The Sales Hunter

NOVEMBER 8, 2012

To offset their inability to do what they’re supposed to be able to do, they feel the way to close the sale is by offering a discount. My view when it comes to salespeople using a discount to close a sale is they are not a salesperson at all. Rather, I think they’re a customer service person at best.

Discount 262

Discount Customer Service Closing Selling Skills 262

Jeffrey Gitomer

DECEMBER 16, 2011

The 100-year path to a sale is over: Road Closed. Why on earth would you look for your prospect’s pain when he or she is looking for pleasure? Why on earth would you try to sell your prospect, when all they want to do is buy? How do I close a sale? Customer Satisfaction is Worthless, Customer Loyalty is Priceless.

Hiring 194

Hiring Cold Calling Closing Social Media 194

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Never go into a sales call not knowing how you’re going to close the sale. The most common part left out of any presentation is the close. This does not mean you’re only going to use one type of closing technique. prospecting.

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

The Sales Hunter

NOVEMBER 18, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. If you’re in a competitive industry where price and service mean the difference between making a sale and not making a sale, then it’s absolutely essential you don’t allow the holidays to work against you. Client List. Testimonials.

Ideal Customer Profile 196

Ideal Customer Profile Hiring Negotiation Facebook 196

Jeffrey Gitomer

MARCH 3, 2012

Gitomer | March 4, 2012 | Leave a Comment. Tweet Share I want you to join me March 8th for an afternoon leadership seminar, and March 9th for a morning sales seminar at the Sheraton Raleigh Hotel so you can make 2012 the year you dominate your market and the year you dominate your competition. Who is Jeffrey? Share this Post.

Hiring 171

Hiring Social Media Hotels Loyalty 171

The Sales Hunter

MARCH 2, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Mar 02, 2012. Copyright 2012, Mark Hunter “The Sales Hunter.” Closing a Sale: Getting Past The Soft Sell. customer service. prospecting. Il Commerciale - The Salesman © says: March 6, 2012 at 2:33 am. [.]

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Sales Hunter

JANUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Jan 20, 2012. 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. customer service. prospecting.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

DECEMBER 9, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. One way to look at this is by asking yourself this question: What would have happened if you had been able to close one additional sale in the previous quarter? Check out the articles and begin closing more sales at a higher margin. prospecting.

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

The Sales Hunter

NOVEMBER 26, 2012

When sales motivation and sales leadership work in tandem, this is where you will see exceptional customer service and profits. Third, customers will be drawn closer to you. Build a firm foundation and pay close attention to both! Copyright 2012, Mark Hunter “The Sales Hunter.”

Sales Leadership 188

Sales Leadership Motivation Customer Service Sales 188

The Sales Hunter

JANUARY 25, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Debunking the Myth of “Inside Sales” Jan 26, 2012. Not only does the customer have access to more knowledge, but the entire closing process has changed. The entire objective of the follow-up is of course to help close the sale.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

The Sales Hunter

DECEMBER 23, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. When the salesperson isn’t displaying confidence, it becomes far too easy for them to begin thinking the customer isn’t confident in buying. customer service. prospecting. customer service. prospecting.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

NOVEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. These include the ability to listen, ask questions, create a unique selling proposition and ultimately close. Prospecting. Or, are the questions nothing more than statements you’re asking the customer to confirm. customer service.

Selling Skills 186

Selling Skills Ideal Customer Profile Negotiation Facebook 186

The Sales Hunter

FEBRUARY 13, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 13, 2012. They write a lot of proposals, but have low closing ratios. Phase 2: Closed-Ended Questions (Sales Amateur). Manipulative questions are designed to “set up” the prospect. Client List. Testimonials.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

JANUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Jan 25, 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.

Negotiation 194

Negotiation Ideal Customer Profile Hiring Facebook 194

The Sales Hunter

NOVEMBER 11, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Will you close every sale? But the sales you do close you’ll know you secured honestly and without any manipulation. customer service. prospecting. customer service. prospecting. February 2012.

