SECRET 5: Don’t offer discounts. In the end this is a pretty simple thing, yet so many salespeople still resort to offering a discount. This is the reason I tell many sales managers they should take all pricing authority away from their salespeople. Copyright 2014, Mark Hunter “The Sales Hunter.”

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Pipeliner

FEBRUARY 9, 2020

One way the journey from average to good starts is when a company realizes that front line sales managers performing as “super salespeople” or “deal saviors” doesn’t scale — or build bench strength — nearly as well as coaching everyone to save their own deals. Discounting/price exceptions mature a little at great companies.

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Hubspot Sales

FEBRUARY 9, 2021

To help you understand which strategies aren't worth your time, we reached out to some experts to offer their takes on sales tactics that brands should avoid, going forward. According to HubSpot Sales Manager Korina Ortiz , sales professionals need to avoid holding onto outdated positioning statements in 2021.

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No More Cold Calling

DECEMBER 7, 2017

Years ago, when I asked new salespeople what happened when they showed up for their first day on the job, they said, “I was given a desk, a phone, and a phone book.” Account based selling teams fail because sales leaders allow it. They wait for the discounts that regularly come, and they pressure reps for even more discounts.

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Sales 2.0

OCTOBER 22, 2012

” The result of this “product presenting” sales approach is that the company is only selling its core legacy products and very few of its new products that are strategically important to the company. In addition, there seems to be a large amount of discounting going on even for the company’s core products. and Social Selling?

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Your Sales Management Guru

OCTOBER 8, 2012

Sales Management: Finish Off October, Set Up November. During October: · Increase your days per week for one on one sales strategy coaching time to validate all salespeople know “where” they are in the sales cycle and have asked the proper questions. Acumen Management Group Ltd.

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The Pipeline

MARCH 6, 2012

The Pipeline Renbor Sales Solutions Inc.s Win The Sale Without Compromising on Price. Stored in Attitude , Book Notice , Price , Proactive , Sales Leadership , Sales Success , Sales Technique , execution. All sales aren’t created equal. A Random Walk Up Sales Street. Book Notice.

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Jeffrey Gitomer

FEBRUARY 27, 2011

Starbucks | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Tweet Share Starbucks doesn’t discount a cup of coffee. Sales Management. Sales Videos. Reviving Work Ethic is a book that is direly needed by both employers and employees alike. Dont let your next sales meeting suck!

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The Sales Hunter

FEBRUARY 25, 2013

Additionally, they help increase revenue by ensuring sales are made at full-price without any discounts. That is what I see as the primary role of sales. Sales managers, what behavior are you rewarding? When needed, price increases are handled properly. In fact, it should be occupying at least 90% of their time.

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The Sales Hunter

FEBRUARY 14, 2012

In my recent book, High-Profit Selling: Win the Sale Without Compromising on Price , I explain that “when a business provides its customers with what they need and want, it is able to make a profit. .” I was willing to sacrifice profit — to lessen it’s significance, in order to get a sale. discounting.

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Motivation Discount Ideal Customer Profile Negotiation 163

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. Getting the sale no matter the loss in profit becomes an over-riding drive. Think you’ll make up that lost profit in quantity of sales? ” Sales Motivation Blog.

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The Sales Hunter

FEBRUARY 7, 2012

In my just-released book, High-Profit Selling: Win the Sale Without Compromising on Price , I outline what it takes to stop sabotaging your profits. Here are three highlights from the first chapter of my book: 1. This all just creates a vicious cycle of discounting. Definitely snag the book. discounting.

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Ideal Customer Profile Negotiation Hiring Discount 158

The Pipeline

JULY 15, 2011

Although it is not part of our regular sales process on the web, we offer book-writing clients a free synopsis and query letter. Discounting works on the Internet, too – but be careful. Discounting works on the Internet, too – but be careful. Discounting price also discounts value. Book Notice.

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criteria for success

APRIL 27, 2022

In 1994, Amazon was a little-known online bookstore that tried to break even by selling books at a discount. Bezos calculated that by offering discounts, encouraging reader reviews, and celebrating the mass readership of bestsellers, he could outsell mainstream publishers. Let's Talk Sales! Amazon’s net worth is $1.5

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Braveheart Sales

NOVEMBER 5, 2020

Years ago, while I was working for a company in the sales trenches, a fellow salesperson was always struggling to make his number. Well, in Jim Collins best-selling book, “ Good to Great ,” he discusses the concept. The most successful companies (the “great companies” in the book) have this Hedgehog. He was without a Hedgehog.

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The Sales Hunter

MARCH 7, 2014

.” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call. Are you fast to offer the customer a discount the second you sense a hesitation on their part to buy? Are you quick to tell Marketing you lose too many sales because the sales materials aren’t any good?

