Category: Marketing

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When we run out of arrows in the quiver, it’s amazing how we revert to price. Bam! A buyer has backed you into a corner, discounting seems inevitable, and you’re wondering, “How did I get here?” What if you never had to be in that position aga ...
The price a customer will pay is a reflection of the value you create. When learning about your prospect becomes knowing your customer, you can customize that value.There are six things you should know and have in your prospecting tool belt be ...
Presenting your price with confidence is vital with costs going the way they are in today’s economy. How can you maximize your revenue and avoid buckling under requests for a discount?In addition to these five rules, I have a lot more to share ...
When faced with objections to price, what do you do?Here are five mistakes that aren’t setting your up for success when you present your price–and what do to about it. It is possible to avoid discounting!Today’s blog is brough ...
All salespeople, at one time or another, have had their price challenged.  What do you do when that situation arises?  As much as everyone in sales would like to consider themselves “great closers,” in reality, many are weak when it comes to th ...
The phone call is where the prospecting happens. Sure, I love using email. It’s a great tool. But you can’t rely on email. You must be on the phone making it happen. I hear a lot of prospecting myths in my line of work. They drive me crazy! It ...
What drives your customers to make decisions, and when?Are they driven by certain things that happen in their calendar? Or  in their industry?This blog is brought to you by my Phone Prospecting Masterclass, available at The Sales Hunter Univer ...
If you’re reading this blog, I’d bet you’ve sent a prospecting email, or two. In fact, you may think you write a compelling message. But where are the results? Could there be a few email prospecting pitfalls you’ve had? Today’s post is brought t ...
There is only one thing we can’t make more of and that’s time. The new year is already here–what do we want to make of it?I choose to look at 2022 as the year of unlimited opportunity, and I see that not only for myself, but for you too.   Rega ...
2021 has been as unique a year as any. To my loyal readers, thank you for joining me this year as we sought to better ourselves, increase our sales, and excel in our industries.A very Happy New Year to all. Let’s take a look back and remember ...
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