by Mark Hunter | Feb 7, 2020 | Profit Maximizing Price, Sales Process, Sales Prospecting
Why are you cutting your price? Cutting your price due to the demands of the customer is stupid! Yes, you read it correctly: it is stupid. The only reason the customer demands you cut your price is because they don’t see enough value in what you’re...
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 Mark Hunter | Nov 22, 2019 | Profit Maximizing Price, Sales Prospecting, Uncategorized
Sales is like an ATM. Let me tell you why. Last week, I was with a sales manager reviewing the quarterly numbers. What jumped out to me was the lack of deals to close in the final stage. The sales manager zeroed in on it and asked for my help in correcting the...
by Mark Hunter | Nov 8, 2019 | Profit Maximizing Price, Sales Prospecting, Uncategorized
It’s time to put to rest the idea that the only thing you need to do to grow your business is to provide excellent customer service to your existing customers. You believe great customer service alone will prompt your customers to tell others and then you’ll get...
by Mark Hunter | Nov 6, 2019 | Profit Maximizing Price, Sales Prospecting
“I’m checking in” is what you say to a hotel clerk, not to a prospect. Why do you think the line you use when checking into a hotel is one you can use with a prospect? Is your prospect standing behind a counter waiting for you just like a hotel clerk? Check out my...