Tag: The Sales Hunter

Avoiding the Need to Discount Starts With Prospecting [Video] | Mark Hunter

Avoiding the Need to Discount Starts With Prospecting [Video] | Mark Hunter

Are you having to discount deals to close them? Your need to discount is driven by one or two things. First is not prospecting the right people and second is the lack of creating value in the mind of the customer. If you don’t do both well there’s little chance in being able to close […]

Sales Leaders Don’t Discount Their Price | Mark Hunter

Sales Leaders Don’t Discount Their Price | Mark Hunter

After speaking at a conference recently, a sales manager approached me to say how his company is seen as the premier company in their industry for their quality and service.  He went on to say how everyone loved them, and then he dropped the bombshell.  He said the big reason they were the leader was because […]

Prospecting Dilemma: The Question About Price | Mark Hunter

Prospecting Dilemma: The Question About Price | Mark Hunter

How quickly should the topic of price come up in a prospecting call?  I’m sure you’ve faced this issue. You’re having a first or second conversation with a prospect and the issue of price comes up, and suddenly you’re in a prospecting dilemma about what to do next. Have you ever parked your car in […]

Executive Sales Leader Briefing: 5 Ways to Determine Your Price | The Sales Hunter

Executive Sales Leader Briefing: 5 Ways to Determine Your Price | The Sales Hunter

Recently I was asked my view on how to set prices. The issue came up after I spoke at a national trade association conference to a room full of business owners.   The discussion was robust, and as you can imagine, everyone had an opinion. Below is a summary of what I shared with these business […]

Do You Still Like Your Surcharge Pricing Strategy? | Sales Motivation and Sales Training

Do You Still Like Your Surcharge Pricing Strategy? | Sales Motivation and Sales Training

A few years ago, it was popular for companies to tack on energy surcharges as a way of increasing the price without (in their eyes) actually increasing their price. For years I’ve talked about how this is a dead-end strategy that will always backfire. Every opportunity I had when working with clients, I would work […]

10 Rules of Pricing Plus 7 More You Need to Know | Sales Motivation and Sales Training

10 Rules of Pricing Plus 7 More You Need to Know | Sales Motivation and Sales Training

Yes, there are some rules of pricing, particularly if you are taking a price increase. You know you have to increase prices with a customer. If you do it correctly, you’ll protect your profit and continue to provide the customer the value they want. Here are 9 things you should NEVER do… Never “ask” for a […]

10 Ways to Close Deals Faster Without Cutting Your Price | The Sales Hunter

10 Ways to Close Deals Faster Without Cutting Your Price | The Sales Hunter

We all want to close deals faster. Too many times the way salespeople close a deal faster is by cutting the price, thinking a lower price will create a faster decision. Here are 10 things you can do right now to close deals faster, and not one of them involves changing your price: 1. Eliminate […]

Selling a Price Increase in a Soft Market | The Sales Hunter

Selling a Price Increase in a Soft Market | The Sales Hunter

Selling a price increase can be difficult in nearly any type of situation, but trying to sell one in a soft market can be downright brutal.  Yet, as unpleasant as it can be, it is often essential. The problem of selling a price increase in a soft market usually stems from the fact that the […]

The True Cost of Discounting | The Sales Hunter

The True Cost of Discounting | The Sales Hunter

The profit made is actually reduced by 33% because of the discount. Too many salespeople make the fatal mistake of looking at the size of the discount as a comparison to the full price, but that is a huge mistake. A discount offered to a customer is not a discount on the full price. It’s […]

“We’re $11 Cheaper Per Month!” | The Sales Hunter

“We’re $11 Cheaper Per Month!” | The Sales Hunter

“We’re $11.00 cheaper per month!” That was the entire value proposition given to me by the gentleman standing at my front door. It was a Saturday afternoon and the doorbell rang. A gentleman asked if we have a pest control service and if so what we pay for it.   I responded that yes we do have one, […]