The Sales Hunter

MARCH 2, 2012

Selling a Price Increase. I count it a privilege and an honor to share with thousands of salespeople each week through my blog, website, videos, speeches and training programs. Over the years, I’ve come up with a number of sales motivation quotes. Customers are buying confidence. It’s up to us to show it.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Sales Hunter

FEBRUARY 27, 2012

Selling a Price Increase. When you meet someone who might benefit from what another person sells, match them up. Have a “customer satisfaction” phone blitz. Contact each customer you have sold to and ask them how they like your service. Never give up on leads you believe have gone cold.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

The Sales Hunter

MARCH 3, 2012

Selling a Price Increase. As promised in my post 10 Sales Motivation Quotes to Get You Going , here is my follow up with 14 more sales motivation quotes of mine. Regardless of what I’m selling, what the customer is buying first is me. customer service. high profit selling. sales training.

Motivation 250

Motivation Hiring Ideal Customer Profile Negotiation 250

Score More Sales

MAY 10, 2010

What I Learned From Oprah About Customer Service. by Lori Richardson on May 10, 2010. Need to hone your customer service skills and build more brand loyalty? From the first event, picking up a packet with information about what was to happen over the weekend, it was done in style. Do it up right!

Customer Service 120

Customer Service Lead Rank Lead Scoring Top of Funnel 120

The Sales Hunter

FEBRUARY 4, 2012

Selling a Price Increase. First, let’s clear up one thing: We sell first and negotiate second. There’s no reason to enter into sales negotiation with anyone if you can sell to them instead. This is why I’m a firm believer in selling first, negotiating second. Mark’s Insights on PRICING.

Negotiation 206

Negotiation Motivation Hiring Ideal Customer Profile 206

The Sales Hunter

DECEMBER 3, 2011

Selling a Price Increase. If the phone call is important, stand up when you make it. Never be the first person to hang-up the telephone. Don’t be distracted by email or other items popping up on your computer while you’re making a call. Phone Sales Tips When Contacting Customers. customer service.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

FEBRUARY 16, 2012

Selling a Price Increase. Sure, it’s great to catch up with people you know but may not have seen for awhile, but let’s get real — that’s not networking. Split up, go your own way. Failing to follow-up after the event. customer service. high profit selling. sales training.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

The Sales Hunter

FEBRUARY 20, 2012

Selling a Price Increase. For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. Salespeople all know the power of referrals from existing customers and how these can be some of their best leads. The next round of blitzing occurs in the summer. customer service.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

FEBRUARY 7, 2012

Selling a Price Increase. Don’t pass up the opportunity to connect with them via the telephone after a sporting event involving their favorite team or to find out how one of their children did in a particular event. Bring food the next time you visit the customer. customer service. high profit selling.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

DECEMBER 27, 2011

Selling a Price Increase. Spend as much time in the office, especially in the morning catching up on everyone’s personal life and making sure you have the latest updates on rumors. Get lazy about updating your customer records. Sales Training Tip #375: RFPS are Rarely Final. customer service.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

DECEMBER 16, 2011

Selling a Price Increase. It’s up to you to control your time and calendar. Sales Training Tip #359: Ideas Mean Nothing…Until… Why Long-Term Thinking is Vital to Your Sales Motivation. customer service. high profit selling. sales training. sales training tip. selling skills.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

JANUARY 17, 2012

Selling a Price Increase. I will give a disclaimer up front that many of these sales pundits who say cold-calling is dead are friends and business associates of mine. Up until a few years ago, I was not an advocate of using voicemail as part of the cold-calling strategy except in dire situations. customer service.

