The Sales Hunter

DECEMBER 3, 2011

Selling a Price Increase. Communication Skills. 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. selling a price increase.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

JANUARY 25, 2012

Selling a Price Increase. Communication Skills. 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. high profit selling.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

The Sales Hunter

MARCH 1, 2012

Selling a Price Increase. Communication Skills. 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. high profit selling. selling skills.

Negotiation 170

Negotiation Motivation Ideal Customer Profile Hiring 170

The Sales Hunter

FEBRUARY 16, 2012

Selling a Price Increase. Communication Skills. 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. selling skills.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

The Sales Hunter

NOVEMBER 26, 2011

Selling a Price Increase. Communication Skills. 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. high profit selling.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

The Sales Hunter

JANUARY 5, 2012

Selling a Price Increase. Communication Skills. 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.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

DECEMBER 8, 2011

Selling a Price Increase. Communication Skills. 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. high profit selling. selling a price increase. selling skills. high profit selling. October 2010.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

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

DECEMBER 6, 2011

Selling a Price Increase. Communication Skills. 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. high profit selling. selling skills.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Cancellation 200

The Sales Hunter

FEBRUARY 24, 2012

Selling a Price Increase. Communication Skills. 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. high profit selling. selling a price increase.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

JANUARY 14, 2012

Selling a Price Increase. Communication Skills. 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. high profit selling. selling a price increase. selling skills.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

The Sales Hunter

FEBRUARY 13, 2012

Selling a Price Increase. Communication Skills. Manipulative questions are designed to “set up” the prospect. It's Called "Professional Selling Skills" for a Reason. high profit selling. selling a price increase. selling skills. high profit selling.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

DECEMBER 16, 2011

Selling a Price Increase. Communication Skills. It’s up to you to control your time and calendar. high profit selling. selling a price increase. selling skills. high profit selling. selling a price increase. selling skills. December 2010. November 2010.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

JANUARY 3, 2012

Selling a Price Increase. Communication Skills. 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.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

DECEMBER 29, 2011

Selling a Price Increase. Communication Skills. Get others selling for you. What I’m talking about is creating a unique selling proposition that is so special and different that your current customers, prospects and other people are encouraged to tell others about it. Sales Motivation: 2011 Goals Check Up.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Sales Hunter

JANUARY 6, 2012

Selling a Price Increase. Communication Skills. 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. high profit selling.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

NOVEMBER 19, 2011

Selling a Price Increase. Communication Skills. Don’t waste your time joining groups made up of your peers. Selling through Social Media and LinkedIn. high profit selling. selling a price increase. selling skills. high profit selling. selling a price increase. December 2010.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

JANUARY 20, 2012

Selling a Price Increase. Communication Skills. I knew what the regular price was and what the salesperson should have been selling it for. Did the customer wind up buying? The problem is they gave up nearly 50% of the profit they should have made. high profit selling. selling a price increase.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

DECEMBER 10, 2011

Selling a Price Increase. Communication Skills. 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. Take that time and make it more productive by picking up the phone and calling the prospect.

Ideal Customer Profile 175

Ideal Customer Profile Negotiation Facebook Hiring 175

The Sales Hunter

FEBRUARY 17, 2012

Selling a Price Increase. Communication Skills. 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.” high profit selling. selling skills.

Motivation 172

Motivation B2B Decision Maker Hiring 172

The Sales Hunter

FEBRUARY 23, 2012

Selling a Price Increase. Communication Skills. 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. selling a price increase. selling skills. high profit selling.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

The Sales Hunter

JANUARY 24, 2012

Selling a Price Increase. Communication Skills. 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.

Motivation 201

Motivation Ideal Customer Profile Hiring Negotiation 201

The Sales Hunter

JANUARY 27, 2012

Selling a Price Increase. Communication Skills. ” This happens when the salesperson who is left alone too much begins to come up with all kinds of reasons as to why something won’t work. high profit selling. selling a price increase. selling skills. high profit selling. August 2010.

Sales Management 204

Sales Management Training Hiring Ideal Customer Profile 204

The Sales Hunter

JANUARY 24, 2012

Selling a Price Increase. Communication Skills. 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. Do You Have Effective Negotiation Skills?

Negotiation 194

Negotiation Ideal Customer Profile Hiring Facebook 194

The Sales Hunter

FEBRUARY 20, 2012

Selling a Price Increase. Communication Skills. For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. high profit selling. selling a price increase. selling skills. high profit selling. selling a price increase. August 2010.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

DECEMBER 27, 2011

Selling a Price Increase. Communication Skills. 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. selling a price increase. selling skills. high profit selling.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Sales Hunter

NOVEMBER 14, 2011

Selling a Price Increase. Communication Skills. 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. high profit selling. selling a price increase. selling skills.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

The Sales Hunter

JANUARY 9, 2012

Selling a Price Increase. Communication Skills. We have all seen it happen to other people, and you need to learn what to do if it happens to you: Pause, look at your notes or outline and try to pick up again where you left off, or move on to your next thought. Part 6: Why Selling Features Will Kill You Every Time.

Motivation 167

Motivation Ideal Customer Profile Negotiation Hiring 167

The Sales Hunter

DECEMBER 30, 2011

Selling a Price Increase. Communication Skills. 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. high profit selling. selling a price increase. selling skills. high profit selling.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

The Sales Hunter

FEBRUARY 7, 2012

Selling a Price Increase. Communication Skills. 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. high profit selling. selling a price increase. selling skills.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

JANUARY 7, 2012

Selling a Price Increase. Communication Skills. Too many salespeople spend way too much of their time listening to people who only wind up doing one thing — hurting their sales performance. high profit selling. selling a price increase. selling skills. high profit selling. selling skills.

Motivation 193

Motivation Hiring Ideal Customer Profile Negotiation 193

The Sales Hunter

FEBRUARY 25, 2012

Selling a Price Increase. Communication Skills. 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. Closing a Sale: Getting Past The Soft Sell. high profit selling. selling skills.

Closing 184

Closing Ideal Customer Profile Negotiation Hiring 184

The Sales Hunter

FEBRUARY 3, 2012

Selling a Price Increase. Communication Skills. 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. high profit selling. selling a price increase. selling skills.

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

The Sales Hunter

JANUARY 3, 2012

Selling a Price Increase. Communication Skills. This is why I say you sell first and negotiate second. Sell first and get your price on the table with the customer. Have a list of things you are would be willing to offer up that are of low cost to you but high value to the customer. high profit selling.

Negotiation 177

Negotiation Motivation Strategy Ideal Customer Profile 177

The Sales Hunter

NOVEMBER 15, 2011

Selling a Price Increase. Communication Skills. 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. high profit selling. selling a price increase. December 2010.

Motivation 178

Motivation Ideal Customer Profile Negotiation Hiring 178

The Sales Hunter

FEBRUARY 21, 2012

Selling a Price Increase. Communication Skills. Unfortunately, salespeople tend to know their product or service so well that they gravitate toward singing the praises of the features of what they sell — instead of patiently and intentionally uncovering the true wants and needs of the customer. high profit selling.

Motivation 147

Motivation Ideal Customer Profile Hiring Discount 147

The Sales Hunter

DECEMBER 13, 2011

Selling a Price Increase. Communication Skills. Get orders set up now for the next year, including dates, quantities, etc. Don’t put off until tomorrow what you could be doing today: It’s easy to say you’re going to close up shop, take time off and say to yourself you’ll crank it up come January.

Ideal Customer Profile 172

Ideal Customer Profile Hiring Negotiation Referrals 172