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Mark Hunter Articles

Written by: Mark Hunter

Social Media as a Negotiating Tool - Click To Read Article
Build your social media strategy around respect and integrity and use social media sites to position you and your company in the manner you want to be seen by others.

Why Your Customer Doesn't Like Your Price - Click To Read Article
The one and only reason your customer doesn't like your price is because they have failed to see enough value in what you are offering to warrant paying the price.

Go Ahead and Fire Your Customer - Click To Read Article
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.

6 Do's and Don'ts of Using an iPad on a Sales Call - Click To Read Article
Make a wise decision regarding the use of an iPad in your next meeting - remember that you aren’t going to impress anyone with any gadget – unless you have a valid reason for having it there in the first place...

What is Your Customer's Price Tolerance Ratio? - Click To Read Article
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...

What did you learn from the last sale you lost? - Click To Read Article
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.

Selling a Price Increase: Is There a Good Time? - Click To Read Article
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.

Discounting to Create Cash Flow? Be Careful. - Click To Read Article
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...

The Best Information Comes From Short Questions - Click To Read Article
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.

Are You Ready to Meet the CEO? - Click To Read Article
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.

Your Customer's PIR: Price Investment Ratio - Click To Read Article
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...

Are You Giving Away Your Profit? - Click To Read Article
Protect your profit. Protect your sales motivation. Both are too valuable to toss aside, all in the name of making a sale.

What Does Your Customer Really Value? - Click To Read Article
As a salesperson once you learn what the customer’s value expectations are, you will do more than just close the sale...

Why Buyers Love to Delay Buying - Click To Read Article
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.

Unselling What You Just Sold - Click To Read Article
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...

Why Buyers Don't Like Salespeople - Click To Read Article
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.

Intellectual Capital and Your Sales Career - Click To Read Article
To determine the success or failure of a business... we need to challenge conventional thinking and challenge ourselves to go outside of our comfort zone to seek diverse opinions and ideas.

Driven to Distraction: How Latest Trends Will Hurt You - Click To Read Article
It is good to be open to new ideas and new customers however stay focused on the prospects you have, and the less you’ll be distracted by the latest trend... and this will leave you with more opportunities to actually make more sales.

Your Buyer is Smarter than You - Click To Read Article
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.

A Better Approach with Purchasing Departments - Click To Read Article
A positive attitude is the foundation for profitable long-term relationship with the purchasing department...Make the attitude adjustments that make a difference.

Should Social Media Replace Cold-Calling? - Click To Read Article
Has social media led to the abandonment of time-tested elements such as cold-calling & meeting face-to-face with customers or they can co-exist & be profitable.

Does Volume Make Up for Low Price? - Click To Read Article
Your ability as a salesperson is not in how much you sell, but in how much you earn for your company...Here’s how to ensure you are not only protecting profit, but also ultimately in a place to increase it!

Your Pipeline Could Be Fuller - Click To Read Article
Keeping your pipeline of prospects full is no easy task...but the payoff is worth it.

Negotiation Checklist to Ensure a Successful Outcome - Click To Read Article
Purpose of negotiation is to resolve situations…negotiate more effectively with help of this negotiation checklist & ensure a successful outcome.

Who Really Achieves Success in Sales? - Click To Read Article
Whether you have been in sales a short time or for years, achieve a level of success that is rooted in integrity...The kind of success that cannot be matched.

Selling to Purchasing Departments - Click To Read Article
One of the most difficult parts of a salesperson's job is dealing with purchasing departments...Here are a few vital points to keep in mind when dealing with a purchasing department.

Close Too Quick and You Lose Profit - Click To Read Article
Striving to build a long-term sales career... Build a solid relationship with the customer instead of going for the quick close.

Only Losers Cut Their Prices - Click To Read Article
Discounting is for losers...In order to achieve the highest potential possible a salesperson needs to believe in their pricing as much as they believe in their selling skills.

Why Customer Service Destroys Salespeople - Click To Read Article
Customer service alone is not going to help a company achieve its growth targets. It is essential for salespeople to be focused on selling as their first priority...

Position Yourself as a Leader - Click To Read Article
To be a top-performing sales professional, you must be a great leader...





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