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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The Sales Hunter

DECEMBER 12, 2014

This is just another one of the questions I get asked frequently as I work with salespeople and companies trying to understand how to close more sales without discounting the price. Blog Closing a Sale Consultative Selling pricing Professional Selling Skills price' Too many times […].

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Consultative Selling Customer Discount Selling Skills 226

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. .” What they’re really saying is they don’t know what to do with the lead. In yourself?

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Discount Cold Calling Consultative Selling Follow-up 238

The Sales Hunter

MARCH 19, 2013

If you don’t think you can, you’re wrong. You CAN ignore the customer’s request for a lower price. When I share this with salespeople, I first get a comment back, “No, you can’t do that.” ” Why can’t you ignore it? The strategy may seem like it won’t work, but it can and does work.

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Discount Motivation Objections Strategy 214

The Sales Hunter

APRIL 18, 2013

Usually what ends up happening is they offer a discount! Blog Closing a Sale Consultative Selling pricing close closing techniques discount discounting price' Below are 5 stupid phrases salespeople say right when they’re presenting the price and trying to close. Are you concerned about the price?

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Closing Discount Consultative Selling Motivation 250

The Sales Hunter

APRIL 6, 2013

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

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The Sales Hunter

JULY 2, 2013

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. Copyright 2013, Mark Hunter “The Sales Hunter.”

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Customer Discount Consultative Selling Selling Skills 255

The Sales Hunter

APRIL 18, 2015

If you start discounting with one customer, you […]. Blog Consultative Selling pricing Professional Selling Skills confidence discount discounting price video sales tip' As I have often said, sometimes the most profitable business you get is the business you don’t get.

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The Sales Hunter

SEPTEMBER 3, 2013

Blog Closing a Sale Consultative Selling Customer Service pricing Professional Selling Skills benefits customer benefits discount discounting features price' I would appreciate hearing from you, because this matter of pricing is of vital importance as we succeed in helping our customers.

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Customer Discount Comparison Benefit 238

The Sales Hunter

OCTOBER 8, 2013

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. If you are like many salespeople, you may associate the 4th quarter with deep discounts. Believe that you can get full price. ” Sales Motivation Blog.

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Cold Calling Discount Consultative Selling Compensation 223

The Sales Hunter

SEPTEMBER 20, 2013

We never know who or when the person the senior person knows may encounter the buyer to whom you sell. This is not to discount the work you do, but often times a senior level person can uncover different information. Third objective is being able to get a meeting during difficult periods. Start making calls this week!

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The Sales Hunter

OCTOBER 29, 2013

Notice each quick tip does not involve discounting your price. Blog Closing a Sale Consultative Selling pricing Professional Selling Skills Prospecting goal goal setting price sales goals year-end' You want to secure business from people looking to buy at year-end. Copyright 2013, Mark Hunter “The Sales Hunter.”

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Janek Performance Group

APRIL 15, 2024

In our recent white paper The Ultimate Guide to Sales Negotiations , we discuss how negotiations improve with consultative selling. Think of it this way, if you could lower your price by 10%, start out with a 2 or 3% discount to leave yourself some room for additional concessions.

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The Sales Hunter

MARCH 7, 2014

Are you fast to offer the customer a discount the second you sense a hesitation on their part to buy? A strong desire to do paperwork to keep the office and your boss happy as a way to cover up for not spending more time selling. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.

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The Sales Hunter

AUGUST 29, 2013

But testimonials also can be a vivid reminder to you as the salesperson that what you sell does indeed positively impact lives. If you feel you can’t make a sale without discounting, then you are lacking confidence in the price/value relationship. In other words, you don’t think what you sell is worth full price.

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The Sales Hunter

OCTOBER 26, 2012

Remind me again why discounting your price makes sense? Instead of pouring resources into discounting your price, do things that help people understand your price/value relationship. Third, customers who are attracted to you on price will leave you as soon as you increase your price. My suggestion to avoid all this nonsense?

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The Brooks Group

FEBRUARY 21, 2020

Don’t leap to discounts. For many salespeople, the first impulse when faced with objections is to offer a discount. This can be counterproductive for two primary reasons: Discounting tells the prospect that you didn’t offer them your best deal to begin with; and it may not even fulfill their need. Ask probing questions.

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The Sales Hunter

MARCH 23, 2013

If you are not confident going into a sale, you will be more likely to discount. The higher your confidence, the more confident the customer will be in the benefits they will receive from what you are selling. Want to know what has a tremendous impact on your profit? Your confidence!

