INDUSTRY INSIGHTS YOUR PEERS ARE READING
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. […]. MORE
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 […]. MORE
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.” MORE
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. MORE
Reps discount to make their number. Sometimes they discount because they believe it is the only way to close a deal, sometimes they discount because it is the fastest way to close a deal, but either way they do so. MORE
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 MORE
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. MORE
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. MORE
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? MORE
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. MORE
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. MORE
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. MORE
Discounts become the primary weapon of sales reps. We all know the famous saying, “you can’t teach an old dog new tricks” This can be applied to the way many organizations have trained their Buyers to buy, particularly in Q4. MORE
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. MORE
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. MORE
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 […]. MORE
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. MORE
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! MORE
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. MORE
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. MORE
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. MORE
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. MORE
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 MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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 […]. MORE
One of the biggest reasons I don’t like discounting is that it not only destroys the value proposition, it also attracts lousy customers. The general feeling is that discounting the price to get a sale is better than no sale at all. MORE
Now, what if your prospect that you’re dealing with wants a bigger discount ? What if you’ve already offered a discount and the prospect says ‘you’ve got to increase that discount?’. Firstly, ask why the discount is necessary. Offering Discounts offering discount MORE
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 MORE
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. MORE
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 MORE
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?!” MORE
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 […]. MORE
Dave Kurlan Consultative Selling closing discounting value selling We've been doing a lot of traveling this summer to baseball tournaments ( how one playoff game turned out) , college baseball showcases and back. During these travels, one thing has become abundantly clear. MORE
One way they do this is to keep negotiating a discount , no matter what figure you have dropped or discounted to. Some prospects like to see how much discount they can get and will be like a dog with a bone. MORE
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. MORE
If you follow our Sales Benchmark Index blog, you have read our take on enhancing your Deal Desk to a Revenue Desk in the recent post “What Do You Do When Your Deal Desk Is Failing – Set up a. MORE
Discount Related Topics 
Sales Benchmark Index
DECEMBER 3, 2018
Discounts become the primary weapon of sales reps. We all know the famous saying, “you can’t teach an old dog new tricks” This can be applied to the way many organizations have trained their Buyers to buy, particularly in Q4.
The Sales Hunter
SEPTEMBER 17, 2013
One of the biggest reasons I don’t like discounting is that it not only destroys the value proposition, it also attracts lousy customers. The general feeling is that discounting the price to get a sale is better than no sale at all.
MTD Sales Training
FEBRUARY 11, 2019
Now, what if your prospect that you’re dealing with wants a bigger discount ? What if you’ve already offered a discount and the prospect says ‘you’ve got to increase that discount?’. Firstly, ask why the discount is necessary. Offering Discounts offering discount
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.
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.
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!
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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.
Sales Benchmark Index
MAY 27, 2018
Reps discount to make their number. Sometimes they discount because they believe it is the only way to close a deal, sometimes they discount because it is the fastest way to close a deal, but either way they do so.
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.
MTD Sales Training
AUGUST 13, 2018
One way they do this is to keep negotiating a discount , no matter what figure you have dropped or discounted to. Some prospects like to see how much discount they can get and will be like a dog with a bone.
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.
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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.
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. […].
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 […].
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
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
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?!”
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.
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.
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.
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.
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.
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 […].
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.
Sales Benchmark Index
MARCH 18, 2019
If you follow our Sales Benchmark Index blog, you have read our take on enhancing your Deal Desk to a Revenue Desk in the recent post “What Do You Do When Your Deal Desk Is Failing – Set up a.
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.
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.
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.
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 […].
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.
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 […].
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.
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.
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.”
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.
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
Understanding the Sales Force
AUGUST 5, 2019
Dave Kurlan Consultative Selling closing discounting value selling We've been doing a lot of traveling this summer to baseball tournaments ( how one playoff game turned out) , college baseball showcases and back. During these travels, one thing has become abundantly clear.
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
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?
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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