by Mark Hunter | Feb 2, 2022 | Sales Process
All salespeople, at one time or another, have had their price challenged. What do you do when that situation arises? As much as everyone in sales would like to consider themselves “great closers,” in reality, many are weak when it comes to this important skill. ...
by Mark Hunter | Apr 8, 2020 | Profit Maximizing Price, Sales Mindset, Sales Process, Sales Prospecting
Notice it says sell first and negotiate second. It does not say negotiate first and then try to sell. It’s important that you don’t forget which one comes first! Let me share a paragraph from my new book, A Mind for Sales: One of the great misconceptions people have...
by chris | Jan 6, 2016 | Sales Motivation, Sales Process, Sales Prospecting
Now — not later — is the time to sit down with pen and paper and thoroughly answer the below questions honestly. Your 2016 will be better for it! 1. What did I change in my sales process this past year and what do I need to change going forward? 2....
by chris | Jul 10, 2015 | Profit Maximizing Price, Sales Process, Sales Prospecting
I don’t care how someone tries to argue it, a selling strategy based on being the cheapest simply does not work. Sure, you might make a quick sale, but in so doing, you will destroy your long-term business prospects. Below are 7 reasons why a low-price strategy...
by chris | Jul 9, 2015 | Sales Process
I’ve reached the last tip in my list of must-have negotiation skills. The level of confidence you have going into the negotiation will determine the level of success you have coming out. It really is much simpler than most people realize. Before you...
