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.

Discount 181

Discount Closing Margin Resources 181

The Sales Hunter

NOVEMBER 15, 2011

Selling Skills or Selling Process? A person with strong selling skills. Strong selling skills certainly are a beginning. These include the ability to listen, ask questions, create a unique selling proposition and ultimately close. I refer to these as selling skills, not a sales process.

Selling Skills 186

Selling Skills Ideal Customer Profile Negotiation Facebook 186

The Sales Hunter

JANUARY 14, 2012

The Slippery Slope of Discounting. I start this by saying that you must believe in the price you are offering for your product or service. For sake of argument, let’s say that you do believe in your price, but offering a discount has become commonplace among your sales force. of your sales are happening at a discount.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

The Sales Hunter

FEBRUARY 18, 2014

Salespeople always want a higher price and don’t want to offer a discount to close the sale. In fact I’ll say it is as powerful of an attribute in the selling process as anything else. The price is built around the level of confidence the customer has in being able to achieve the level of expectations they are looking for.

Cold Calling 229

Cold Calling Motivation Discount Selling Skills 229

The Sales Hunter

DECEMBER 23, 2011

Sales Motivation: Customers Will Always Pay More For Confidence. Customers want solutions. You could put it another way — what customers want is confidence. In fact, I’ll go one step further in saying customers buy confidence. In fact, I’ll go one step further in saying customers buy confidence.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

SEPTEMBER 20, 2013

First is to get the name of your company back in front of the customer/prospect, even though the person might not be our buyer. We never know who or when the person the senior person knows may encounter the buyer to whom you sell. If that’s the case, doesn’t it make sense to be ahead of the curve? It’s your business.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

The Sales Hunter

JANUARY 10, 2012

STOP Letting Customers Control Sales Negotiations. If your customers are controlling sales negotiations, you need a better plan. I’m going to make a safe bet that your customer is controlling you more than you might think. Statements like these from customers are going to happen. Contact Mark. E-mail RSS.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

The Sales Hunter

AUGUST 29, 2013

If you don’t believe in what you sell and how it can benefit customers, your confidence will always be shaky. If you aren’t sure how your product benefits customers, you need to ask them! Many people think testimonials are just used in the selling process to show prospects why they too should become customers.

Consultative Selling 259

Consultative Selling Motivation Selling Skills Discount 259

Jeffrey Gitomer

FEBRUARY 27, 2011

Tweet Share Starbucks doesn’t discount a cup of coffee. It’s their quality that sells. They have loyal customers: People will leave their cars running in the parking lot, people will park three blocks away and walk to get their cup of coffee. Customer Loyalty. Gitomer | February 28, 2011 | 3 Comments. Share this Post.

Hiring 219

Hiring Social Media Loyalty Cancellation 219

The Sales Hunter

NOVEMBER 18, 2011

Ask yourself — “Do ALL of my customers do the same thing?” Now ask yourself a MORE IMPORTANT question: “Do all of the customers I don’t sell to — but would like to — do the same thing?” 27 a day to do a phone blitz to customers and prospects to let them know you’re open.

Ideal Customer Profile 196

Ideal Customer Profile Hiring Negotiation Facebook 196

The Sales Hunter

FEBRUARY 21, 2012

Do you really understand what your customer wants and/or needs? What I’ve discovered, though, is that whether a salesperson can command high profits usually boils down to this matter of what the customer really wants. Selling at a discount hurts profit short term and long term, no matter how you want to run the numbers.

Motivation 147

Motivation Ideal Customer Profile Hiring Discount 147

The Sales Hunter

NOVEMBER 22, 2011

To all my customers — a very big thank you for believing in me. Thank you customers for being patient with me when I may not have responded as quickly as you would have liked. Thank you customers for your questions and your comments. Sales Training Tip #314: Thankful for the Privilege to Sell. customer service.

Motivation 222

Motivation Ideal Customer Profile Hiring Negotiation 222

The Sales Hunter

FEBRUARY 28, 2012

There is always a dance going on between a company and a customer. Creating perceived value is centered on understanding the needs of customers and the benefits they want. Companies often develop different “price points” for various levels of products and services. Retailers are very skilled at this.

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

The Sales Hunter

NOVEMBER 25, 2011

You can’t do your job without feedback from your customers or your coaches. Professional Selling Skills Training: Stay Motivated, Finish Strong. customer service. discounting. high profit selling. selling a price increase. selling skills. customer service.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

JANUARY 20, 2012

Too many salespeople roll over and play dead when the customer even hints at not being willing to pay full-price. I recently witnessed an exchange between a customer and a salesperson where the salesperson — even before putting the offer on the table — told the customer they were going to give them a lower price.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

MARCH 1, 2012

If you want to know the best way to improve your negotiation skills, then invest more time in improving your selling skills. First thing I believe with regard to negotiating is that you sell first, negotiate second. What are the needs the customer has and have they expressed at least 3 needs to you? discounting.

Negotiation 170

Negotiation Motivation Ideal Customer Profile Hiring 170

The Sales Hunter

NOVEMBER 29, 2011

At this time of year, too many salespeople find themselves in an awkward situation with a customer, wondering how to fill a December or January order. Knowing in advance how your accounting department will be handling year-end orders will also potentially give you additional leverage in working with the customer. customer service.

