Only Losers Cut Their Prices

Mark Hunter — Wed, 04 Nov 2009 13:07:08 -0500

In today's marketplace, offering discounts seems to be the number one technique people are using to try and get business. Management has bought into the age-old argument that the only reason their salespeople can't sell more is because their price is too high. It's time to put this to rest. This argument of cutting prices actually reveals the lack of selling skills by the salespeople who are using it. It also indicates a management team failing to provide necessary strategic planning and direction for the company.

Close Too Quick and You Lose Profit

Mark Hunter — Wed, 04 Nov 2009 13:06:22 -0500

It's always rewarding to close a sale and immediately have the new client sign the documents to secure the sale. No matter how many years in the business, this always feels good. We all have stories about new customers who have "fallen into our lap" and bought quickly. For some reason, we can't seem to forget the great rush that occurs from these new clients. I'm here to say that as good as the rush might be when we allow a sale to occur too quickly, we wind up leaving money on the table.

Position Yourself as a Leader

Mark Hunter — Sun, 30 Aug 2009 15:16:33 -0400

It's been said that to be a successful salesperson, not only do your listening skills have to be great, but your closing skills have to be even better. However, I believe that while these skills are helpful, they are not essential. In my opinion, to be a top-performing sales professional, you must be a great leader. It is a fundamental character trait. Although we have all known salespeople who have had stellar years based on the luck of a few great clients, those with sustained, long-term success always exhibit great leadership skills.

Why Customer Service Destroys Salespeople

Mark Hunter — Sun, 30 Aug 2009 15:14:10 -0400

One position that has not been impacted by the economy is sales. Ask any CEO and you will hear that one of their biggest issues is finding and retaining good salespeople. Something happened on the way to a sour economy: Too many companies learned the hard way that their salespeople didn't know how to sell. Instead, their salespeople were good at taking orders and providing customer service. There is nothing wrong with this approach, as long as the marketplace is always going to serve up new customers and keep current customers in business. Does that kind of marketplace always exist?

Holding on Price in a Down Economy

Mark Hunter — Mon, 30 Mar 2009 09:02:28 -0400

Discounting on price is not a sales strategy. It's an impulsive move made by desperate salespeople. In a tough economy, customers think and expect everything is going to be discounted. Because of this, salespeople feel it necessary to oblige the customer to close the deal. Unfortunately, however, this leads to a downward spiral, much like an addiction to an illegal drug. Once a discount is offered to one customer, it becomes easier and easier to offer it to another one. Before they know it, the discount is being offered to everyone. Like a drug, the "fix" is in the addi

Sales Goals in a Tough Economy

Mark Hunter — Mon, 30 Mar 2009 09:00:25 -0400

Making your sales goals in a good year is one thing, but attaining them in a difficult year is an entirely different challenge. Putting aside the common cliché that when times are tough, great salespeople are made, the reality is that making your goals puts more money in your pocket. Therefore, I keep reminding salespeople to think of how many times in the past they've watched a customer materialize out of nowhere only to become a major player in helping reach their year-end objectives. If you've been in sales for any length of time, you've had this happen. I am not advocating tha