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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.

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The Brooks Group

OCTOBER 11, 2017

Once your salespeople are out in the field trying to sell your offering, should they have pricing authority (aka the ability to freely give discounts)? Heavy discounting degrades the value of your offering, your salesperson, and your organization. Discounts set up a precedence. But should that price be set in stone?

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Discount Margin Negotiation Face-to-face 56

MTD Sales Training

NOVEMBER 13, 2017

– Push for the option to discount. – Sell to anyone. Consultative Selling. Thanks Trev Borrows” My exact reply was: Hi Trevor, There are various labels that can be used to describe the way a sales team is set up to approach its market, covering the sales approach and parts of the structure. to be liked.

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The Sales Hunter

OCTOBER 11, 2012

.” If you want to see yourself successful and capable of being at the top of your industry, then you simply can’t sell on price alone. And you certainly can’t make a habit out of discounting. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

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Understanding the Sales Force

JULY 20, 2012

They aren't underdogs, they have the welcome mat laid out for them, have the resources to heavily discount the deal to buy the business, and don't face the resistance of smaller, newer or more expensive competition. I didn't read anything in that article that was different, controversial, eye-opening or even new.

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The Sales Hunter

APRIL 19, 2012

If you ask me, it was lame and pathetic and the only thing I could think of is whatever it was he was selling must have been way overpriced to begin with. Negotiating with the prospect or offering a discount to a prospect to entice a sale is absolutely pathetic. Remember — more confidence equals more price.

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The Sales Hunter

NOVEMBER 11, 2011

Consultative Selling: Solid Sales Strategy Requires It. discounting. high profit selling. selling a price increase. selling skills. Related posts: Sales Training Tip #406: Never Compromise on Your Personal Ethics. Sales Motivation: Success in Sales. Apple, iPod, and Pricing Integrity. cold calling.

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Motivation Hiring Ideal Customer Profile Negotiation 187

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. cold calling.

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Hiring Ideal Customer Profile Negotiation Facebook 164

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. Sales Motivation: Reflect, Review and Redo. cold calling.

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The Sales Hunter

JANUARY 17, 2012

discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. Blog , Consultative Selling , Customer Service. Are You Disrupting The Thinking of Your Customer? Are Salespeople All Alike?

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The Sales Hunter

NOVEMBER 12, 2012

Far too often this means merely discounting the price. Problem I see is those of us in sales can become very susceptible to falling for what we think is going to be a quick way to increase sales. Build your sales proposition on the merits of how it benefits your customer and then determine what your price should be. .

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The Sales Hunter

JANUARY 5, 2016

Sometimes things are just what they are, and if you find yourself having to discount your price too often to close a sale, maybe you have to ask if you’re going after the wrong customer? The customers you have are a reflection of your prospecting efforts. If your prospecting model attracts Wal-Mart shoppers, then […].

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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. cold calling. leadership.

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Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

DECEMBER 27, 2011

Selling a Price Increase: Tips To Start Using Now. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. Blog , Consultative Selling , Prospecting. Do You Hate Negotiating?

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Motivation Hiring Ideal Customer Profile Negotiation 213

Women Sales Pros

DECEMBER 27, 2018

Hang around this person long enough and you will start believing his rhetoric, and adopt his bad selling habit of discounting too quickly and too often. The irony behind this selling scenario is that there are other salespeople at the company selling the same products and services — at full margin!

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The Sales Hunter

APRIL 3, 2012

In fact, when I share this tip with salespeople, many will inevitably push back, arguing that if the customer drives the conversation, it will land right smack dab in the middle of a discount. This is where you gain ground on securing full price without a discount in sight. It’s actually the opposite.

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Discount Call-back Motivation Benefit 197

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. Sales Training Tip #374: RFPs — Win by Not Winning?

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Inside Sales Motivation Hiring Ideal Customer Profile 168

Nutshell

JANUARY 14, 2020

As a team that focuses heavily on consultative selling, our highest converting sales tactic is the custom and/or live setup call , where a CRM expert from our team helps potential customers configure their CRM to match and achieve their objectives,” says Nutshell ’s Mike Carroll. Annual Discounts. Custom/Live Setup Call.

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The Brooks Group

OCTOBER 4, 2016

In the moment it may feel harmless or even advantageous to discount a product or service to make the sale. But it’s important to remind your salespeople that offering or accepting a discount—even a small one—could have a devastating impact on your profits. Watch the video below to learn about the Sales Negotiation Training program. .

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Objections Margin Discount Negotiation 49