Should Salespeople Have the Ability to Offer a Discount to Close a Sale?
The Sales Hunter
JULY 8, 2014
This question comes up frequently when I’m meeting with sales managers. Blog pricing Professional Selling Skills discount price sales discounting'
5th Secret to Selling at Full Price: Don’t Offer Discounts. Period.
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. This is the reason I tell many sales managers they should take all pricing authority away from their salespeople. Not offering discounts must be more than an idea. Here is number 5 on the list: 5.
Discount 
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10 Essential Selling Skills Every Sales Rep Needs in 2018
Hubspot Sales
JULY 22, 2018
Selling Skills. In order to answer these questions and find out what separates sales winners from second-place finishers, RAIN Group, a sales training company , studied over 700 B2B purchases from the buyer’s perspective to find out what really happened in their buying experiences. Collaborate with prospects.
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Selling Skills or Selling Process? Which is Holding You Back.
The Sales Hunter
NOVEMBER 15, 2011
Selling Skills or Selling Process? Recently I had a discussion with a sales manager who said the key to success in sales is having an effective sales process. A person with strong selling skills. Strong selling skills certainly are a beginning. discounting.
Selling Skills 186
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The Slippery Slope of Discounting | Sales Motivation and Sales.
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. of your sales are happening at a discount. E-mail RSS.
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Why Your Sales Team is So Afraid of Price (and What You Can Do About It!)
The Sales Hunter
JUNE 10, 2014
I rarely run into a salesperson or sales manager who does not want to discuss price. Arguments are varied, but in the end they are centered around one core contention: The price point is a big reason for lost sales. Blog pricing Professional Selling Skills discount discounting price sales discounting sales team'
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Using Sales Managers and Executives to Close More 4th Quarter Sales
The Sales Hunter
SEPTEMBER 20, 2013
One of the easiest things sales managers and senior management can do is to call every person they know at a client company. We never know who or when the person the senior person knows may encounter the buyer to whom you sell. Copyright 2013, Mark Hunter “The Sales Hunter.” It’s your business.
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5 Secrets to Selling at Full Price
The Sales Hunter
FEBRUARY 4, 2014
SECRET 5: Don’t offer discounts. In the end this is a pretty simple thing, yet so many salespeople still resort to offering a discount. This is the reason I tell many sales managers they should take all pricing authority away from their salespeople. Copyright 2014, Mark Hunter “The Sales Hunter.”
Discount 241
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5 Sales Training Tips for Sales Managers AND Salespeople | Sales.
The Sales Hunter
JANUARY 27, 2012
5 Sales Training Tips for Sales Managers AND Salespeople. Whether you’re a rookie salesperson, a veteran salesperson or a sales manager, here are 5 sales training tips you need to take action on: 1. The success you have in sales is dependent on your level of confidence. discounting.
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VIDEO SALES TIP: Don’t Ask for a Price Increase. Tell the Customer You’re Taking One!
The Sales Hunter
APRIL 6, 2013
Too many salespeople and sales managers are “asking” a customer for 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. ” Sales Motivation Blog. . This is the wrong approach!
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WARNING! Do You Suffer from Sales Prevention Syndrome?
The Sales Hunter
MARCH 7, 2014
.” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call. Are you fast to offer the customer a discount the second you sense a hesitation on their part to buy? Are you quick to tell Marketing you lose too many sales because the sales materials aren’t any good?
Cold Calling 226
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Why Higher Profits Keep Alluding You | Sales Motivation and Sales.
The Sales Hunter
FEBRUARY 21, 2012
Unfortunately, salespeople tend to know their product or service so well that they gravitate toward singing the praises of the features of what they sell — instead of patiently and intentionally uncovering the true wants and needs of the customer. Getting the sale no matter the loss in profit becomes an over-riding drive.
Motivation 147
147 Is Your Company Ready for Year-End Sales? | Sales Motivation and.
The Sales Hunter
NOVEMBER 29, 2011
For sales managers reading this, take the time now to work through each possible scenario your salespeople might face and determine how you would handle it. discounting. high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation.
Motivation 150
150 Book Review: The Challenger Sale | Sales Motivation and Sales.
The Sales Hunter
JANUARY 5, 2012
In fact, I would argue the best audience for this book is the sales manager, because the book explores how to hire and coach “challenger salespeople.” ” Some of the best information in the book is on page 152, where they show a graph with the results a sales coach will receive from a typical sales team.
Motivation 163
163 8 Things You Have in Common with Aaron Rodgers and Tom Brady.
