The Sales Hunter

NOVEMBER 11, 2011

Nov 11, 2011. As a speaker and consultant, I spend time with salespeople, managers and company leaders across a wide spectrum of industries. Here’s to great selling! Copyright 2011, Mark Hunter “The Sales Hunter.” high profit selling. selling a price increase. selling skills.

Motivation 187

Motivation Hiring Ideal Customer Profile Negotiation 187

The Sales Hunter

NOVEMBER 10, 2011

Nov 10, 2011. ” “I help companies fill their orders faster.” ” “I help CEOs make their companies more customer-friendly.” ” “I help companies better manage their communications systems.” ” No matter what you sell, it exists because it benefits people some how.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

The Sales Hunter

FEBRUARY 27, 2012

If you aren’t positive about both yourself and what you sell, then how do you expect anyone you meet to even think about being a prospect? If a prospect is not willing to share with you some sort of proprietary or personal information about themselves or their company, then they’re not serious about working with you.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

The Sales Hunter

DECEMBER 3, 2011

18 Phone Sales Skills Tips You Can Use Right Now. Dec 03, 2011. It’s time to crank out a new list of phone sales skills tips. Always have the person’s name and the name of their company on a piece of paper in front of you as you call. Copyright 2011, Mark Hunter “The Sales Hunter.”

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

FEBRUARY 24, 2012

Sure, there is a possibility that you just aren’t matched to the right product, but I’m guessing your attitude is more reflective of a general approach to selling. If you are in a sales position right now and you don’t trust your company, its product or its pricing, you should take a break and stop being a salesperson.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

JANUARY 14, 2012

I feel so strongly about this that I think nearly all companies should have policies that prohibit a salesperson from offering a discount without getting approval from their manager. When they are not allowed to discount, the salespeople tended to refine their selling skills so that they were better equipped to sell at full price.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

The Sales Hunter

FEBRUARY 28, 2012

Some companies are hesitant to develop an “ultra-price package,” but it may be key to maximizing profits. There is always a dance going on between a company and a customer. Companies often develop different “price points” for various levels of products and services. high profit selling. April 2011.

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

The Sales Hunter

JANUARY 20, 2012

It’s time to get control of the #1 thing salespeople do on a regular basis to hurt themselves and their company. I don’t believe it’s a lack of closing, prospecting or any other skill that most salespeople would say is the #1 way they are hurting themselves and their company. high profit selling.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

JANUARY 3, 2012

SECRET #2: Search for and identify those companies that are currently doing business with your closest competitors. They’re already sold on what it is you’re selling; the only problem is they’re buying it from someone else. Every organization has turnover and people will move from one company to another company.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

NOVEMBER 29, 2011

Nov 29, 2011. Use these six sales questions to ask a prospect as your starting point in developing your skills to allow you to one day become a top performer. Copyright 2011, Mark Hunter “The Sales Hunter.” high profit selling. selling a price increase. selling skills. December 2011.

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

Jeffrey Gitomer

MARCH 16, 2011

Gitomer | March 16, 2011 | 6 Comments. The customer doesn’t like, trust or have confidence in your company. • The customer has had a previous bad experience with your product or your company. • The customer has heard of a previous bad experience with your product or your company (and believed it). See Jeffrey Live!

Hiring 226

Hiring Remedy Social Media Loyalty 226

The Sales Hunter

JANUARY 17, 2012

Companies are rarely able to look at everything they need to look at. high profit selling. selling a price increase. selling skills. Blog , Consultative Selling , Customer Service. December 2011. November 2011. October 2011. September 2011. August 2011. April 2011.

