by Mark Hunter | Jun 11, 2021 | Life Lessons, Sales Leadership
Incoming business feels great. Having people who want to buy from you does, too. But when our profits surge, do we keep our measurements in check? I am struck more than ever by the old line, “Volume covers up a lot of sins.” Certainly, you can substitute...
by Mark Hunter | Feb 19, 2020 | Sales Process, Sales Prospecting
Danger ahead… If you do without the 5 selling fundamentals, you enter the danger zone of selling. It’s the intersection of extreme negotiation, heavy discounting, lost sales, and bad prospects. The 5 selling fundamentals are what you need do in every...
by Mark Hunter | May 27, 2019 | Profit Maximizing Price, Sales Mindset, Sales Motivation
You probably take time to get orders and gain customers, but do you ever spend time trying to upsell? I am referring to adding on another product or service. It’s quick and easy and will only increase your profits. If you got just 25% of your customers to buy...
by Mark Hunter | Apr 23, 2019 | Profit Maximizing Price, Sales Leadership
For some reason, salespeople are quick to believe that somehow cutting a price is not going to impact their company much. Big mistake! When we cut a price to secure a sale, two big mistakes are being made. The first mistake is the loss of profit. Unless there is...
by Mark Hunter | Apr 22, 2019 | Profit Maximizing Price, Sales Leadership
Would you rather be sold something or would you rather buy something? Nobody wants to be sold something but they do want to buy. The question is, why do they want to buy? The answer-they want to gain something. Breaking this down more means customers are really...
