Mark Hunter
Mark Hunter
Mark Hunter, "The Sales Hunter," is a sales expert who speaks to thousands of people each year on how to increase their sales profitability. For more information or to receive a free weekly sales tip via email, contact "The Sales Hunter" at www.TheSalesHunter.com.
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...
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....
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. ...
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...
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...
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...
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...
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."...
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...
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...
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...
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...
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....
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,...
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...
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...
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...
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...
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...
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...