by Mark Hunter | Mar 2, 2022 | Sales Prospecting
When we run out of arrows in the quiver, it’s amazing how we revert to price. Bam! A buyer has backed you into a corner, discounting seems inevitable, and you’re wondering, “How did I get here?” What if you never had to be in that position again? Check out these...
by Mark Hunter | Feb 9, 2022 | Sales Prospecting
When faced with objections to price, what do you do? Here are five mistakes that aren’t setting your up for success when you present your price–and what do to about it. It is possible to avoid discounting! Today’s blog is brought to you by this...
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 chris | Sep 21, 2018 | Profit Maximizing Price, Sales Leadership, Uncategorized
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...
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...
