The Sales Hunter

APRIL 20, 2012

Have you ever stopped to wonder why some salespeople never seem to have to cut their price to close a deal and other salespeople offer discounts all the time? Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects. Doesn’t it make sense that cheap prospects would naturally become cheap customers?

Prospecting 217

Prospecting Customer Hiring Discount 217

The Sales Hunter

APRIL 17, 2012

We all want to think we’re smart. And in reality, we are pretty smart, especially about what we sell. Problem is that many times, our own smarts wind up doing some pretty stupid stuff. Case in point is when the customer with whom we are dealing seems to be a little confused and possibly appears to want everything. In our excitement and desire to close the sale, we mistake their desire to have everything as a reason to put everything on the table.

Customer 205

Customer Closing Benefit Up-Sell 205

The Sales Hunter

APRIL 14, 2012

The number one issue salespeople struggle with the most is sales prospecting. I get at least one call or email a day with a salesperson asking me to help them with this issue. Sales prospecting is not easy — I’ll admit it. It takes dedication and a process. The problem is far too many salespeople are quick to say they don’t have a good source of prospects or they don’t have a good process.

Prospecting 200

Prospecting Call-back Follow-up Motivation 200

The Sales Hunter

APRIL 19, 2012

The phone rang and on the other end was a salesperson who, after introducing himself to me, quickly rattled off what it was he was selling. I interrupted him to let him know I had zero interest in what he was selling. Without missing a beat, the salesperson then quickly pointed out that if I would buy today, I could get almost 50% off. Needless to say, I still wasn’t interested and proceeded to end the conversation.

Negotiation 186

Negotiation Prospecting Discount Up-Sell 186

The Sales Hunter

APRIL 16, 2012

How many times have you complained to Marketing about the poor quality of leads they give you? Isn’t it amazing how they think they’re doing all of this wonderful work for you when in reality the leads they give you are a joke! Go ahead and complain some more — tell them and everyone else in your company about how much more effective you would be if only Marketing would get their act together.

Leads 178

Leads Marketing Qualified Lead Marketing Energy 178

The Sales Hunter

APRIL 17, 2012

I spend a lot of time talking about the problems of discounting your price. There is another problem — possibly an even bigger problem — causing you to lose money. It’s pride. If you want to be a salesperson who not only commands higher profits, but also has more satisfied customers, you have to become aware of what you do not know.

Discount 174

Discount Follow-up Up-Sell Customer 174