The Sales Hunter
NOVEMBER 25, 2011
Sales Training Tip #300: How Confident Are You? Sales Training Tip #305: How Valuable are You? Professional Selling Skills Training: Stay Motivated, Finish Strong. Sales Training Tip #366: Who Determines Your Worth? discounting. high profit selling. phone sales tips. sales goals.
Winning the Sales Battle: Overcoming the "Failure to Impact.
The Sales Hunter
NOVEMBER 14, 2011
You develop a plan to do one or more of the following: Develop a new selling skills program. Hire only top sales reps. Here are a couple of questions I would ask: Are your sales reps making a difference? Do your sales reps make impact on each call? Do they actually make a difference in the sales in their territory?
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Emotional Intelligence Grows Sales
Score More Sales
FEBRUARY 20, 2013
From a personal standpoint, I once lost a position running a corporate university because, in part, some of the C-level team felt it was too focused on “soft skills” See if any of these sound familiar for you or someone on the sales team: Discounting and getting price shopped – lack of self-regard or assertiveness.
Decision Maker 234
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Sales Outlook 2012: What Is Your Opinion? | Sales Motivation and.
The Sales Hunter
NOVEMBER 17, 2011
Sales Motivation: What Is Happening in the Sales Industry? Professional Selling Skills: Sales Motivation Survey Results. Sales Motivation and the Year-End Push. discounting. high profit selling. phone sales tips. sales goals. sales manager. sales motivation.
Motivation 168
168 
Don’t Let History Predict the Future
Braveheart Sales
APRIL 6, 2021
It seems that if a salesperson loses just one sale to a price objection, then suddenly “our price is too high.” The salesperson goes into the meeting expecting a price objection, prepared to discount to show good faith and to win the opportunity. It becomes a self-fulfilling prophecy and a limiter to sales success.
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The Power of the"Ultra-Price Package" | Sales Motivation and Sales.
The Sales Hunter
FEBRUARY 28, 2012
Your customer will be less likely to ask for a discount, because they believe they are already getting a good deal. Retailers are very skilled at this. The ultra-price package can boost the price confidence of the sales team. Because of this, they are quick to discount in order to close a sale. discounting.
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#1 Way Salespeople Destroy Profit | Sales Motivation and Sales.
The Sales Hunter
JANUARY 20, 2012
I knew what the regular price was and what the salesperson should have been selling it for. As if offering a discount right up front wasn’t a big enough mistake, the salesperson went on to give the customer an even bigger discount when they were slow to respond with their decision. The Slippery Slope of Discounting.
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The Best Way to Improve Your Negotiation Skills | Sales Motivation.
The Sales Hunter
MARCH 1, 2012
The Best Way to Improve Your Negotiation Skills. 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. discounting. high profit selling.
Negotiation 170
170 Starbucks | Top Sales Trainer | Best Sales Trainer | Top Leadership.
Jeffrey Gitomer
FEBRUARY 27, 2011
Starbucks | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Tweet Share Starbucks doesn’t discount a cup of coffee. It’s their quality that sells. Sales Management. Sales Videos. Who is Jeffrey? Gitomer | February 28, 2011 | 3 Comments. Even in this economy. Great post!! Leadership.
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219 Why Do You Think "Profit" is a Dirty Word? | Sales Motivation and.
The Sales Hunter
FEBRUARY 14, 2012
Like many of the salespeople I meet, I believed that discounting was a valid way to secure a customer that would then become a “long-term” customer. I was willing to sacrifice profit — to lessen it’s significance, in order to get a sale. discounting. high profit selling. phone sales tips.
Motivation 163
163 
How Much Selling Do You Really Do?
Janek Performance Group
MARCH 9, 2022
The opportunity cost as a sales rep of doing things that add no value to our performance can be an expensive luxury. . When a sales rep informs their sales manager that it is now twice as hard to connect with prospects, the average sales manager will think, “We need to work twice as hard.”
Engineering 62
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Should Your Salespeople Have Pricing Authority?
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)? Let’s walk through a few of the pros and cons of allowing salespeople to have pricing authority: Pros of Giving Sales Reps Pricing Authority . Discounts set up a precedence.
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Debunking the Myth of "Inside Sales" | Sales Motivation and Sales.
The Sales Hunter
JANUARY 25, 2012
Sales Training Tip #374: RFPs — Win by Not Winning? Professional Selling Skills Training: Sales Calls and the Myth of Preparation. discounting. high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales tips.
