Why do salespeople or sales managers never share with me the long-term outcome of such “price reduction” strategy? Because it never works out the way the salesperson or the sales manager initially believes it will. Are You Giving Away Your…
In order to find out your “Price Investment Ratio” (PIR), you must do a deep dive with your existing customers to get them to tell you what your service means to them. Once you do this, you can then match…
Why should anyone make a decision quickly if they don't have to? More often than not, the buyers believe that by waiting, they will get a better deal. The salesperson will get scared and will think the only way…
Sell to the customer's value expectations, not to your value propositions. We’ve all heard the rule of listening to what the customer has to say, and there’s not a salesperson who thinks they don’t listen to the customer. Reality, however,…
In my role as a sales consultant, I’ve watched a great number of people with incredible sums of intellectual capital not being challenged at all to contribute. At the same time, I’ve watched people who are, for lack of a…
We've all done this at one time or another. Sales slow down and suddenly, a new customer appears, a new product comes out or a new sales technique emerges, and you start to think it is the "cure all" for…
As a consultant, I often have access to buyers in a way that most salespeople don’t. More importantly, the people I meet share with me insights they would never share with the sales community. The buying community is really quite…
When I ask salespeople what value they bring to their buyers, I usually get a typical answer that is full of a lot of smoke puffery. When I ask this question of buyers, and in particular professional buyers, I get…
For this sales call, I was prepared. The program I was presenting to him that day included a new item that I knew in the back of my mind he didn’t need and would most likely flat out reject with…
If you’re reading this and you’re a salesperson, here is some very simple advice. Contrary to what you believe will happen, you will never make up in long-term profit what you’re about to give up with your immediate discount. Sure,…
If they're not willing to be involved, then they're just using you either for information or because they are afraid to tell you "no." You can get them involved by asking them to do something for you after you've left.…
Successful negotiating requires you have a strategy. The clearer your strategy before negotiating, the more successful you will be. At the core of the strategy is what I refer to as the “3 Ts of Negotiating: Trust, Time, and Tactics.”Trust…
- Mark Hunter
- https://thesaleshunter.com
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