Motivation 150

Motivation Company Ideal Customer Profile Hiring 150

The Sales Hunter

NOVEMBER 17, 2011

Professional Selling Skills: Sales Motivation Survey Results. customer service. discounting. high profit selling. selling a price increase. selling skills. customer service. discounting. high profit selling. selling a price increase. selling skills.

Motivation 168

Motivation Survey Hiring Ideal Customer Profile 168

The Sales Hunter

NOVEMBER 22, 2011

Customers continue to get smarter, and in today’s economy, they are using more tactics than ever to get what they want. Sell first. Rule is to sell first and allow the customer to reject your unique selling proposition twice before even thinking about negotiating. This is what the selling process is all about.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

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. Well, if you discount once, your customer now associates the value of what you sell at the discounted price.

Motivation 163

Motivation Discount Ideal Customer Profile Negotiation 163

The Sales Hunter

FEBRUARY 27, 2012

Have a “customer satisfaction” phone blitz. Contact each customer you have sold to and ask them how they like your service. Let them share with you what they like, and then immediately after they get done telling you what they like, ask them for the name of people who might benefit from what you sell.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

The Sales Hunter

DECEMBER 6, 2011

It’s not what you say; It’s what your customer believes. You can have the best sales presentation in the world, but if the customer doesn’t believe your proposition, then you don’t have a chance. Take the time to engage with the customer. customer service. discounting. selling skills.

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

The Sales Hunter

FEBRUARY 20, 2012

Salespeople all know the power of referrals from existing customers and how these can be some of their best leads. Unfortunately, too few salespeople have a plan to get referrals on an ongoing basis from their customers. Again, you contact each customer. This is why I like tapping into existing customers for leads.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

DECEMBER 2, 2011

Instead, when you have a call that goes bad, pick up the phone and call one of your favorite customers and let them pick you up. Trying to sell to people who can’t buy. Sales Motivation: Leverage Your Best Customers. 6 Tips for Selling in a Difficult Environment. customer service. discounting.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

The Sales Hunter

JANUARY 5, 2012

I recently read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. We’ve all been led to believe the way you develop sales is by developing strong relationships with your customers. customer service. discounting. high profit selling. selling skills.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

JANUARY 25, 2012

Today’s customer, whether it be B2B or B2C, are not locked into doing anything they don’t want to. Customers have more options than ever before. It’s amazing how the internet has given a level of knowledge and confidence to customers. Customers don’t buy in an 8 – 5 / M – F pattern. discounting.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

The Sales Hunter

MARCH 2, 2012

Our customers don’t care about our problems, they care about their problems. Customers are buying confidence. Customer satisfaction is what our customer’s choose to believe — it’s not what we expect. Our customers determine your level of success. customer service. discounting.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Sales Hunter

DECEMBER 29, 2011

Take the time to contact each one of your existing customers with one objective — get referrals. The way you do this if by first engaging the customer in a conversation about what they’ve gained from working with you. More importantly, they miss the opportunity to close sales without offering a discount. discounting.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

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.

Video 189

Video Discount Motivation Benefit 189

The Sales Hunter

NOVEMBER 10, 2011

A customer who has had a bad experience buying something is more likely to talk about that experience than the countless customers who have great experiences buying something. ” “I help CEOs make their companies more customer-friendly.” customer service. discounting. high profit selling.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

The Sales Hunter

DECEMBER 27, 2011

You think it’s effective to spend your time spouting off to anyone who will listen, including customers, about how inept marketing is. Ignore customers and the numerous requests they make. Even if you have connected the customer to someone else in the company, be sure to follow through to make sure the request was handled.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

JANUARY 17, 2012

The salesperson is in the role of helping their customers learn what they don’t know — but need to know. You are your customer’s research and development department. When we see ourselves as being our customer’s research and development department, it moves us to a higher level in what we look at.

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175

The Sales Hunter

FEBRUARY 24, 2012

If you are consistently coming up with reasons why you don’t really need to go after new customers, then you really should stop being a salesperson. If, on the other hand, you want to continually refine and expand your prospecting skills , then you will create success like you have never known. customer service.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

FEBRUARY 7, 2012

You will have to change how you look at customers. You will have to become better at assessing their needs — and demonstrating how your product or service meets those needs. But in my years as a salesperson and as a consultant, I never cease to be amazed at how many salespeople never really uncover the customer’s needs.

Ideal Customer Profile 158

Ideal Customer Profile Negotiation Hiring Discount 158

The Sales Hunter

NOVEMBER 11, 2011

More often than not, they succeed financially, but more importantly, they also garner the respect of their customers, colleagues, bosses, family members and friends. Consultative Selling: Solid Sales Strategy Requires It. customer service. discounting. high profit selling. selling a price increase.

Motivation 187

Motivation Hiring Ideal Customer Profile Negotiation 187

The Sales Hunter

FEBRUARY 8, 2012

I’ve spoken along these lines before, when I said that internet platforms are very effective for generating business with both existing and new customers. customer service. discounting. high profit selling. selling a price increase. selling skills. customer service.

Social Media 189

Social Media Media Strategy Prospecting 189

The Sales Hunter

FEBRUARY 13, 2012

It's Called "Professional Selling Skills" for a Reason. customer service. discounting. high profit selling. selling a price increase. selling skills. customer service. discounting. high profit selling. selling a price increase.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164