What Does Discounting Really Cost?

The Sales Hunter

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.

Can You Ever Un-Discount a Discount?

The Sales Hunter

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! Professional Selling Skills

Why Discounting Your Price is BAD Strategy

The Sales Hunter

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.

Dangers of Discounting Your Price: 20 Questions Worth Asking

The Sales Hunter

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.

#1 Way to Stop Discounting Your Price

The Sales Hunter

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. […].

Sales Motivation Video: NO Discounts This Week!

The Sales Hunter

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.

Sell at Full Price! You Don’t Need to Discount!

The Sales Hunter

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

Dealing with a Customer Who Demands a Discount

The Sales Hunter

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.

VIDEO SALES TIP: Are You Freaked Out by NOT Discounting?

The Sales Hunter

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.

When Should I Discount to Close a Deal?

The Sales Hunter

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 […].

Why Discounting Your Price is a Stupid Strategy

The Sales Hunter

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.

Negotiating Tip: Don’t Discount Your Price. Increase Your Value.

The Sales Hunter

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 […].

Are You Sending “Discounting” Signals?

The Sales Hunter

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.

3-Option Plan to Avoid the Price Discount

The Sales Hunter

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 […].

Ignore the Request for a Price Discount

The Sales Hunter

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. If you don’t think you can, you’re wrong. You CAN ignore the customer’s request for a lower price.

VIDEO SALES TIP: Never Ever Discount Your Price

The Sales Hunter

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.

10 Essential Selling Skills Every Sales Rep Needs in 2018

Hubspot Sales

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.

VIDEO SALES TIP: Discounting? Use this Strategy.

The Sales Hunter

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.”

VIDEO SALES TIP: Number One Reason Salespeople Discount Price

The Sales Hunter

Many salespeople are quick to discount in order to make a sale. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price. Blog pricing Professional Selling Skills discount discounting price sales video video sales tip

Salespeople Who Give Discounts are Not Salespeople

The Sales Hunter

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.

Should Salespeople Have the Ability to Offer a Discount to Close a Sale?

The Sales Hunter

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.

Discounting a Price to Close-Out Inventory

The Sales Hunter

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.

5th Secret to Selling at Full Price: Don’t Offer Discounts. Period.

The Sales Hunter

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?

Executive Sales Leader Briefing: Quit Trying to Use Discounts to Close Sales

The Sales Hunter

What makes you think offering a discount is going to be an effective way to close a deal? Blog leadership pricing Professional Selling Skills Prospecting high-profit prospecting price prospect prospecting sales sales leader sales leadershipThe 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 […].

4 Best Strategies if You Have to Discount Your Price to Create Cash Flow

The Sales Hunter

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. First, you’re telling yourself what you’re selling is not worth full price.

Avoid the Urge to Discount by Using Your Pipeline to Give You Confidence

The Sales Hunter

Objective here is you see this list of names that you know you will be able to turn into customers with your selling skills. Blog Closing a Sale Cold-Calling leadership Negotiation Professional Selling Skills Prospecting discount discounting pipeline prospect sales prospecting

Selling Skills or Selling Process? Which is Holding You Back.

The Sales Hunter

Selling a Price Increase. Communication Skills. 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. The 4 areas I suggest you look at are: Unique Selling Proposition.

Role Sales Leadership Plays in NOT Discounting the Price

The Sales Hunter

Blog leadership Professional Selling Skills leader sales leadership Far too many salespeople roll over and play dead the moment the customer pushes back on their price. 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?” ” And don’t think for a moment you haven’t done the […].

Is Bad Prospecting Causing You to Discount Your Price to Close a Sale?

The Sales Hunter

Too many salespeople suffer from having to discount the price to close the sale. Blog Professional Selling Skills Prospecting lead generation pipeline prospect prospecting sales funnelWe 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 […].

Why Your Sales Team is So Afraid of Price (and What You Can Do About It!)

The Sales Hunter

Blog pricing Professional Selling Skills discount discounting price sales discounting sales team In the sales profession, one of the touchiest subjects is price. I rarely run into a salesperson or sales manager who does not want to discuss price.

Quit Trying to Define Value for Your Customer!

The Sales Hunter

Check this out: Nordstrom is selling a rock for $85.00. Blog Customer Service pricing Professional Selling Skills Sales Motivation discount discounting price sales motivation selling skillsWould you pay $85.00 for a rock wrapped in leather?

Are You Preparing to WIN at B2B Sales?

The Sales Hunter

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. Recently I was interviewed by Salesfolk for the site Sales 4 Startups. You can watch the video of that interview over at this link.

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What Your Price Says About Your Quality

The Sales Hunter

Blog pricing Professional Selling Skills discount discounting low-price customer price sales discount Recently while traveling, I saw this billboard for “TIMELESS plastic surgery.” ” I couldn’t help but make a comment about it.

Increase Your Price by Narrowing Your Value Proposition

The Sales Hunter

We all want to think we can raise our prices or minimally not have to discount our prices. Blog pricing Professional Selling Skills discount discounting price profits value value proposition

How Your Sales Presentation is Stopping You From Selling at a Higher Price

The Sales Hunter

One of the reasons salespeople don’t get the price they want or are pushed to offer a discount to close a sale is due to their value proposition. Blog Consultative Selling pricing Professional Selling Skills discount discounting price sales pricing value proposition

21 Great Selling Skills Questions

Klozers

In the world of sales; Selling Skills can make the difference between a Rainmaker and a Bank breaker for most businesses. So here are our top 21 Selling Skills questions for Sales Leaders. Do our Sales people have the skills to prospect, online and offline?

VIDEO SALES TIP: Want Full Price? Be Willing to Walk Away.

The Sales Hunter

If you start discounting with one customer, you […]. Blog Consultative Selling pricing Professional Selling Skills confidence discount discounting price video sales tip If you want to feel confident in your price, you have to be willing to walk away.

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8 Reasons Selling on Price Never Works

The Sales Hunter

What it comes down to is you’re selling on price. Here are 8 reasons why selling on price never works: 1. Blog pricing Professional Selling Skills discount discounting price

5 Reasons You Sell More AFTER You Raise Your Price

The Sales Hunter

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. What?! That’s what you’re thinking after reading that headline.

How to Lower Your Price Without Lowering Your Price

The Sales Hunter

Here’s the deal — the cost of what you’re selling is not what you think it is. Blog pricing Professional Selling Skills discount discounting price profit The sales call was not perfect.