Mark Hunter

Why Your Customer Doesn’t Like Your Price

You've had what you think is a great sales call. You feel you've done everything correct, and you are certain the customer will soon say "yes" to your offer. Just as quickly as you think the customer will buy, they say something along the lines...

Social Media as a Negotiating Tool

Social media has blown on to the scene the last couple of years with the popular websites of Facebook, Linkedin, Twitter and many others. Nobody can tell for sure what social media will look like five years from now, but what everyone can...

6 Do’s and Don’ts of Using an iPad on a Sales Call

So you now own an iPad or other type of tablet and you're wondering if you should use it on a sales call. Here are 6 quick rules to consider: 1. Don't use it just because you have one. Who really cares? Just because...

Go Ahead and Fire Your Customer

We all have at least one - a customer with whom we just don't like working. Before you get too excited thinking I'm going to say it's okay to fire any customer - regardless of the reason - guess again. What I am talking...

What did you learn from the last sale you lost?

My mom always used to tell me how we learn more in life from our failures than we do from our successes, yet for too many of us in sales this concept doesn't seem to sink in. I've lost plenty of sales in my life....

What is Your Customer’s Price Tolerance Ratio?

Every customer has a price range where they are willing to make a decision without any further thinking. I refer to this as the Price Tolerance Ratio – also known as the PTR. Knowing your customer's PTR is critical. I believe it is one...

Discounting to Create Cash Flow? Be Careful.

Recently I spoke at a large conference on the subject of how to maintain your price and avoid discounting. After the presentation, a businessperson approached me and asked what my strategy would be if his company needed to discount price to create cash...

Selling a Price Increase: Is There a Good Time?

When is the best time to sell a price increase? I get asked this question a lot and my response is "right now." After I say this and see the expression on the person's face, I then have to back up my response...

Are You Ready to Meet the CEO?

It's the meeting for which you've been waiting. Finally, you've been able to secure a meeting with the CEO of the company you know you can help. For the past year, you've been researching the company and developing relationships with as many people...

The Best Information Comes From Short Questions

There's no better way to improve the quality of information you receive from a potential customer than by asking short questions. We all can recall far too many times when we've sat across the table from a customer we're trying to help –...

Your Customer’s PIR: Price Investment Ratio

Have you ever really considered how price affects your customer with regard to their perceived benefit? Too often, we use a simplistic approach to determining a price – figure the cost to produce a product or service, tack on some arbitrary percentage, and...

Are You Giving Away Your Profit?

Want a quick way to destroy sales motivation and profit at the same time? Picture yourself as a sales manager who suddenly receives a phone call from a salesperson who is on the verge of closing a sale. Here's a sample of...

Why Buyers Love to Delay Buying

Salespeople love to complain about buyers. One of the complaints salespeople share the most is that buyers never seem to make up their mind. Just about the time it looks like they're going to make a buying decision, they suddenly hold off. Yes, there are...

What Does Your Customer Really Value?

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, is quite the opposite....

Why Buyers Don’t Like Salespeople

If buyers could get by without salespeople, do you think they would? It is an interesting question if you stop and consider the role of the salesperson. Of course, considering the role in an abstract way is one thing, but what about when...

Unselling What You Just Sold

I'll never forget the first time it happened to me. The presentation with the customer was going well. I had prepared extensively. In fact, I had not just spent more time than normal, I had stayed up nearly all night to make sure...

Intellectual Capital and Your Sales Career

"We're forced to close because the bank will not loan us the money we need." Phrases like this have been heard too many times the last several years, and yes, it's unfortunate, but here's my perspective: "Companies don't fail due to a...

Your Buyer is Smarter than You

Too many salespeople view their buyers as anything but smart, especially those salespeople who deal with purchasing departments. In far too many sales communities, there exists an attitude that buyers and purchasing departments are nothing more than barriers that need to be broken...

A Better Approach with Purchasing Departments

It's easy to view purchasing departments as evil. The number of salespeople who have told me stories about how much they can't stand working with purchasing departments is huge! I've heard every reason "why" salespeople don't like working with purchasing departments, but let's cut...

Does Volume Make Up for Low Price?

The phone rings and the sales manager hears on the other end the all-too-familiar plea of a salesperson. The salesperson tries to convince the sales manager that it makes so much sense to offer the prospect a discount to get them to finally become...

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