The Sales Hunter

DECEMBER 29, 2011

Take the time to contact each one of your existing customers with one objective — get referrals. The way you do this if by first engaging the customer in a conversation about what they’ve gained from working with you. customer service. sales training. sales training tip. training tip. leadership.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Pipeline

SEPTEMBER 19, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. 25% Increase in Sales Training ROI – Sales eXchange – 115. Companies have shown selectivity with other training or development programs. April 2011.

ROI 243

ROI Pipeline Training Twitter 243

The Sales Hunter

FEBRUARY 28, 2012

Sales Training System: Do You Have One? Do you have a sales training system you believe in? It never ceases to amaze me how few salespeople have a personal sales training system. For some reason, they either believe sales training is the responsibility of the company they work for or they’re so good they don’t need it.

System 160

System Motivation Training Hiring 160

The Sales Hunter

DECEMBER 23, 2011

Sales Motivation: Customers Will Always Pay More For Confidence. Customers want solutions. You could put it another way — what customers want is confidence. In fact, I’ll go one step further in saying customers buy confidence. In fact, I’ll go one step further in saying customers buy confidence.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Pipeline

MAY 6, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Sales in a New World – Choosing your Customer. We used to go far and wide looking for customers. Choose your customers. August 2011.

Pipeline 256

Pipeline Hoovers Customer Hiring 256

The Pipeline

AUGUST 12, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. When the customer can’t be consoled, console the employee. “I can hear the frustration in your voice,” said Sarah, to an upset customer.

Pipeline 257

Pipeline Hoovers Customer Twitter 257

The Sales Hunter

NOVEMBER 21, 2011

” Related posts: Stop Sacrificing Your Co-Workers: Sales Training Tip #411. customer service. sales training. sales training tip. training tip. customer service. sales training. sales training tip. training tip. December 2010. November 2010. October 2010.

Motivation 185

Motivation Training Hiring Ideal Customer Profile 185

The Sales Hunter

DECEMBER 12, 2011

We came up with a slogan that we lived by: “A company built by agents for agents to better serve our customers.” Because in my opinion they are the customer—they built the company and they own the success of the company. They know that customer service is not a department; it’s an attitude. customer service.

Motivation 147

Motivation Real Estate Training Hiring 147

The Sales Hunter

DECEMBER 15, 2011

Internet platforms are very effective for generating business with both existing and new customers. customer service. sales training. sales training tip. training tip. customer service. sales training. sales training tip. training tip. December 2010. November 2010.

Social Media 152

Social Media Media Motivation Hiring 152

The Sales Hunter

MARCH 2, 2012

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. Our customers don’t care about our problems, they care about their problems. Customers are buying confidence. Our customers determine your level of success.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Sales Hunter

FEBRUARY 27, 2012

Have a “customer satisfaction” phone blitz. Contact each customer you have sold to and ask them how they like your service. Remember, regardless of whether the customer likes your service, they are telling others. Don’t waste your time on any sites that don’t match well with where your customers are.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

SBI Growth

AUGUST 12, 2012

At SBI, we often see Sales Talent disparaged as the result of an ineffective Sales Training program. It will get you the access to the tool you need to begin developing the proper training, our prospect/customer interview guide. So how do you create the right training environment ? Let’s start with a simple test.

Ideal Customer Profile 244

Ideal Customer Profile Training Buyer Follow-up 244

The Sales Hunter

NOVEMBER 22, 2011

To all my customers — a very big thank you for believing in me. Thank you customers for being patient with me when I may not have responded as quickly as you would have liked. Thank you customers for your questions and your comments. Sales Training Tip #262: Thankful for Sales. customer service. training tip.

Motivation 222

Motivation Ideal Customer Profile Hiring Negotiation 222

Sales and Marketing Management

SEPTEMBER 14, 2018

This is meant for educational and training purposes because of the clear examples and useful insights that can easily be understood by analyzing what they do. That represents 91 million people in the United States, according to the 2010 US Census. This approach is much more effective in converting prospects into customers.

Small Business 260

Small Business Small Business Marketing Social Media 260

The Sales Hunter

NOVEMBER 22, 2011

Customers continue to get smarter, and in today’s economy, they are using more tactics than ever to get what they want. Rule is to sell first and allow the customer to reject your unique selling proposition twice before even thinking about negotiating. Once you give the customer a lower price, they’ll expect it each time.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

DECEMBER 3, 2011

Phone Sales Tips When Contacting Customers. customer service. sales training. sales training tip. training tip. customer service. sales training. sales training tip. training tip. December 2010. November 2010. October 2010. September 2010. August 2010.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Pipeline

NOVEMBER 25, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Customer Care. Sales Training. Dave Kahle – Sales Training. From The Heart Sales Training Blog. August 2011. April 2011. March 2011.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

The Sales Hunter

JANUARY 24, 2012

Too many salespeople begin negotiating with customers too quickly. As soon as the customer gives any sort of resistance, it seems like the going norm is for the salesperson to roll over and play dead and give away the farm. When: You negotiate only after the customer has rejected your offer. Client Login. Mark Hunter.

