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What is Your Customer’s Price Tolerance Ratio?
By Mark Hunter Every customer has a price range where they are willing to make a decision without any further thinking. I refer to this as the Price Tolerance Ratio – also known as the PTR. Knowing...
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Beautiful Loser: Two Great Things About Losing a Sale
By Mark Hunter My mom always used to tell me how we learn more in life from our failures than we do from our successes, yet for too many of us in sales this concept doesn’t seem to sink in. I’ve lost...
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Go Ahead and Fire Your Customer
By Mark Hunter We all have at least one – a customer with whom we just don’t like working. Before you get too excited thinking I’m going to say it’s okay to fire any customer – regardless of the reason...
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6 Do’s and Don’ts of Using an iPad on a Sales Call
By Mark Hunter So you now own an iPad or other type of tablet and you’re wondering if you should use it on a sales call. Here are six quick rules to consider: 1. Don’t use it just because you have one....
View ArticleIt’s Someone Else’s Fault My Sales Are Down … Can’t be Mine
Go ahead and blame marketing, your boss, operations, or even the customer. The sale you just lost was certainly not lost because of you. Certainly your sales motivation is sinking because of someone...
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Why Your Customer Doesn’t Like Your Price
By Mark Hunter You’ve had a great sales call. You’ve done everything correct, and you are certain the customer will soon say “yes” to your offer. But …. Source: Thinkstock Just as quickly as you...
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Can Social Media Help in Sales Negotiating?
By Mark Hunter Social media has blown on to the scene the last couple of years with the popular websites of Facebook, Linkedin, Twitter and many others. Nobody can tell for sure what social media will...
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Intellectual Capital and Your Sales Career
By Mark Hunter “We’re forced to close because the bank will not loan us the money we need.” Phrases like this have been heard too many times the last several years, and yes, it’s unfortunate, but...
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How Can I Grow My Sales Pipeline?
By Mark Hunter Keeping your pipeline of prospects full is no easy task. I’m not going to suggest it is. I talk to salespeople all the time and most say that prospecting is their number-one source of...
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Are You Giving Away Your Profit?
By Mark Hunter Want a quick way to destroy sales motivation and profit at the same time? Picture yourself as a sales manager who suddenly receives a phone call from a salesperson who is on the verge of...
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