by Mark Hunter | Jan 24, 2020 | Profit Maximizing Price, Sales Process
You will always find yourself discounting your price if you don’t know the real reason why your customer wants to buy from you. It sounds easy to know why your customer wants to buy from you, but because it seems easy is exactly the reason why it’s so...
by Mark Hunter | Dec 18, 2019 | Profit Maximizing Price, Sales Process, Sales Prospecting
Discounting is not a viable prospecting strategy! If you think you can fill your pipeline and create great customers with a low price, you’re setting yourself up for failure. Go ahead and cut your price and go ahead and tell yourself you will do it just this one...
by chris | Nov 13, 2017 | Sales Motivation
As salespeople, we have this tendency to talk sometimes when we shouldn’t. One of those times you need to practice the art of silence is after you give your price. The more disciplined you become in this, the greater your sales motivation and the less tendency...
by chris | Oct 25, 2017 | Profit Maximizing Price, Sales Process, Sales Prospecting
Let’s face it — there’s not one salesperson who has not struggled with this issue. You’re thinking, “If I just discount the price, I will be able to close the deal.” Does this hit home with you? I suspect it does, as it’s...
by chris | Jul 19, 2017 | Profit Maximizing Price, Sales Process
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. A few people pushed back on my thinking. I’m fine with that, as I know what I say...