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Cold Calling Territories Consultative Selling Motivation 226

Close.io

OCTOBER 15, 2019

Based on our experience hiring and working closely with sales leaders around the world, here are some clear signals that it’s time to fire a sales leader: Your sales reps are always discounting your product. Sales professionals often overlook the influence that discounting can have on cash flow.

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Score More Sales

FEBRUARY 20, 2013

From a personal standpoint, I once lost a position running a corporate university because, in part, some of the C-level team felt it was too focused on “soft skills” See if any of these sound familiar for you or someone on the sales team: Discounting and getting price shopped – lack of self-regard or assertiveness.

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Decision Maker Proposal Lead Rank Influencer 234

Sales and Marketing Management

AUGUST 3, 2018

AI-powered bots, for instance, can be programmed to answer prospect questions, respond to emails, book sales meetings and provide price quotes. Bots can also help with routine manual tasks, like creating sales reports, completing paperwork and inputting data to CRM systems. More personalized engagements.

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Forecasting Sales Forecasts Social Media Buyer Persona 136

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. Yes, so you could say the salesperson go the sale. Yes, so you could say the salesperson go the sale. discounting.

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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. The ultra-price package can boost the price confidence of the sales team. Because of this, they are quick to discount in order to close a sale. You will be less likely to discount at this level.

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Motivation Ideal Customer Profile Discount Retail 137

The Sales Hunter

DECEMBER 27, 2011

Too many sales managers and even C-Suite officers hold off on visiting customers until it’s time to close the sale. In my book, this is a bad use of their time. I like this, because in my book, a customer who calls you is a full-profit customer. discounting. phone sales tips. sales goals.

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The Sales Hunter

MARCH 5, 2012

Are you a sales leader or a merely a salesperson? This concept of sales leadership is just one I cover in my new book “ High-Profit Selling: Win the Sale Without Compromising on Price. A Sales Motivation Boost with Brett Clay's Book. Sales Motivation and Leadership. discounting.

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Motivation Hiring Ideal Customer Profile Negotiation 152

Vendor Neutral

JULY 16, 2021

Hunter accomplishes such through his keynote speaking, sales training, consulting services, and 3 best-selling books: A Mind for Sales, High-Profit Prospecting, and High-Profit Selling. Maximizing price – The art of avoiding the discount and getting full-price every time.

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The Sales Hunter

FEBRUARY 28, 2012

Don’t select a person who isn’t willing to hold you accountable and is positive themselves about sales. Read one sales book each month. I’m not going to recommend what books on sales to read. One way to do this is by reading books on sales. discounting. phone sales tips.

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System Motivation Training Hiring 160

The Pipeline

JULY 18, 2011

Every December the “Leadership”, would roll out the same special offer, an annual subscription for $30,000 if the customer committed before the all-important year-end, a $6,000 discount for those who bit. The other obvious lesson learned was not to sell at a discount. A Random Walk Up Sales Street. Book Notice.

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Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Sales Hunter

NOVEMBER 29, 2011

For sales managers reading this, take the time now to work through each possible scenario your salespeople might face and determine how you would handle it. discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips.

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Motivation Company Ideal Customer Profile Hiring 150

The Sales Hunter

NOVEMBER 21, 2011

This is particularly true in sales, as money has always been the traditional carrot dangling from a string. Enlightened sales managers go beyond money and find the inner drive of each sales person and speak to that, but traditionally it’s been money as the reward and job loss as the punishment. discounting.

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Motivation Training Hiring Ideal Customer Profile 185

The Pipeline

NOVEMBER 11, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Coaching , Guest Post , Proactivity , Sales Leadership , Sales Management , Sales Success , execution. A Random Walk Up Sales Street. Book Notice. Book Review. EDGE Sales Process. Sales Bloggers Union.

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Pipeline Cold Calling Top of Funnel Compensation 258

Hubspot Sales

JUNE 8, 2022

Summer is often a frustrating time to book meetings. To make it as easy to nail down a time, consider installing a calendar app, such as You Can Book Me or Doodle. Every business goes through sales slumps, and it's the job of sales managers and directors to formulate a company-wide strategy to combat them.

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Data How To Call-back Collateral 124

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. phone sales tips. sales goals. sales manager. sales tips.

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Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

DECEMBER 29, 2011

Too many sales are lost because the salesperson isn’t confident. When the salesperson isn’t confident, they miss opportunities to close sales. More importantly, they miss the opportunity to close sales without offering a discount. discounting. phone sales tips. sales goals. sales manager.

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Motivation Training Hiring Ideal Customer Profile 210

The Sales Hunter

DECEMBER 2, 2011

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. to “Top 5 Sales Motivation Tips” Leave a Comment.

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Motivation Training Hiring Ideal Customer Profile 275

The Sales Hunter

FEBRUARY 27, 2012

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. NEW Book Available! I want a Weekly Sales Tip!

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