The Sales Hunter Podcast Mark Hunter

The power of value-based pricing in sales…w/ Mark Stiving Ph.D.
Listen in as Mark H. and Mark S. dissect why many salespeople struggle to hit their target prices. It's not about the product itself, but the value it represents to customers.
Discover the psychological intricacies behind product pricing and how it shapes consumer perception of value. Understand why customers often gravitate towards mid-tier priced items and how sales and marketing teams must convey the value proposition to guide informed purchasing decisions.



❓Key Questions Answered❓
 
What are some ideas we could use as salespeople to help us understand what that problem is?
If I see a price and it's cheap, do I automatically perceive that the value is cheap? If I see a different product with a more expensive price, do I automatically associate more value?
Do people use price comparison to figure out what they want to buy? 
“I'm going to discount the initial sale and then I'll make it up later.” Does that hold water?
If you had one piece of advice, you would tell the companies right now, in terms of maximizing price?


◩ About the Guest ◩
Mark Stiving, Phd. is a pricing expert, speaker, author, and founder of Impact Pricing. Mark holds his Ph.D in Marketing from Univ. of California, Berkeley.
His most recent book is Selling Value: How to Win More Deals at Higher Prices.




▣ Invest in a new sales skill today at The Sales Hunter University and watch your 2024 results improve drastically. Click to learn more!
 

The customer just told you no, but don’t walk away! You can turn rejection into success. 
 
Mark shares strategies and ideas for how to keep you in the game. It's not the end, but rather a pivotal moment to gain insights and sharpen your approach.
 
Learn the significance of asking 'why' to get to the heart of the customer's decision, detect areas for improvement in your sales process, or to shed light on the customer's future needs. 
 
▣ Invest in a new sales skill today at The Sales Hunter University and watch your 2024 results improve drastically. Click to learn more!
 

Kick procrastination to the curb with expert, Mary Kelly, Phd.
We all have the propensity to do the things we like best or are the easiest.  There are a lot of other internal factors that cause us to procrastinate—but what if we didn’t?
Mark and Mary analyze what makes salespeople hesitate, plus how to take action, put fuel back in the tank, and get more wins.
Revamp your daily grind with practical tips to commit to your most daunting tasks or establish a routine that sets the tone for each day.
 
→ Get the *free* workbooks Mary mentioned by emailing mary@productiveleaders.com
 
▣ Find the book: Stop Procrastinating Tomorrow
 
◩ About the Guest ◩
Mary Kelly, Phd. is a Hall of Fame speaker and author of 15 books on business, leadership, productivity, and economics. With a Ph,D. in Economics and Masters in both History and Economics, she’s a total powerhouse.
Mary is a retired Naval Commander  and former instructor at the U.S. Naval Academy and U.S. Air Force Academy. 
 

Could cutting your price make the customer blind to the true value of your product or service? It’s time for a mindset shift when it comes to price.
 
In this episode, Mark shares how focusing on benefits and outcomes rather than features and/or price enables salespeople to command better prices and foster enduring customer relationships.
 
Learn to break the bad habit of selling on price and what must come before we even put one on the table. 
 
→ Have a sales skill that needs work? Check out The Sales Hunter University for courses on Email Prospecting, Phone Prospecting, Following Up, and much more. 
 

Finding purpose beyond the numbers…w/ Jon Alwinson.
 
Mark and Jon share their strategies for salespeople and sales managers to excel and lead in the competitive world of sales. 
 
From morning routines to how to grow existing accounts, Mark and Jon lay out the foundation of a great sales career. 
 
They delve into the crucial aspect of identity and purpose, encouraging salespeople to find value beyond numbers and embrace a greater mission to avoid burnout and achieve true greatness.
 
◩ About the Guest ◩
 
Jon is a Senior Regional Sales Manager at Boston Science and author of ‘Relentless Sales’. 
Learn more about Jon, his book, or download three free chapters here. 
 

When a quarter is over, have you fallen for reworking your goals or numbers? In this episode, Mark shares the true path to achieving your numbers—and it’s not through your goals!
 
Mark shares how to rework your activities to move you closer to meeting your goals this year. 

→ Have a sales skill that needs work? Check out The Sales Hunter University for courses on Email Prospecting, Phone Prospecting, Following Up, and much more.