Mark Hunter's Blog, page 87

Why Discounting Your Price is a Bad Idea

The customer is not refusing your price because it’s too high. They’re refusing it because the value is too low. The real reason you had to cut your price is because you failed to match the value you offer to the outcome the customer was desiring. I just bought a new suitcase and I paid […]

Should I Leave a Voicemail When Prospecting?

  I get asked this question all the time. The argument people say is nobody listens to them, and even if they do, they never call back anyway, so it’s a waste of time. There are a lot of reasons I don’t agree with that, and they’re spelled out in my book, but one that […]

Sales Motivation Video: Two Most Important Words in Sales Success

If you want greater sales success, then you need to rid your vocabulary of the words “if” and “then,” and replace them with “do now.” Yes! “Do now” are the words that represent the mindset you need to embrace if you are going to boost your momentum and sales motivation. Whether we are talking about […]

Executive Sales Leader Briefing: Sales Leadership is All About the “Why”

  Sales leadership is not about what we sell or how we sell, but rather it’s all about why��we sell. ��It comes down to one simple thing — helping others. In both sales and leadership, the end game is the same — to help others. There’s a reason why top salespeople and great leaders are […]

If You Want Different Customers, You Have to Look at Yourself

One of the elements I enjoy is coaching salespeople and sales managers. In this role, I get to see up close what makes people tick. I’m always surprised when people ask me why they aren���t able to attract the really great clients. My response always begins with the need for the salesperson to first look […]

Each Prospecting Call is an Opportunity to Learn

  I wrote the best-selling book High-Profit Selling with one goal in mind — to help you prospect more effectively. Just because a prospect rejects you on a call doesn’t mean there isn’t something for you learn. Check out this 50-second piece where I talk about learning from every call, regardless of how it goes: […]

Sales Motivation Video: Call Your Best Customer to Boost Your Confidence

When a call goes badly, what do you do next? ��My suggestion is that you immediately call your best customer! By calling your best customer, not only will you boost your confidence and motivation, you will also potentially have the opportunity for more business. ��You both will be encouraging each other, which is exactly what […]

Executive Sales Leader Briefing: What Will You Learn Today and How Will You Use it Tomorrow?

Are you learning something new each day? If not, you’re not growing. If you see yourself as a strong leader or a great salesperson, you must be committed to asking more questions. Each day I challenge myself to learn something new, and then I find a way to use what I learned to help me […]

2nd Half Sales Strategies You Need to Adjust

It’s here — the 2nd half of the year is starting in just a few hours! Hey, I want you to keep pushing to grab all you can this half, but let me push you to look at a few things to adjust to increase your 2nd half results. Take a few minutes and take […]

How To Prospect: Don’t Start What You Can’t Finish

You need a prospecting strategy that is focused — a strategy that is based on looking for quality, not quantity. Key to that strategy is being consistent in your follow up. That’s right! ��Don’t start what you can’t finish. Check out the video to see what I mean: For the month of June, Amazon has […]