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Mark Hunter's articles
We wind up with unprofitable customers not because of the price we’re charging them, but because of the intensity of their demands and requests. To be able to determine which customers need to be “fired,” you must become more discerning of customers who place too many demands on you and/or other people in your company.
Posted: 2011-07-27
Category: Sales
Your ability to be professional and appreciative in listening to what the customer shares with you will help ensure you have a good relationship going forward with that person.
Posted: 2011-06-21
Category: Sales
You must begin determining the customer’s Price Tolerance Ratio, early in the prospecting and sales process or you will waste time chasing customers you ultimately do not want...
Posted: 2011-06-21
Category: Management
As you become more confident in your pricing your efforts are better spent on showing your customer how the value of your product or service meets their needs & desires.
Posted: 2011-05-25
Category: Sales
Before you consider discounting your price, make sure that the customer fully understands the value proposition you offer and that you fully understand the customer's needs and wants...
Posted: 2011-05-25
Category: Sales
If you want to actually learn something about the customer's needs, you will get there quicker by asking short questions... allow the customer to do all the talking and they'll tell you their goals and will reveal a level of information you need, to determine how to best serve them.
Posted: 2011-04-01
Category: Sales
The degree to which you prepare will directly impact the success of your meeting. Here are 6 key things you need to do before your all-important meeting with a CEO.
Posted: 2011-04-01
Category: Management
Protect your profit. Protect your sales motivation. Both are too valuable to toss aside, all in the name of making a sale.
Posted: 2011-02-23
Category: Sales
If your customer can't see the return on investment, they won't invest - they won't pay the price you want to get... help frame their expectations...
Posted: 2011-02-23
Category: Sales
As a salesperson once you learn what the customer’s value expectations are, you will do more than just close the sale...
Posted: 2010-12-16
Category: Sales
Understanding why the buyer does need to buy from you and how what you’re selling will allow them to achieve their needs and objectives… will strengthen your own resolve and confidence… to wholeheartedly believe in your product, your price and your potential to help the customer achieve their goals.
Posted: 2010-12-16
Category: Sales
When the buyer gives a buying signal, close the sale and leave. As a sales person don't allow your egos and pride to get in the way...
Posted: 2010-10-30
Category: Sales
Most salespeople bring to their buyers only information. At the end of the day, you as a salesperson must ask yourself, "Am I merely a conduit of information?" If you are, then you're wasting your time, your company's time, and your customer's time.
Posted: 2010-10-30
Category: Sales
A positive attitude is the foundation for profitable long-term relationship with the purchasing department...Make the attitude adjustments that make a difference.
Posted: 2010-08-08
Category: Sales
Buyers are smart & purchasing departments do their jobs well...Here are a few simple approaches for a salesperson to follow in order to thrive with them.
Posted: 2010-08-08
Category: Sales