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175

The Sales Hunter

NOVEMBER 14, 2011

Nov 14, 2011. You develop a plan to do one or more of the following: Develop a new selling skills program. They reinforce sales training and help companies maximise their teaching efforts and deliver more sales. high profit selling. selling a price increase. selling skills. December 2011.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

The Sales Hunter

FEBRUARY 20, 2012

Again, this is an opportunity to ask the person with whom you are talking for the names of companies and individuals you may contact who could benefit from what you offer. high profit selling. selling a price increase. selling skills. December 2011. November 2011. October 2011. September 2011.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Pipeline

APRIL 27, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Bring in outsiders to teach a skill or customer insight. Practice objection-handling or consultative selling skills. February 2012.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Sales Hunter

FEBRUARY 28, 2012

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. high profit selling. selling a price increase. selling skills. Blog , Professional Selling Skills , Sales Training , Sales Training Program , Sales Training Speaker.

System 160

System Motivation Training Hiring 160

The Sales Hunter

JANUARY 30, 2012

“What company is moving into that big office building under construction along the freeway?” It consists of the most fascinating aspects of your job, company or industry. high profit selling. selling a price increase. selling skills. December 2011. November 2011. October 2011.

Motivation 155

Motivation Real Estate Hiring Construction 155

Jeffrey Gitomer

DECEMBER 16, 2011

Gitomer | December 16, 2011 | 1 Comment. Tweet Share We are in the year 2011 and it’s amazing to me that people are still cold calling, leaving voicemails, asking for appointments, and, in general, trying to pull out their Felix the Cat tricks that were dead and gone the moment the Internet reached awareness. Online Training.

Hiring 194

Hiring Cold Calling Closing Social Media 194

Jeffrey Gitomer

MAY 18, 2011

Gitomer | May 18, 2011 | 3 Comments. You can get this information from lots of places: secretaries, brochures, annual reports, and employees of the company (especially other salespeople). Darren says: May 18, 2011 at 7:39 pm. Jennifer says: May 23, 2011 at 5:18 pm. uswah says: June 19, 2011 at 3:50 pm. Categories.

Hiring 265

Hiring Lead Rank Lead Scoring Leads 265

The Sales Hunter

DECEMBER 30, 2011

Dec 30, 2011. Don’t waste your energy extolling the virtues of how wonderful you and your company are. Copyright 2011, Mark Hunter “The Sales Hunter.” high profit selling. selling a price increase. selling skills. December 2011. November 2011. October 2011.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

Jeffrey Gitomer

JULY 29, 2011

Gitomer | July 29, 2011 | Leave a Comment. Do you love your company? Filed Under: Attitude , Sales , Success Tagged With: attitude training , corporate sales training , gitomer , how to sell , Jeffrey gitomer , jefrrey gitomer , professional sales training , sales article , sales skills , selling skills.

Hiring 317

Hiring Social Media Loyalty Cancellation 317

The Sales Hunter

NOVEMBER 28, 2011

Nov 28, 2011. High turnover rates can lead to rash decisions that in turn can lead to significant financial losses for companies. Communicate the culture of your company to the candidate before extending the offer for employment. high profit selling. selling a price increase. selling skills.

Hiring 160

Hiring Ideal Customer Profile Negotiation Facebook 160

The Sales Hunter

NOVEMBER 21, 2011

Nov 21, 2011. Therefore, they’re working to help make the company more successful, not themselves: That’s de-motivating.” high profit selling. selling a price increase. selling skills. December 2011. November 2011. October 2011. September 2011. August 2011.

Motivation 185

Motivation Training Hiring Ideal Customer Profile 185

The Sales Hunter

FEBRUARY 6, 2012

Guest post Monday brings us John Doerr, president of RAIN Group, a sales training , assessment, and sales performance improvement company. John is author of The Wall Street Journal bestseller Rainmaking Conversations: Influence, Persuade and Sell in Any Situation. high profit selling. selling a price increase. April 2011.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

The Sales Hunter

JANUARY 9, 2012

Copyright 2011 Marjorie Brody. She is CEO of BRODY Professional Development, a business communication and presentation skills company that offers tailored training programs, workshops, keynote presentations, and executive coaching. high profit selling. selling a price increase. selling skills.

