MTD Sales Training

MAY 16, 2018

In other words, make them aware that discounting comes at a price to them too. If you do find it necessary to lower your price, use these phrases to ensure you still maintain the value in the prospect’s eyes: 1) ‘Just to be clear, can I ask you why you are requesting a discount? 3) ‘Ok, can you tell me how much discount you’re asking for, and why exactly that amount?’. 5) ‘I can offer a discount, but only if there’s an increase in volume or a change to the payment terms.

Discount 124

Discount Prospecting Exact Competition 124

The Sales Hunter

JULY 18, 2017

Last week I wrote about the issue of discounting, and needless to say it generated a major amount of conversation all over social media and in emails and phone calls to me. Blog pricing Professional Selling Skills discount discounting price salesA few people pushed back on my thinking. I’m fine with that, as I know what I say won’t always resonate with everyone. […].

Discount 164

Discount Social Media Media Conversion 164

The Sales Hunter

OCTOBER 24, 2017

You’re thinking, “If I just discount the price, I will be able to close the deal.” Blog pricing Professional Selling Skills Prospecting discount discounting price valueLet’s face it — there’s not one salesperson who has not struggled with this issue. ” Does this hit home with you? I suspect it does, as it’s one of the most common issues thrown at me when I’m speaking […].

Discount 165

Discount Closing Selling Skills Prospecting 165

The Sales Hunter

JULY 11, 2017

Blog pricing discounting discounts priceThe customer is not refusing your price because it’s too high. They’re refusing it because the value is too low. The real reason you had to cut your price is because you failed to match the value you offer to the outcome the customer was desiring. I just bought a new suitcase and I paid […].

Discount 176

Discount Customer 176

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. Blog pricing Professional Selling Skills discount discounting price price pricing strategies profit quotable sales tips

Discount 183

Discount SalesForce Video Customer 183

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!

Discount 142

Discount Customer Selling Skills 142

The Sales Hunter

JULY 8, 2014

Blog pricing discount discounting price sales discount What is the right level of authority a salesperson should have when it comes to price? This question comes up frequently when I’m meeting with sales managers.

Discount 185

Discount Meeting Sales Management Customer 185

The Sales Hunter

JULY 15, 2014

One of the most frequent topics I get questions about is price and, in particular, how to avoid discounting. Salespeople want to avoid discounting (or at least most do), yet they say they can’t close a sale without discounting.

Discount 171

Discount Strategy Sales Process How To 171

The Sales Hunter

JULY 24, 2014

Blog pricing discount discounting price sales discounting I once received a phone call from a salesperson complaining about the customers he had to deal with. His issue was that no matter what he did, it seemed like the customer was rarely happy.

Discount 183

Discount Customer Sales 183

The Sales Hunter

JULY 1, 2014

When I’m asked to assist sales teams with pricing and moving away from their discounting habits, I start by asking questions. If discounting is a standard practice in your company, I urge you to ask yourself the below 20 questions: 1.

Discount 168

Discount Company Selling Skills Sales 168

The Sales Hunter

APRIL 4, 2015

There is a pricing strategy that you can use that will help you avoid giving a discount. Blog pricing Professional Selling Skills discount discounting price pricing strategies sales pricing video sales tip

Discount 181

Discount Video Selling Skills Sales 181

The Sales Hunter

APRIL 27, 2014

Start of another week and I’m going to challenge you to make it a “NO Discount Week!” Believe in yourself that you can go this entire week without offering a discount. You never know… one week of “No Discounts” could lead to another.

Discount 151

Discount Motivation Video Leads 151

The Sales Hunter

NOVEMBER 4, 2014

You’re trying to close the sale, and the customer stops you in your tracks demanding a discount. Blog pricing Professional Selling Skills discount discounting price value proposition We’ve all been there.

Discount 179

Discount Customer Closing Sales 179

The Sales Hunter

JULY 5, 2014

Do you really believe you can’t sell without a discount? I argue that if you are always defaulting to using a discount, then you are not really selling. I hear from people all the time who ask me, “How do I sell without discounting?!”

Discount 168

Discount Video Customer Closing 168

The Sales Hunter

NOVEMBER 8, 2012

It’s time for me to rant about salespeople and discounts. When a salesperson offers a customer a discount, what they’re saying is they have not been able to do a good enough of a job demonstrating value to the customer.

Discount 189

Discount Negotiation Customer Service Selling Skills 189

The Sales Hunter

SEPTEMBER 17, 2015

Blog Breakthrough Sales University pricing Professional Selling Skills discount discounting price value value addedWhy would you want to cut your price? Just because your customer is looking for you to reduce your price does not mean you need to do it! Lowering your price is never a “one-time” event. It’s permanent. The money you give up is gone for good and, worse yet, you’ve established in the customer’s mind […].

Discount 157

Discount Negotiation Customer Selling Skills 157

The Sales Hunter

JANUARY 24, 2015

Have you come to believe you can only sell if you offer a discount? You need to stop relying upon the discount. A better approach is a policy of NO discounting. That’s right… make it a policy that you don’t offer a discount.

Discount 142

Discount Policies Video Selling Skills 142

The Sales Hunter

AUGUST 20, 2013

Hands down it had what we were looking for and now comes the clincher — these guys will discount! Yes, you can say for a moment that would be the type of company you would want to sell for because they’re willing to discount to close the deal.

Discount 138

Discount Negotiation Software Software 138

The Sales Hunter

JULY 23, 2013

I’m not a fan of discounting in the least, as I don’t think it gets you anywhere. But if it is necessary to offer a discount, make sure it has a very tight expiration date.

