Customers will always want to challenge price and, for that matter, anything and everything for the sake of trying to get a better deal. But there's a right way and a wrong way to go about getting the sale. Here are eight confessions of how I made the wrong sales moves. Learn from them and know what to do right next time.

1. Build your offer with the intention of having something extra you can give away if necessary that the customer will perceive as high value, but will actually be low cost to you.
2. Establish your price X% higher from the start and use the extra X% as the amount you’re willing to discount.
3. Provide a discount for an early buy or early payment.
4. Ignore the customer’s request for a lower price.
5. Walk away from good opportunities.
6. Close the sale quickly using the element of time.
7.  Provide the customer with options, but have all of the options at the same price.
8. Make the first offer you provide the customer be a very high-priced offer.

 While these may be simple and easy to implement, they don't put the customer first.  The most important thing is to decide before you begin the sales process which strategy you intend to use and how you will use it. Going into a sales call without a customer-focused strategy will only increase the probability you will lose the sale and the customer.

About the Author

Mark Hunter, “The Sales Hunter,” is author of High-Profit Selling: Win the Sale Without Compromising on Price. He is a sales expert who speaks to thousands each year on how to increase their sales profitability. He was named one of the Top 50 Influencers in Sales by Top Sales World.  To receive a free weekly sales tip and read his Sales Motivation Blog, visit www.TheSalesHunter.com. You can also follow him on Twitter, on Facebook and on Linkedin.

Learn more sales tips from Mark Hunter in this free Salesforce ebook.