Cold Calling 209

Cold Calling Motivation Ideal Customer Profile Negotiation 209

The Sales Hunter

NOVEMBER 19, 2011

Selling a Price Increase. Don’t waste your time joining groups made up of your peers. Join groups where your customers are going to be. Related posts: Sales Training Tip #388: Which LinkedIn Groups Should You Join? Selling through Social Media and LinkedIn. Sales Training Tip #199: Network with Linkedin.com.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

NOVEMBER 25, 2011

Selling a Price Increase. You spend far more time preparing than you actually do selling or playing a game. I’m not asking for it to go to the same level as Aaron and Tom give — I’m just asking, “What would happen if you stepped up your game?” Sales Training Tip #300: How Confident Are You?

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

DECEMBER 10, 2011

Selling a Price Increase. Put Your Hands Up and Step Slowly Away From the Computer. Maybe it’s time someone comes to you to tells you to put your hands up and step away from the computer. What you need to be doing is picking up the phone and making the call or getting in your car and visiting the customer.

Ideal Customer Profile 175

Ideal Customer Profile Negotiation Facebook Hiring 175

The Sales Hunter

DECEMBER 23, 2011

Selling a Price Increase. An example I like to use in training programs is comparing two similar items — one being offered on eBay and the other by a store you’ve been buying from for years. Related posts: Sales Training Tip #312: How Much Will Customers Pay for Confidence? customer service.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

JANUARY 6, 2012

Selling a Price Increase. End result is the salesperson never winds up going after the big fish. ” It is because it’s also the best time for sales managers, CEOs, COOs, and others to get out visiting customers. Sales Prospecting: Follow-Up or Follow-Down. Sales Training Tip #266: Target 10% a Month.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

JANUARY 3, 2012

Selling a Price Increase. You would be crazy to not learn from these: SECRET #1: Best leads will always come from your existing customers. Never waste an opportunity to ask your current customer who else might benefit from what it is you’re selling. The thrill of picking up a new customer this way is incredible.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

NOVEMBER 26, 2011

Selling a Price Increase. This includes in particular the weeks surrounding Thanksgiving, the days leading up to Christmas and the very slow time of year between Christmas and New Year’s. All of this means you could be the person they do wind up talking to. Why Selling During the Holidays is an Absolute Must.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

The Sales Hunter

JANUARY 25, 2012

Selling a Price Increase. What this means is the salesperson has to be far more prepared to follow-up with the customer via email, telephone, mail, etc. Following up with a prospect is certainly nothing new, but what has changed is what is contained in the follow-up. Sales Training Tip #379: A Benefit?

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

The Sales Hunter

FEBRUARY 23, 2012

Selling a Price Increase. Leaders are comfortable with communication flowing back up to them and how to deal with it once it’s received. Leadership and High-Profit Selling. customer service. high profit selling. sales training. sales training tip. selling a price increase.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

The Sales Hunter

JANUARY 20, 2012

Selling a Price Increase. I knew what the regular price was and what the salesperson should have been selling it for. As if offering a discount right up front wasn’t a big enough mistake, the salesperson went on to give the customer an even bigger discount when they were slow to respond with their decision.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

DECEMBER 8, 2011

Selling a Price Increase. After 2 weeks, add up the time spent on various activities. If you want to close more sales, you have to set yourself up to close more sales. Sales Training Tip #308: What Value is Your Time Creating? Sales Training Tip #308: What Value is Your Time Creating? customer service.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

The Pipeline

OCTOBER 3, 2011

Sign up for our Email Newsletter. December 2010. November 2010. October 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. A Random Walk Up Sales Street. EDGE Selling. Gap Selling. Interactive Selling.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

The Sales Hunter

FEBRUARY 13, 2012

Selling a Price Increase. Guest post Monday and we have Owen Van Syckle of the Van Syckle Group , a sales training and consulting group. The beginner salesperson is ready to show (off) his knowledge that was probably learned in corporate sales training and they will monopolize the conversation. customer service.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

JANUARY 24, 2012

Selling a Price Increase. Don’t give your customer an option by asking them. Start softening up your customer now for an increase you intend to take in a month or two. If you want to be part of high-profit selling, you would be wise to do what it takes to raise your price when it needs to be raised.