Discount 147

Discount Motivation Customer Service Meeting 147

MTD Sales Training

FEBRUARY 25, 2013

Poor Examples discounting products effects of discounts Offering DiscountsI always enjoy reading true stories that readers send in. They offer a real perspective on how life is like for sales guys out there in the big world.

Discount 165

Discount Examples Sales 165

The Sales Hunter

DECEMBER 18, 2014

It’s the one where the salesperson argues they could close more sales if only they could discount the price. Blog pricing Professional Selling Skills discount discounting price sales price The argument is about as old as the oldest profession.

Discount 147

Discount Strategy Closing Selling Skills 147

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. Blog pricing Professional Selling Skills closing closing techniques discount discounting priceI 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 […].

Discount 106

Discount Customer Closing Sales 106

The Sales Hunter

MARCH 22, 2012

Does it make sense to discount your price to make a sale? Does discounting your price lead to more business? I could give you any number of reasons why discounting your price does not make sense, but let me say the number one reason is your integrity.

Discount 154

Discount Guarantee Customer Motivation 154

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.”

Discount 138

Discount Video Strategy Exact 138

The Sales Hunter

MARCH 19, 2013

Blog Closing a Sale Consultative Selling pricing Professional Selling Skills discount discounting price profit sales discountingIf you don’t think you can, you’re wrong. You CAN ignore the customer’s request for a lower price.

Discount 154

Discount Customer Strategy Objections 154

The Sales Hunter

JANUARY 26, 2013

Blog pricing discount discounting mary poul price sales discounting sales mastery summit video sales tipAre you prepared to walk away instead of lowering your price? You should be! Below is a short video sales tip that explains this vital sales skill more.

Discount 165

Discount Video Motivation Sales 165

The Sales Hunter

OCTOBER 26, 2013

Never discount your price. You do not want the customers you attract by discounting. Blog pricing Professional Selling Skills discount price sales discounting The prospect or customer who wears you down on price will wear you down on everything else.

Discount 158

Discount Video Motivation Customer 158

The Sales Hunter

MAY 20, 2014

You think about it and decide discounting the price is ultimately the only way you’re going to get the sale. Blog pricing discount discounting price sales discounting

Discount 154

Discount Closing Customer Sales 154

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 138

Discount Closing Margin Resources 138

The Sales Hunter

AUGUST 22, 2012

I know it may seem odd to ignore something your customer says, but when they request a discount, this tactic is worth trying (at least initially). Blog pricing discount discounting high profit selling price

Discount 154

Discount Customer Objections Benefit 154

The Sales Hunter

JANUARY 17, 2014

Many salespeople are quick to discount in order to make a sale. Blog pricing Professional Selling Skills discount discounting price sales video video sales tip Are you creating high profit sales? Or are you sabotaging profits?

Discount 138

Discount Video Motivation How To 138

The Sales Hunter

FEBRUARY 7, 2013

When you discount your price as a way to attract new business, the only thing you’re going to do is make yourself and your company work harder. If the benefit the customer is looking for is a discounted price, then let them go someplace else.

Discount 168

Discount B2C Customer Loyalty 168

The Sales Heretic

JUNE 30, 2015

One of the most frequent complaints I hear from sales directors, VPs, and CEOs is that their sales team—whether it’s internal or their distribution channel—discounts too much and too often.

Discount 70

Discount Distribution Channels Negotiation 70

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 reasons are many, but none of them make any sense. The key is to be focused on the value the customer will receive and the outcome they will achieve by buying from you. You can’t cut […]. Blog leadership pricing Professional Selling Skills Prospecting high-profit prospecting price prospect prospecting sales sales leader sales leadership

Discount 181

Discount Closing Customer Prospecting 181

The Sales Hunter

MARCH 16, 2013

You are about to close and then the customer asks for a price discount. If you rely on a price discount to close a sale once, you will do it again and again. You risk so much when you give into the temptation to close a sale by discounting price.

Discount 134

Discount Closing Margin Video 134

The Sales Hunter

JULY 8, 2014

Blog pricing Professional Selling Skills discount price sales discounting What is the right level of authority a salesperson should have when it comes to price? This question comes up frequently when I’m meeting with sales managers.

Discount 154

Discount Closing Meeting Sales Management 154

The Sales Hunter

JUNE 8, 2012

I am committed to helping salespeople and companies understand why discounting is a bad sales strategy. Blog pricing discount discounting high profit selling priceEach week I get at least one person asking me if they should reduce their price as a way to increase sales.

Discount 134

Discount Strategy Guarantee Customer 134

The Sales Hunter

FEBRUARY 26, 2014

Don’t offer discounts. Not offering discounts must be more than an idea. Does this mean there are never any discounts made? The best structure for a “no-discounts” policy is one that does not allow salespeople to have any flexibility in prices.

Discount 147

Discount Policies Benefit Sales Management 147

The Sales Hunter

APRIL 23, 2013

Am I taking a discount to match a competitor’s price? If this is a new customer, how do I expect to ever get the price up to the full amount if I’ve now sold it to them at a discount? Will I wind up having to give a discount to a number of customers?

Discount 161

Discount Customer Benefit Motivation 161

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. When you discount your price to create cash flow, you’re doing a couple of things. Third, only offer the discounted price as a time-sensitive offer or on a specific quantity.

Discount 147

Discount Strategy Margin Segment 147