The Sales Hunter

NOVEMBER 22, 2011

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007. October 2007.

Motivation 222

Motivation Ideal Customer Profile Hiring Negotiation 222

The Sales Hunter

DECEMBER 29, 2011

Too many sales are lost because the salesperson isn’t confident. When the salesperson isn’t confident, they miss opportunities to close sales. More importantly, they miss the opportunity to close sales without offering a discount. discounting. phone sales tips. sales goals. sales manager.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Sales Hunter

NOVEMBER 22, 2011

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007. October 2007.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

FEBRUARY 14, 2012

Like many of the salespeople I meet, I believed that discounting was a valid way to secure a customer that would then become a “long-term” customer. I was willing to sacrifice profit — to lessen it’s significance, in order to get a sale. discounting. phone sales tips. sales goals.

Motivation 163

Motivation Discount Ideal Customer Profile Negotiation 163

The Sales Hunter

FEBRUARY 21, 2012

Well, the salesperson who doesn’t discover what the customer wants will always be quick to discount price in order to get the sale. Getting the sale no matter the loss in profit becomes an over-riding drive. Think you’ll make up that lost profit in quantity of sales? discounting. phone sales tips.

Motivation 147

Motivation Ideal Customer Profile Hiring Discount 147

The Sales Hunter

FEBRUARY 8, 2012

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007. October 2007.

Social Media 189

Social Media Media Strategy Prospecting 189

The Sales Hunter

NOVEMBER 29, 2011

For sales managers reading this, take the time now to work through each possible scenario your salespeople might face and determine how you would handle it. discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips.

Motivation 150

Motivation Company Ideal Customer Profile Hiring 150

The Sales Hunter

JANUARY 5, 2012

In fact, I would argue the best audience for this book is the sales manager, because the book explores how to hire and coach “challenger salespeople.” ” Some of the best information in the book is on page 152, where they show a graph with the results a sales coach will receive from a typical sales team.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

DECEMBER 23, 2011

Many times I feel this is the difference between full-price and a discount. The natural reaction by the non-confident salesperson is to either forgo attempting to close the sale or attempting to close by offering a discount. discounting. phone sales tips. sales goals. sales manager. sales tips.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

DECEMBER 9, 2011

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007. October 2007.

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

The Sales Hunter

NOVEMBER 17, 2011

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007. October 2007.

Motivation 168

Motivation Survey Hiring Ideal Customer Profile 168

The Sales Hunter

DECEMBER 3, 2011

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007. October 2007.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

DECEMBER 16, 2011

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007. October 2007.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

JANUARY 6, 2012

One final note on why I’m declaring January as “Prospecting for Sales Month.” ” It is because it’s also the best time for sales managers, CEOs, COOs, and others to get out visiting customers. discounting. phone sales tips. sales goals. sales manager. sales success.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

NOVEMBER 15, 2011

Recently I had a discussion with a sales manager who said the key to success in sales is having an effective sales process. His argument was very strong, but not more than 30 minutes later, I received a phone call from a sales recruiter looking for sales candidates. discounting. phone sales tips.

Selling Skills 186

Selling Skills Ideal Customer Profile Negotiation Facebook 186

The Sales Hunter

FEBRUARY 7, 2012

This all just creates a vicious cycle of discounting. Sales Motivation and Pricing: Are You Giving Away Your Profit? Sales Training Tip #383: Discounting Costs You More Than You Realize. discounting. phone sales tips. sales goals. sales manager. sales motivation. sales success.

Ideal Customer Profile 158

Ideal Customer Profile Negotiation Hiring Discount 158

The Sales Hunter

DECEMBER 27, 2011

Want to know the best way to get your 2012 sales off to a great start? Too many sales managers and even C-Suite officers hold off on visiting customers until it’s time to close the sale. discounting. phone sales tips. sales goals. sales manager. sales motivation.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Sales Hunter

NOVEMBER 19, 2011

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007. October 2007.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

NOVEMBER 25, 2011

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007. October 2007.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

FEBRUARY 23, 2012

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007. October 2007.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

The Sales Hunter

DECEMBER 22, 2011

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007. October 2007.

Negotiation 195

Negotiation Buyer Ideal Customer Profile Hiring 195

The Sales Hunter

FEBRUARY 20, 2012

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007. October 2007.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

NOVEMBER 29, 2011

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007. October 2007.

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

The Sales Hunter

FEBRUARY 16, 2012

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007. October 2007.

Networking 222

Networking Motivation Hiring Negotiation 222

The Sales Hunter

DECEMBER 1, 2011

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007. October 2007.

Motivation 183

Motivation Hiring Ideal Customer Profile Negotiation 183

The Sales Hunter

JANUARY 16, 2012

I’ve had sales managers ask if I can motivate their team. discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. leadership.

Motivation 172

Motivation Hiring Ideal Customer Profile Negotiation 172

The Sales Hunter

MARCH 5, 2012

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007. October 2007.

Motivation 152

Motivation Hiring Ideal Customer Profile Negotiation 152

The Sales Hunter

FEBRUARY 4, 2012

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007. October 2007.

Negotiation 206

Negotiation Motivation Hiring Ideal Customer Profile 206

The Sales Hunter

NOVEMBER 10, 2011

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007. October 2007.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

The Sales Hunter

FEBRUARY 28, 2012

Your customer will be less likely to ask for a discount, because they believe they are already getting a good deal. The ultra-price package can boost the price confidence of the sales team. Because of this, they are quick to discount in order to close a sale. You will be less likely to discount at this level.

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

The Sales Hunter

JANUARY 7, 2012

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007. October 2007.

Motivation 193

Motivation Hiring Ideal Customer Profile Negotiation 193

The Sales Hunter

FEBRUARY 24, 2012

You will either subtlety talk the customer out of buying or you will regularly discount the price. discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

NOVEMBER 11, 2011

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007. October 2007.

Motivation 187

Motivation Hiring Ideal Customer Profile Negotiation 187

The Sales Hunter

JANUARY 10, 2012

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007. October 2007.

Negotiation 181

Negotiation Motivation Strategy Hiring 181

The Sales Hunter

DECEMBER 13, 2011

This includes not just the salespeople on the street, but also sales management and everyone else. Upon digging in more, what I found was a sales manager who had been bragging to the sales team how the increase was stupid and unwarranted. discounting. phone sales tips. sales goals. sales tips.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

The Sales Hunter

DECEMBER 27, 2011

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007. October 2007.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

NOVEMBER 14, 2011

Here are a couple of questions I would ask: Are your sales reps making a difference? Do your sales reps make impact on each call? Do they actually make a difference in the sales in their territory? How often do your sales managers go out in the field? Related posts: Sales Training Tip #164: Defining Failure.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155