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 they would cut their price to match any competitor’s price.  With that statement, I lost it! My response to him was, “If you’re the leader in service and quality, then why do you have to cut your price to match everyone else?”  His response shocked me even more.  He said, “If we didn’t cut our price, then we’d lose a lot of business very quickly.” With that statement he proved that his statement about quality and service was a sham. If you’re the leader, then act like the leader and lead with your pricing, and that means no discounts!  People will pay for quality. In the end they don’t want cheap prices. They want solutions to their problems. Check out this video where I talk about how the value you offer will determine the price you get: Sales leaders don’t discount!  What part of this do you not understand?  Leadership commands a premium price!   Clearly this sales manager’s company was not the leader he thought they were.  If they were, then he wouldn’t have to be matching every other price in the marketplace. Being a sales leader is not just saying the words; it’s doing the actions that go along with it.  If you can’t back up your sales leadership beliefs with prices that go with it, then guess what?  You’re not a sales leader. Sales leadership is not for everyone. If was a sales leader, who would they be leading? Leadership is about setting the standards for the industry. It’s about being on the front end of impacting the marketplace.  Leadership is about people coming together throughout the supply chain to create superior outcomes.  For those who do that, your customers will pay full price and many times they will pay a premium.  They’ll do this for one simple reason. They know in the end it’s not the price one pays for something, but rather it’s the value one receives from what they buy that determines the real outcome. And don’t forget that a coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today! Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

Since your prospects don’t care about what you sell, why are you starting off your prospecting calls explaining what you sell? Read the memo — your customers don’t care! Do I need to start revoking your sales privileges to get you to understand? Recently I had a call from a guy who wanted to sell me raw land. Wow, that’s just what I woke up this morning thinking. All morning I was sitting around waiting for someone to call to sell me raw land somewhere in western Nebraska. You can’t teach stupid. For some it just comes naturally, but that’s the only thing that comes out of bad prospecting phone calls. It’s not about what we sell; it’s about the outcome we help customers achieve. Check out this video where I share the story of a person who thought they could get companies interested in yoga classes: Your goal is to lead with a question or statement about what the prospect will see of interest to them, and I’ll remind you again — what is of interest to them is not what you sell! Now you’re wondering, “How do I know what is of interest to people I call?” It’s simple. It starts with thinking of every other customer you’ve sold to and thinking through the outcomes they achieved. When you have a list of the outcomes your other customers have achieved, then you will begin to see a pattern as to the value of what you sell. Second step is to take this list of outcomes you’ve helped customers achieve and begin bundling them together by the type of customer you sold to. Doing this will allow you to now begin to see patterns in how you help customers. Breaking down into “customer buckets” will now allow you to see what is going to be of value to prospects you call. You’re now in the home stretch, as the last part is now building out questions or short statements you can make to help you make your prospecting calls engaging. That’s your goal with a prospecting call. It’s about creating engagement. It’s not about doing an information dump. And don’t forget that a coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today! Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

Great salespeople never end a day without knowing what they’re going to accomplish tomorrow. Do NOT spend the first hour of your day getting ready for your day! No!  Instead, start the day strong because you prepared the night before. Check out the video to see what I mean: And don’t forget that a coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today! Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results