Motivation 167

Motivation Ideal Customer Profile Negotiation Hiring 167

The Sales Hunter

FEBRUARY 10, 2012

Use the opportunity to teach them something that will help them do their job or run their company more effectively. Show concern and interest in the client’s company goals. Get to know as many people in the company as possible and make sure they know you by name and company. high profit selling. October 2011.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Sales Hunter

JANUARY 31, 2012

If a customer is not willing to reveal to you something about them or their company that is not known by the general public, then run! If you’re reading this and you work for a large company, you might be saying that it’s impossible for you to do that. high profit selling. selling a price increase.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

The Sales Hunter

DECEMBER 13, 2011

Dec 13, 2011. For many companies, the ability to delay a price increase is no longer an option. high profit selling. selling a price increase. selling skills. One Response to “The Best Way to Get Ready for Your 2012 Price Increase” John says: December 13, 2011 at 2:07 pm. December 2011.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

The Sales Hunter

DECEMBER 12, 2011

Dec 12, 2011. When I started DEEB Realty in 1993 after more than 10 years in the real estate business, I decided to build a real estate company that would specialize in treating agents better than they were treated by competitors in my industry. Yes, even a company that was owned by Warren Buffett was not immune to our wrath.

Motivation 147

Motivation Real Estate Training Hiring 147

The Sales Hunter

FEBRUARY 7, 2012

high profit selling. selling a price increase. selling skills. Blog , Consultative Selling , Customer Service , leadership. And positivity carries over into how you talk about other people, be that colleagues, other customers, or other people at your prospects company. December 2011. November 2011.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

JANUARY 31, 2012

If you work for a major company, you might be saying this doesn’t apply to you. high profit selling. selling a price increase. selling skills. December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011.

Cold Calling 180

Cold Calling Ideal Customer Profile Hiring Negotiation 180

The Sales Hunter

FEBRUARY 14, 2012

In my recent book, High-Profit Selling: Win the Sale Without Compromising on Price , I explain that “when a business provides its customers with what they need and want, it is able to make a profit. high profit selling. selling a price increase. selling skills. December 2011. November 2011.

Motivation 163

Motivation Discount Ideal Customer Profile Negotiation 163

The Sales Hunter

FEBRUARY 7, 2012

Whenever one of your customers buys from you, whether that customer is a company or an individual, they are “investing” in what your product or service offers. high profit selling. selling a price increase. selling skills. December 2011. November 2011. October 2011. September 2011.

Ideal Customer Profile 158

Ideal Customer Profile Negotiation Hiring Discount 158

The Sales Hunter

DECEMBER 19, 2011

Dec 19, 2011. Guest post Monday and we have Dave Kahle , author of How To Sell Anything to Anyone Anytime. Add to that an honest assessment of the unique value the company brings to the market. high profit selling. selling a price increase. selling skills. December 2011. November 2011.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

Understanding the Sales Force

APRIL 4, 2012

OMG found that the candidate has only 11% of the attributes of the Consultative selling skill set and 11% of the attributes of the Closer skill set. OMG found that while the candidate Enjoys Selling , he has a very low Sales Posturing Score, so he'll struggle making good first impressions. c) Copyright 2011 Dave Kurlan

Hiring 184

Hiring Cold Calling Selling Skills Consultative Selling 184

Jeffrey Gitomer

MARCH 15, 2011

Gitomer | March 15, 2011 | 2 Comments. Antoine Dupont says: March 16, 2011 at 1:53 pm. Pat Ferdinandi says: March 17, 2011 at 1:07 pm. Pat Ferdinandi says: March 17, 2011 at 1:07 pm. The key word is “social” and yes, companies need to be neighborly again! See Jeffrey Live! Hire Jeffrey. Who is Jeffrey?

Facebook 144

Facebook Hiring Social Media Loyalty 144

Jeffrey Gitomer

SEPTEMBER 7, 2011

Gitomer | September 7, 2011 | 2 Comments. If you don’t love what you do, you will never achieve the goals that you’ve set for yourself, let alone the arbitrary ones your company sets for you (also known as quotas). John Lind says: September 7, 2011 at 4:47 pm. Luis London says: September 9, 2011 at 2:29 pm.

Hiring 245

Hiring Training Social Media Follow-up 245