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

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

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. ” Sales Motivation Blog.

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Consultative Selling Call-back Discount Selling Skills 246

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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Cold Calling Territories Consultative Selling Motivation 226

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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Consultative Selling Motivation Selling Skills Discount 259

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. Time to apply the emotional-intelligence skill of reality testing and seeing things for what they are.

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Hiring Margin Selling Skills Discount 93

The Sales Hunter

NOVEMBER 11, 2011

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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. Only if Your Customer Thinks So.

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The Sales Hunter

FEBRUARY 13, 2012

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The Sales Hunter

JANUARY 5, 2012

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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 Sales Hunter

DECEMBER 27, 2011

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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

The Sales Hunter

JANUARY 17, 2012

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Motivation Ideal Customer Profile Hiring Negotiation 175

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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Video Discount Motivation Benefit 189

The Sales Hunter

DECEMBER 27, 2011

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Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

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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Discount Margin Motivation Groups 276

The Sales Hunter

FEBRUARY 7, 2012

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Ideal Customer Profile 204

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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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Negotiation Prospecting Discount Up-Sell 186

The Sales Hunter

FEBRUARY 10, 2012

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Ideal Customer Profile 170

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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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Discount Advertising Advertising Competition 215

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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Customer Discount Prospecting Closing 100

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

APRIL 17, 2012

I spend a lot of time talking about the problems of discounting your price. There is another problem — possibly an even bigger problem — causing you to lose money. It’s pride.

Discount 174

Discount Follow-up Up-Sell Customer 174

The Sales Hunter

APRIL 20, 2012

Have you ever stopped to wonder why some salespeople never seem to have to cut their price to close a deal and other salespeople offer discounts all the time? Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects.

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Prospecting Customer Hiring Discount 217

The Sales Hunter

APRIL 27, 2012

Rather than selling to your timeline, sell to the customer’s timeline. When you can sell to the customer’s timeline, you are far more likely to not only sell without discounting, but also to sell at a premium.

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Proposal Discount Maximizer Closing 156

Klozers

JUNE 10, 2014

Effective Sales Management should provide the criteria for responding to any Request for Proposal and coach Sales People in Consultative Selling Skills , to help them uncover the necessary criteria from the prospect. . Whilst the idea behind this may be simple the implementation of this is by no means quick and easy.

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Proposal Social Media Competition Discount 48

The Sales Hunter

DECEMBER 16, 2014

One of the reasons salespeople don’t get the price they want or are pushed to offer a discount to close a sale is due to their value proposition. Blog Consultative Selling pricing Professional Selling Skills discount discounting price sales pricing value proposition' In my mind, the […].

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Discount Consultative Selling Selling Skills Closing 234

Klozers

FEBRUARY 23, 2015

We can uncover the Value Proposition using a simple GAP analysis tool which we teach in Consultative Selling Skills. It is possible to sell with a weak Value Proposition, however this usually creates pressure on pricing, which can often be identified by discounting to win new business.

Discount 20

Discount Consultative Selling Competition Analysis 20

Klozers

JUNE 5, 2014

Related Posts Sales People – 5 Reasons They Discount To Sell Psychometric Tests  Sales DNA or Sales Tarot Cards? Top 3 Reasons to Use Consultative Selling Skills Your Biggest Sales Problem Sales Targets – 2 Reasons You Won’t Hit This Year’s Target How to Set Sales Goals.

Motivation 51

Motivation How To Social Media Scale 51

Klozers

JUNE 5, 2014

Quite simply a great Unique Selling Point will make sure your customer chooses you and help improve your sales performance in B2B Selling. Lastly if you have found this post useful please hit the Social Media share button of your choice and also choose to Follow us.

Examples 47

Examples Comparison Ideal Customer Profile Engineering 47

The Sales Hunter

JULY 9, 2013

Blog Closing a Sale Consultative Selling Customer Service pricing Professional Selling Skills Prospecting discount discounting price sales discounting' The results you achieve will vary, but the biggest thing to remember is when the customer pushes back on your price, you do have options.

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Discount Customer Consultative Selling Selling Skills 244

The Sales Hunter

JANUARY 29, 2013

It’s time for grown people to do stupid things. I’m talking, of course, about what people will pay to attend a certain football game taking place in New Orleans this coming weekend. What I find interesting is how the price of tickets for a game like this peaks a week before the event and then slowly trails off.

Travel 172

Travel Maximizer Motivation Objections 172

The Sales Hunter

SEPTEMBER 20, 2012

One of the biggest mistakes salespeople make is underestimating the importance of being “price resistant.” ” This kind of P.R. is key if you want to see more and better sales. Here is how it works: Think “Price Resistant” whenever the customer challenges you on your price. The first time they bring it up, simply ignore it.

Relationals 166

Relationals Motivation Benefit Customer 166