The Sales Hunter

APRIL 13, 2013

If you know much about me, you know I’m not a big fan of discounting. If you find yourself having to discount, you MUST pair it with a reduction in service. How to discount correctly: Copyright 2013, Mark Hunter “The Sales Hunter.” How to discount correctly: Copyright 2013, Mark Hunter “The Sales Hunter.”

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Discount Video Strategy Selling Skills 174

The Sales Hunter

FEBRUARY 26, 2014

We’ve reached the last secret on my list of 5 Secrets to Selling at Full Price. Don’t offer discounts. Not offering discounts must be more than an idea. Does this mean there are never any discounts made? Strategy is the sales manager can authorize discounts, but only after certain criteria are met.

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Discount Policies Selling Skills Benefit 211

The Sales Hunter

NOVEMBER 11, 2014

Are you asking customers to buy or to invest? First think about what the question means and then how you would answer it, based on your approach to selling. Customers don’t want to buy anything. Think about that question for a moment. Buying means they’re giving somebody money and receiving something in exchange.

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The Sales Hunter

JUNE 23, 2017

What makes you think offering a discount is going to be an effective way to close a deal? The key is to be focused on the value the customer will receive and the outcome they will achieve by buying from you. The reasons are many, but none of them make any sense. You can’t cut […].

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The Sales Hunter

NOVEMBER 10, 2015

I encourage you to check it out at the below link: High-Profit Selling: Why You Can Never Un-Discount a Discount Discounting changes your relationship with your customer and NOT in a good way! This is the question that Andy Paul and I dig into in a recent podcast on his site! I would rather […].

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Hubspot Sales

JULY 22, 2018

Selling Skills. Below are the 10 essential selling skills you need to succeed in sales today -- all extracted from the study's findings. These selling skills are what buyers indicated were the top factors that separated sales winners from runners up. Educate prospects with new ideas and perspectives.

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Selling Skills Lead Rank Inbound Case Study 143

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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The Sales Hunter

APRIL 25, 2013

Are you willing to walk away from a customer who is persistently asking for a price discount? I cannot emphasize this enough: The customer who beats you up on price will beat you up on everything else. Plus, if you start discounting with one customer, you’re more likely to do with the next. I hope so!

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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.

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Discount Closing Margin Resources 181

The Sales Hunter

JULY 2, 2013

You know you aren’t making any money off the customer who became your customer when you were desperate during a slow period. If you do continue to do business with the low-price customer, the only thing you’re doing is continuing a bad thing. There are two ways to deal with the cheap customer you want to fire.

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Customer Discount Consultative Selling Selling Skills 255

The Sales Hunter

JULY 24, 2015

Salespeople will always argue that offering a small discount doesn’t hurt and is the right thing to do for the customer. Some salespeople will say they need a little discount to make the customer feel special or to help spur their decision to buy or any number of other reasons. It doesn’t matter what […].

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The Sales Hunter

SEPTEMBER 3, 2013

Your customer doesn’t care about your price as much as you think. Customers don’t care as much as salespeople think they do because we, salespeople, tend to have far too many voices in our head telling us our price is too high. Customers aren’t looking at price as much as you think.

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Customer Discount Comparison Benefit 238

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.

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Selling Skills Ideal Customer Profile Negotiation Facebook 186

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. Your customers are willing to pay more IF — and it’s a big IF — you have the right customers. Too many times […].

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Consultative Selling Customer Discount Selling Skills 226

The Sales Hunter

NOVEMBER 1, 2016

Why are you discounting your price? I sat down with the folks from Salesforce and shot the below video dealing with this issue of why we feel we need to offer a discount: Discounts are given for two reasons, and if we look deep enough, the two are the same. The first reason is the customer isn’t […].

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The Sales Hunter

JULY 9, 2013

If you’re wondering what the ultimate secret is for dealing with customers who push back on price, let me be upfront and say there isn’t any single secret. The more you can get the customer to focus on their big issue, the more likely they are to realize the price is not an issue. ” Sales Motivation Blog.

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Discount Customer Consultative Selling Selling Skills 244

The Sales Hunter

JANUARY 14, 2012

The Slippery Slope of Discounting. If you as a salesperson — or worse, if you as a sales manager — do not believe in the price of what you sell, then that is a bigger problem than whether you have a tendency to offer a discount. But quantity will never make up for the profits you did lose by selling at a discount.

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Discount Motivation Hiring Ideal Customer Profile 176

The Sales Hunter

MARCH 23, 2017

Too many salespeople suffer from having to discount the price to close the sale. We can talk all we want about the need to create value for the customer, but if the salesperson still decides to cut the price then clearly something is not right. To understand this problem we need to go upstream […].

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Discount Closing Prospecting Top of Funnel 135

The Sales Hunter

APRIL 6, 2013

Too many salespeople and sales managers are “asking” a customer for a price increase. You need to confidently tell the customer you are taking a price increase. If telling a customer you’re taking a price increase seems difficult, then trust me on this… you can learn these skills.

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Video Discount Consultative Selling Customer 197

The Sales Hunter

AUGUST 5, 2014

Blog pricing Professional Selling Skills discount discounting low-price customer price sales discount' Now what does that tell you about the value? Let’s put aside what the procedure costs and let’s focus on the perception of the message. What I […].