Negotiation 194

Negotiation Ideal Customer Profile Hiring Facebook 194

The Pipeline

APRIL 27, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Voice of the Customer. At each meeting, the customer should be heard. Bring in outsiders to teach a skill or customer insight. August 2011.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Sales Hunter

DECEMBER 27, 2011

You think it’s effective to spend your time spouting off to anyone who will listen, including customers, about how inept marketing is. Ignore customers and the numerous requests they make. Even if you have connected the customer to someone else in the company, be sure to follow through to make sure the request was handled.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Pipeline

FEBRUARY 17, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. First, their view of, and approach to sales training ; second the alignment of their sales assets with clearly identifiable market segments. August 2011.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

The Pipeline

JANUARY 18, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Customer Care. Sales Training. Dave Kahle – Sales Training. From The Heart Sales Training Blog. August 2011. April 2011. March 2011.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

FEBRUARY 15, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. This indeed is a step forward as it aligns and consolidates the organization’s resource to better serve the most important element in selling, the customer.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Sales Hunter

NOVEMBER 29, 2011

Sales Training Tip #349: Two Great Questions You Can Ask. Sales Training Tip #371: Which Questions Are Most Important? customer service. sales training. sales training tip. training tip. customer service. sales training. sales training tip. training tip. December 2010.

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

The Sales Hunter

DECEMBER 16, 2011

Make sure you have at least one positive piece of information you can share with each customer you meet. Sales Training Tip #359: Ideas Mean Nothing…Until… Why Long-Term Thinking is Vital to Your Sales Motivation. customer service. sales training. sales training tip. training tip. sales training.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

NOVEMBER 19, 2011

Join groups where your customers are going to be. Related posts: Sales Training Tip #388: Which LinkedIn Groups Should You Join? Sales Training Tip #199: Network with Linkedin.com. customer service. sales training. sales training tip. training tip. customer service. sales training.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

FEBRUARY 20, 2012

Salespeople all know the power of referrals from existing customers and how these can be some of their best leads. Unfortunately, too few salespeople have a plan to get referrals on an ongoing basis from their customers. Again, you contact each customer. Client Login. Mark Hunter. Client List. Testimonials. FREE Resources.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Pipeline

DECEMBER 7, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Customer Care. Sales Training. Dave Kahle – Sales Training. From The Heart Sales Training Blog. August 2011. April 2011. March 2011.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Sales Hunter

DECEMBER 10, 2011

Simple — You’re spending too much time on the computer researching customers (at least that’s what you think you’re doing), and you’re not spending enough time actually selling. 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 Pipeline

NOVEMBER 11, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Worse they often cause a sale not to happen, as many customers will not deal with someone they perceive to be weak or desperate. Customer Care.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

The Sales Hunter

DECEMBER 27, 2011

Get your CEO and other senior level people on the road visiting customers. Too many sales managers and even C-Suite officers hold off on visiting customers until it’s time to close the sale. Get them out visiting customers now. I like this, because in my book, a customer who calls you is a full-profit customer.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Sales Hunter

NOVEMBER 18, 2011

Ask yourself — “Do ALL of my customers do the same thing?” Now ask yourself a MORE IMPORTANT question: “Do all of the customers I don’t sell to — but would like to — do the same thing?” 27 a day to do a phone blitz to customers and prospects to let them know you’re open.

Ideal Customer Profile 196

Ideal Customer Profile Hiring Negotiation Facebook 196

The Pipeline

NOVEMBER 16, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Customer Care. Sales Training. Dave Kahle – Sales Training. From The Heart Sales Training Blog. August 2011. April 2011. March 2011.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Sales Hunter

FEBRUARY 4, 2012

I’m a very strong believer in always selling first, because it gives us the ability to understand the customer’s key needs. It also allows us to gain a benchmark as to where the customer stands and ensures we know what it is we’re negotiating about — should it come to that. customer service. Mark Hunter.

Negotiation 206

Negotiation Motivation Hiring Ideal Customer Profile 206

The Sales Hunter

JANUARY 24, 2012

Don’t ask your customers for a price increase. Customers of all types are experiencing price increases. 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. Talk quality with your customer. Client Login.

Motivation 201

Motivation Ideal Customer Profile Hiring Negotiation 201

The Pipeline

OCTOBER 26, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Customer Care. Sales Training. Dave Kahle – Sales Training. From The Heart Sales Training Blog. August 2011. April 2011. March 2011.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Sales Hunter

NOVEMBER 25, 2011

You can’t do your job without feedback from your customers or your coaches. Sales Training Tip #300: How Confident Are You? Sales Training Tip #305: How Valuable are You? Professional Selling Skills Training: Stay Motivated, Finish Strong. Sales Training Tip #366: Who Determines Your Worth? customer service.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190