5 Secrets to Selling at Full Price

5230435-mediumRecently on a phone call with a group of salespeople, I was asked if there were any secrets to selling at full price.

It was a great question and I shared with the group 5 things they need to do.

Check out the list I gave them:

SECRET 1:  Find better customers.

Selling to the wrong group is always going to create pricing pressure.  Just because a customer shows interest doesn’t make them a good customer.

I realize that goes in the face of conventional thinking, but I’m serious when I say this.

SECRET 2: Position Your product/service to warrant full price.

If your customers see what you’re selling as being cheap, then they’ll expect you to sell it to them at a reduced price.

Customers will always compare. It’s one of the ways they justify in their mind the price/value relationship.  Help them out with this by making sure the customer sees you as the premium solution.

SECRET 3: Position yourself and your selling process to command full price.

Just as you have to make sure your product/service is positioned to warrant full price, you have to make sure you are too.  You are what the customer is buying, and for that matter, the customer is buying you long before they buy what you’re selling.

SECRET 4: Be prepared to walk away.

If you are afraid to walk away, then how will you ever face the music and not cave on price?   The only way you can be certain you won’t cave on price is by being willing to walk away.

SECRET 5: Don’t offer discounts. Period.

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.

When you look at the above “secrets,” which did you already know?

In the coming days, I’ll be expanding on each one of these 5 secrets to selling at full price and how to avoid discounting.

Copyright 2014, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.

Click on the below book cover for more info on boosting your profits!

high profit selling

Share the Post:

2 Responses

  1. Thank you, Mark, I really appreciate and value this post. Many Small Businesses and start ups really have a problem with this “pricing” and “discounting” issue. So many set their prices too low and then offer discounts * both actions jeopardize their sustainability and many go out of business even though their product/service is a “winner” and should succeed!_!

Leave a Reply

Your email address will not be published. Required fields are marked *

Related Posts

Downloadable Sales Resources

10 Secrets to a Successful Sales Meeting

A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.

Subscribe Now

Subscibe to The Sales Hunter Email list to get the latest posts and exclusive sales content right in your inbox.

The Sales Hunter Podcast

The Sales Hunter Podcast features Mark Hunter and top sales leaders, delivering actionable insights to help you become the salesperson you’re meant to be. This show isn’t just for entertainment—it’s designed to empower you with strategies to turn prospects into profits. Subscribe, leave a review, and start selling with confidence!

The Sales Hunter University

The Sales Hunter University offers top-tier sales training available in real-time or on-demand, accessible on any device. Named a Top 10 Sales Development Program in 2022, it’s perfect for sales teams, managers, and driven individuals. Each course is expertly designed by Mark Hunter to deliver the results you need.

Sales Logic Podcast

Ready to amplify your sales impact?

Hosted by sales experts Mark Hunter and Meridith Elliott Powell, Sales Logic answers today’s toughest selling questions with a logic that will help you win more deals and make more money.

When you sell with confidence and integrity, uncertainty becomes your competitive advantage and the sale becomes logical.

The Ultimate Email Prospecting Guide - Mark "The Sales Hunter" Hunter

Download the Ultimate Email Prospecting Guide today!

Enter your information and we’ll immediately send you our most popular download, and add you to our weekly Sales Tip newsletter.