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Discount Travel Selling Skills Benefit 241

The Sales Hunter

MAY 12, 2015

Every salesperson was complaining how customers were being adamant about receiving a discount if they were going to buy. I was speaking to a sales organization that was under a full throttle “price attack.” It was clear they needed a solution and one they could put into place immediately. I shared with them what […].

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Discount Customer Selling Skills Closing 100

The Sales Hunter

OCTOBER 17, 2014

When you play the game of closing deals with the lowest price, you’re saying to yourself and to your customers that you don’t have a point of difference. Blog pricing Professional Selling Skills discount discounting price sales discounting'

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Discount Margin Selling Skills Closing 230

The Sales Hunter

JULY 25, 2014

It’s a great opportunity to hear me talk more about the need for finding the right customers and to avoid discounting as a sales strategy. Blog Closing a Sale Consultative Selling pricing Professional Selling Skills Sales Motivation discount discounting price sales discounting sales strategy salesfolk'

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Discount B2B Consultative Selling Selling Skills 233

The Sales Hunter

SEPTEMBER 18, 2014

Blog Consultative Selling Customer Service leadership pricing Professional Selling Skills competitor discount discounting price' When confronted with a competitor’s price that is ridiculously low, the last thing you should do is think about lowering your price. A price that is dirt cheap is many […].

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Discount Consultative Selling Selling Skills Customer Service 233

The Sales Hunter

SEPTEMBER 2, 2014

This is a very serious question about your selling process and, more importantly, the price you want to get from what you’re selling. Regardless of what you’re selling, never forget the customer is buying you first. Sure, the customer may buy from you even if they don’t connect with you, but they will […].

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Discount Selling Skills Closing Customer 238

The Sales Hunter

FEBRUARY 10, 2015

How do you respond to the customer who says they will buy from you only if you first match the price offered by a competitor? This is a customer tactic used by many sharp buyers on unsuspecting salespeople to gain a quick discount. Blog pricing Professional Selling Skills competitor discount discounting price'

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Discount Customer Selling Skills Buyer 100

The Sales Hunter

OCTOBER 7, 2014

You’re asking yourself, “How can I sell more at a higher price when I’m already getting rejection at the price I’m at?” ” Here are 5 reasons why you can and will sell more AFTER you raise your price: 1. Customers will see you differently. A […].

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Discount Selling Skills Prospecting Customer 238

The Sales Hunter

OCTOBER 10, 2014

Everyone talks about the need to create more value for customers, but one element that gets left out far too often is the element of time. Time is an incredible asset for any salesperson and, for that matter, for the customer. The one who leverages time the best is going to be the one […].

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Discount Consultative Selling Selling Skills Closing 227

The Sales Hunter

NOVEMBER 6, 2014

If you’re selling on price, why does the customer need you? When we start playing with our price and thinking we need to discount it to close a sale, we open up Pandora’s Box. Blog pricing Professional Selling Skills discount discounting price' Price is […].

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Discount Selling Skills Follow-up Up-Sell 206

The Sales Hunter

MARCH 31, 2015

The customer rejects your price. They tell you it’s too high. You’re nervous you’re going to lose another sale and you wonder what to do. Problem is you may very well come up with the wrong solution. Your best solution is not to cut your price. Your best solution is to find better prospects. […].

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Discount Customer Selling Skills Objections 100

The Sales Hunter

AUGUST 27, 2013

Or have you built a plan that genuinely reflects the value and desired outcomes your customers gain? I never cease to be amazed at the companies that become more consumed with having a price that is slightly lower than their competition than they are with having a price that is all about the outcomes the customer will gain.

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Discount Selling Skills Motivation Consumer 205

The Sales Hunter

FEBRUARY 4, 2014

Check out the list I gave them: SECRET 1: Find better customers. Selling to the wrong group is always going to create pricing pressure. Just because a customer shows interest doesn’t make them a good customer. Customers will always compare. SECRET 5: Don’t offer discounts.

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Discount Face-to-face Selling Skills Groups 241

The Sales Hunter

FEBRUARY 15, 2013

When the sales funnel or pipeline is full, it’s amazing how much more confident we are when meeting with customers. An easy way to help you control this urge is by always carrying with you a list of all of the customers/sales prospects that are in your pipeline.

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Pipeline Discount Face-to-face Top of Funnel 202

The Sales Hunter

MARCH 3, 2015

The argument was based on how the prices he was being asked to sell […]. Blog pricing Professional Selling Skills discount discounting price sales price value'

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Discount Selling Skills Customer Sales 100

The Sales Hunter

MARCH 19, 2013

You CAN ignore the customer’s request for a lower price. The technique of ignoring the price increase can work effectively when the customer you’re selling to has demonstrated a less-than-assertive approach to the sales process. Key to making it work is by respecting the customer and the question.

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Discount Motivation Objections Strategy 214

The Sales Hunter

JANUARY 4, 2014

If you don’t have solid eye contact when you deliver your price, your customer or buyer WILL take advantage of it and likely ask for a discount. Blog pricing Professional Selling Skills discount discounting price video video sales tip' You have to be aware of this, if you want the most profit possible.

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Video Discount Selling Skills Motivation 194

The Sales Hunter

MARCH 20, 2015

Far too many salespeople roll over and play dead the moment the customer pushes back on their price. Blog leadership Professional Selling Skills leader sales leadership' All of the macho bravado the salesperson exhibited getting ready for the call is gone in a flash. Stop and ask yourself, “Why does this happen?”

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