Motivation 201

Motivation Ideal Customer Profile Hiring Negotiation 201

The Sales Hunter

JANUARY 5, 2012

Selling a Price Increase. More importantly, they blow up several of the myths most people have come to believe regarding sales. Summing it up, the authors don’t believe relationship selling is all it’s cracked up to be, and they have the data to back it up. customer service.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

JANUARY 24, 2012

Selling a Price Increase. When: You negotiate only after the customer has rejected your offer. This means you don’t start negotiating until after the selling process is over. I like to say we sell first, negotiate second. Second part of when is by doing it at a point in time that fits the customer’s timeline.

Negotiation 194

Negotiation Ideal Customer Profile Hiring Facebook 194

The Sales Hunter

DECEMBER 27, 2011

Selling a Price Increase. It’s their ability to have these meetings that will many times open up significant new leads. Selling a Price Increase: Tips To Start Using Now. customer service. high profit selling. sales training. sales training tip. selling a price increase.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Sales Hunter

FEBRUARY 3, 2012

Selling a Price Increase. Despite this fact, there still is no valid reason to give up on it all together. Far too many salespeople are quick to come up with other things they need to do in place of making cold calls. Phone Sales Training: Cold Calling Article. customer service. high profit selling.

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

The Sales Hunter

FEBRUARY 20, 2012

Selling a Price Increase. Though each year thousands of sales professionals give up their sales roles and accept the promotion. So we follow that up with Tuesday—you show up but no one else does. But what if on Monday morning all of your salespeople showed up to work and you didn’t? FREE Resources.

Motivation 220

Motivation Sales Management Hiring Negotiation 220

The Sales Hunter

DECEMBER 30, 2011

Selling a Price Increase. Don’t sit there and strategize about how you need to wait until the sun, moon and stars line up just right. Prospecting is not difficult and in the end it’s very rewarding, because it’s how you develop new customers. Sales Prospecting: Follow-Up or Follow-Down. sales training.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

The Sales Hunter

JANUARY 7, 2012

Selling a Price Increase. Too many salespeople spend way too much of their time listening to people who only wind up doing one thing — hurting their sales performance. Related posts: Sales Training Tip #368: Are You Truly a Leader? customer service. high profit selling. sales training.

Motivation 193

Motivation Hiring Ideal Customer Profile Negotiation 193

The Sales Hunter

FEBRUARY 25, 2012

Selling a Price Increase. You are a salesperson and during your working hours, your sales career demands that you focus on things related to selling. So, if you instead call your best customer when you are teetering on the edge of despair, there is a high likelihood that they will get your mind back on sales. customer service.

Closing 184

Closing Ideal Customer Profile Negotiation Hiring 184

The Sales Hunter

JANUARY 13, 2012

Selling a Price Increase. The new year is underway, momentum is hopefully picking up, and you are looking ahead with eager anticipation, right? Everything about their demeanor clearly conveys they aren’t just extroverted, they thrive off of being outwardly positive and revved up. customer service. leadership.

Motivation 177

Motivation Hiring Ideal Customer Profile Negotiation 177

The Sales Hunter

NOVEMBER 15, 2011

Selling a Price Increase. But still come up with 2-3 smaller goals you know you can accomplish. Once you’ve come up with those smaller goals, keep them in the forefront of your brain between now and the end of the year. Sales Training Tip #398: Do Your Goals Line Up With Your Boss’s Goals? training tip.

Motivation 178

Motivation Ideal Customer Profile Negotiation Hiring 178

The Sales Hunter

JANUARY 3, 2012

Selling a Price Increase. This is why I say you sell first and negotiate second. Sell first and get your price on the table with the customer. Only after the customer has rejected your price twice should you even think about negotiating. Too many people wind up getting suckered one step at a time.

Negotiation 177

Negotiation Motivation Strategy Ideal Customer Profile 177