VIDEO SALES TIP: Number One Way to Avoid a Discount

 

Do you really believe you can’t sell without a discount?

I argue that if you are always defaulting to using a discount, then you are not really selling.  I hear from people all the time who ask me, “How do I sell without discounting?!”

You have to stop thinking that your customers are buying, when in reality they are investing!

Yes, they are investing in outcomes.  And the sooner you figure out what they desire, the better equipped you will be to NOT discount.

You sell outcomes; you don’t sell features. People invest because they want an outcome.

Check out the video to see what I mean:

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. Hi Mark and Team,
    I bought and read your book last year. You rock. I have a question. Our account base recently changed and an opportunity was given to me from a colleague who’d talked with the prospect about giving them a discount “no problem”. Long story short, i lost the sale. Which is “no problem”. However, yesterday i received an email from my colleague, passing a customer to me which he’d won last year (using the same discount strategy… he explained), and explained that sometimes a “discount” isn’t really a discount, even though there is the possibility of it being a discount. What do you think about such cases?

    We sell software, and here is the scenario (“seat” is a placeholder for a key element of our pricing structure) : in effect when he senses that a prospect has “fear” that they will need 4 seats, he sells them “4 seats” for the price of 2. His argument is that often, when he looks at the usage reports at the end of the year, they only used 2. Our competitor’s pricing structure does not have a seat limit. He sent me an email, to let me know i might want to reconsider giving discounts, if you are interested.

    Thank you for your response!

    Tierney

  2. Hi all! I’ve got a question regarding those discounts which are actually not really discounts. When sellers set higher prices especially for making discounts in the future. What do you think of it? Should a discount be a fair discount?

Leave a Reply

Your email address will not be published.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

Related Posts

Downloadable Sales Resources

Email Prospecting Checklist

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.