How Do Your Customers Define Best Price?
- December 11, 2013
- Mark Hunter
How do your customers define “best price” or “lowest price?” I was conducting a training session for a major company recently on how to sell at...
Are You Asking Customers to Buy or Invest?
- November 21, 2013
- Mark Hunter
Are you asking customers to buy or to invest? Think about that question for a moment. Customers don’t want to buy anything. Buying means they’re giving...
Does Your Customer Think Your Price is Just TOO High?
- October 9, 2013
- Mark Hunter
Your customer says how they would like to buy from you, but your price is simply too high. How many times have we heard this in...
Go Ahead, Fire Your Customer!
- September 10, 2013
- Mark Hunter
We all have at least one customer with whom we just don’t like working, right? You may think I am going to say “fire” any customer...
Why Your Sales Team is So Afraid of Price
- August 27, 2013
- Mark Hunter
In the sales profession, one of the touchiest subjects is price. I rarely run into a salesperson or sales manager who does not want to discuss...
Is Your Price High Enough? How to Use Ultra-High Prices to Close More Sales
- August 20, 2013
- Mark Hunter
Far too many companies are afraid of what might happen if they raise their prices. The fear is that the high price will be a turn...
6 Critical Mistakes Sales Leadership Makes That Sabotage Profit Margins
- July 23, 2013
- Mark Hunter
Being part of Sales Leadership means you have a responsibility for ensuring that new client acquisition, upsales, services, etc., are profitable sales. But, all too often...