Inside Sales 168
168 Why Selling During the Holidays is an Absolute Must | Sales.
The Sales Hunter
NOVEMBER 18, 2011
Professional Selling Skills Training: Sales Motivation and the Holidays. Sales Training Tip #205: The Holidays Are Not Far Away. Professional Selling Skills Training: Selling the Holidays. Competitive Selling: Are You Ready to Out-Sell Your Competitor? discounting. sales goals.
3 Ways to Know if You Should Stop Being a Salesperson | Sales.
The Sales Hunter
FEBRUARY 24, 2012
This seems obvious, but if you don’t believe in your price or your product, you will fail miserably at selling. You will either subtlety talk the customer out of buying or you will regularly discount the price. discounting. high profit selling. phone sales tips. sales goals. sales manager.
You Help People. Does that Sound Better Than "Salesperson.
The Sales Hunter
NOVEMBER 10, 2011
discounting. high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. selling a price increase. selling skills. the sales hunter.
Top 5 Sales Motivation Tips | Sales Motivation and Sales Training
The Sales Hunter
DECEMBER 2, 2011
discounting. high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. selling a price increase. selling skills. the sales hunter.
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Sales Motivation: There Is No Substitute for Solid Integrity | Sales.
The Sales Hunter
NOVEMBER 11, 2011
discounting. high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. selling a price increase. selling skills. the sales hunter.
Motivation 187
187 Sales Amateur or Sales Professional? What are You? | Sales.
The Sales Hunter
FEBRUARY 13, 2012
Sales Training Tip #175: Ask the Right Type of Questions. Sales Motivation: Are You Dealing with Prospects or Suspects? It's Called "Professional Selling Skills" for a Reason. discounting. high profit selling. phone sales tips. sales goals. sales manager.
Hiring 164
164 4 Ways to Improve Sales in 2012 | Sales Motivation and Sales Training
The Sales Hunter
DECEMBER 29, 2011
Too many sales are lost because the salesperson isn’t confident. When the salesperson isn’t confident, they miss opportunities to close sales. More importantly, they miss the opportunity to close sales without offering a discount. discounting. high profit selling. phone sales tips.
Motivation 210
210 
Sales Motivation: Customers Will Always Pay More For Confidence.
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. phone sales tips. sales goals. sales tips.
The Most Important Sales Metrics You’re Not Tracking @DeidreWM
SBI
OCTOBER 25, 2017
(And even small improvements can yield big gains: research shows that at little as a 5% gain from the middle performers in your sales team can yield 70% more revenue.). Here are 3 key sales metrics you may be missing: 1. And they ranked it higher than lead generation, compensation, and sales methodology.
Lead Rank 139
139 
7 Sales Prospecting Ideas That Work | Sales Motivation and Sales.
The Sales Hunter
FEBRUARY 27, 2012
discounting. high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. selling a price increase. selling skills. the sales hunter.
Motivation 275
275 
5 of the BEST Sales Tips Ever | Sales Motivation and Sales Training
The Sales Hunter
DECEMBER 6, 2011
discounting. high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. selling a price increase. selling skills. the sales hunter.
Motivation 280
280 Are You Hurting Your Profit and Don't Even Know It? | Sales.
The Sales Hunter
FEBRUARY 7, 2012
This all just creates a vicious cycle of discounting. Sales Motivation and Pricing: Are You Giving Away Your Profit? Sales Training Tip #383: Discounting Costs You More Than You Realize. discounting. high profit selling. phone sales tips. sales goals. sales manager. sales success.
A Salesperson's Thanksgiving Thoughts | Sales Motivation and.
The Sales Hunter
NOVEMBER 22, 2011
discounting. high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. selling a price increase. selling skills. the sales hunter.
Motivation 222
222 7 Things Salespeople Should NOT do in 2012 | Sales Motivation.
The Sales Hunter
DECEMBER 27, 2011
discounting. high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. selling a price increase. selling skills. the sales hunter.
Motivation 213
213 10 Sales Motivation Quotes to Get You Going! | Sales Motivation and.
The Sales Hunter
MARCH 2, 2012
discounting. high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. selling a price increase. selling skills. the sales hunter.
Motivation 247
247 
5 Sales Negotiation Strategies that Work | Sales Motivation and.
The Sales Hunter
NOVEMBER 22, 2011
discounting. high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. selling a price increase. selling skills. the sales hunter.
Negotiation 200
200 How "Social Media" Can Be Part of Your Prospecting Strategy.
The Sales Hunter
FEBRUARY 8, 2012
discounting. high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. selling a price increase. selling skills. the sales hunter.
Social Media 189
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