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. Let them share with you what they like, and then immediately after they get done telling you what they like, ask them for the name of people who might benefit from what you sell. FREE Resources. Sales Articles.

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. high profit selling. sales training. sales training tip.

Motivation 250

Motivation Hiring Ideal Customer Profile Negotiation 250

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

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? Negotiation.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

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. Sales Training Tip #375: RFPS are Rarely Final. high profit selling. sales training. sales training tip. selling skills.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

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. high profit selling. sales training. sales training tip.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

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

MARCH 1, 2012

Selling a Price Increase. If you want to know the best way to improve your negotiation skills, then invest more time in improving your selling skills. First thing I believe with regard to negotiating is that you sell first, negotiate second. If you have to negotiate, be sure your negotiation skills are up to par.

Negotiation 170

Negotiation Motivation Ideal Customer Profile Hiring 170

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. high profit selling. sales training. sales training tip.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

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? high profit selling.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

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. Today he offers key points on how your questioning skills can reveal if you are a sales amateur or a sales professional. Sales Training Tip #175: Ask the Right Type of Questions.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Pipeline

APRIL 27, 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. We’re not selling in a vacuum. Bring in outsiders to teach a skill or customer insight.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

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. high profit selling. April 2010.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

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

FEBRUARY 24, 2012

Selling a Price Increase. If you constantly have to have an external carrot dangling in front of your face or you have to have your manager standing over you on a daily basis to get you out selling, then sales is not the profession for you. Related posts: 3 Ways to Stop Being Afraid of Closing: Sales Training Tip #413.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

JANUARY 14, 2012

Selling a Price Increase. If you as a salesperson — or worse, if you as a sales manager — do not believe in the price of what you sell, then that is a bigger problem than whether you have a tendency to offer a discount. You may not think you are, because you “feel” like you are selling so much more.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

The Sales Hunter

DECEMBER 6, 2011

Selling a Price Increase. If we expect to win in a fantasy league, we need to look at individual players; in sales, we need to look at individual selling steps. Related posts: Professional Selling Skills Training: Stay Motivated, Finish Strong. Sales Training Tip #198: Know Your MLB. high profit selling.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Cancellation 200

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. high profit selling. sales training. sales training tip. selling a price increase. selling skills.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

NOVEMBER 19, 2011

Selling a Price Increase. Don’t waste your time joining groups made up of your peers. 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. high profit selling. sales training.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

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. high profit selling.

Cold Calling 209

Cold Calling Motivation Ideal Customer Profile Negotiation 209

The Sales Hunter

FEBRUARY 17, 2012

Selling a Price Increase. This is a basic rule of selling in a B2B environment. The politics can come in many different forms, but the one that trips up salespeople the most is the politics that can from what I call the “remote influencer.” Sales Training Tip #146: Decision-Maker Calls. high profit selling.

Motivation 172

Motivation B2B Decision Maker Hiring 172

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

JANUARY 6, 2012

Selling a Price Increase. End result is the salesperson never winds up going after the big fish. Using senior level people early in the year as a tool to open up new opportunities will result in big payouts later in the year. 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. Never waste an opportunity to ask your current customer who else might benefit from what it is you’re selling. They’re already sold on what it is you’re selling; the only problem is they’re buying it from someone else. high profit selling. sales training.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

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. high profit selling. sales training. sales training tip. selling a price increase. selling skills.

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. training tip.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

DECEMBER 20, 2011

Selling a Price Increase. What’s worse is not only do they blame everybody else, but they’re so busy blaming others that they never come up with a solution to fix anything. Sales Training Tip #405: What Makes a Stupid Customer? 3 Ways to Stop Being Afraid of Closing: Sales Training Tip #413. sales training.

Motivation 190

Motivation Ideal Customer Profile Negotiation Hiring 190

The Sales Hunter

JANUARY 24, 2012

Selling a Price Increase. 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. 7 Easy Ways to Screw Up a Price Increase. Selling a Price Increase.

Motivation 201

Motivation Ideal Customer Profile Hiring Negotiation 201

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. high profit selling. sales training. sales training tip. selling a price increase. selling skills. training tip. high profit selling.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

JANUARY 24, 2012

Selling a Price Increase. This means you don’t start negotiating until after the selling process is over. I like to say we sell first, negotiate second. How: Sales negotiating requires a process, and to sum it up, it means the following: 1. high profit selling. sales training. sales training tip.

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. high profit selling. sales training. sales training tip. selling a price increase. selling skills. August 2010.

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. high profit selling. sales training.

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

The Sales Hunter

NOVEMBER 14, 2011

Selling a Price Increase. You develop a plan to do one or more of the following: Develop a new selling skills program. Sales managers struggle to come up with the answers and reps get nervous. They reinforce sales training and help companies maximise their teaching efforts and deliver more sales. sales training.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

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. Sales Prospecting: Follow-Up or Follow-Down. The Myth of Finding More Time to Prospect: Sales Training Tip #412. high profit selling. sales training. selling skills.

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? high profit selling. sales training. sales training tip. training tip.

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. Your sales motivation will go up a notch or two. Sales Training Tip #377: Is Your Sale Really a Good Sale? Closing a Sale: Getting Past The Soft Sell. sales training.

Closing 184

Closing Ideal Customer Profile Negotiation Hiring 184