Motivation 187

Motivation Hiring Ideal Customer Profile Negotiation 187

Jeffrey Gitomer

FEBRUARY 18, 2011

They go through the same old crapola, of prospect , the point, present, close, follow-up! There is no time like the present to change things up in 2012 to ensure its better than 2011! Customer Satisfaction is Worthless, Customer Loyalty is Priceless. Return to top of page Copyright © 2012 All Rights Reserved.

Referrals 206

Referrals Hiring Social Media Loyalty 206

The Sales Hunter

FEBRUARY 17, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 17, 2012. If you are in B2B sales, you better pay close attention to the politics going on behind the scenes. Copyright 2012, Mark Hunter “The Sales Hunter.” customer service. prospecting. February 2012.

Motivation 172

Motivation B2B Decision Maker Hiring 172

The Sales Hunter

FEBRUARY 21, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 21, 2012. Do you really understand what your customer wants and/or needs? What I’ve discovered, though, is that whether a salesperson can command high profits usually boils down to this matter of what the customer really wants.

Motivation 147

Motivation Ideal Customer Profile Hiring Discount 147

The Sales Hunter

JANUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Jan 07, 2012. Pay close attention to how you spend your time, and avoid being with people who are only going to bring you down. Copyright 2012, Mark Hunter “The Sales Hunter.” customer service. prospecting.

Motivation 193

Motivation Hiring Ideal Customer Profile Negotiation 193

The Sales Hunter

FEBRUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 03, 2012. For some industries, especially those involving production employees or a lot of staff, the best time might very well be after 4:15 PM when production has wound down and the day is moving to a close. customer service.

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

The Sales Hunter

FEBRUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 24, 2012. You minimize the importance of prospecting. The salespeople who are exceptional actually like to prospect! Prospecting does not have to be a dreaded (or worse, neglected) aspect of sales. Client List. Testimonials.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

NOVEMBER 25, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. You can’t do your job without knowing something about your prospect or a scouting report. You can’t do your job without feedback from your customers or your coaches. Sadly, another difference worth looking closely at is commitment.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

NOVEMBER 19, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. I’ve been watching this trend closely, as I tend to be fairly heavy user of LinkedIn. Sales Prospecting and LinkedIn. customer service. prospecting. customer service. prospecting. February 2012.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

FEBRUARY 28, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 28, 2012. Always be improving your sales prospecting and sales closing processes. Copyright 2012, Mark Hunter “The Sales Hunter.” Sales Training Tip #393: Your Body Language and the Customer’s Objection.

System 160

System Motivation Training Hiring 160

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Jan 31, 2012. Use the telephone as one way to reach prospects, but don’t try to point people to your website in that call unless your website is unbelieveably compelling. Copyright 2012, Mark Hunter “The Sales Hunter.”

Cold Calling 180

Cold Calling Ideal Customer Profile Hiring Negotiation 180

Anthony Cole Training

AUGUST 9, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). The "No Time to Prospect" Myth - Why People Dont Succeed in Selling. Tonys Top Ten. 7 More Sales Core Competencies.

Hiring 136

Hiring Prospecting Ideal Customer Profile Sales Qualified Lead 136

The Sales Hunter

NOVEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Last thing you want is to make a mistake in the closing days of the quarter with how an order is handled. customer service. prospecting. Archives Select Month March 2012. February 2012. January 2012. Client List.

Motivation 150

Motivation Company Ideal Customer Profile Hiring 150

The Sales Hunter

JULY 31, 2012

A prospect or customer cancels an appointment. ” If a customer cancels an appointment, the last thing you should assume is that you lost the sale. .” ” If a customer cancels an appointment, the last thing you should assume is that you lost the sale. Copyright 2012, Mark Hunter “The Sales Hunter.”

Cancellation 192

Cancellation Motivation Closing Meeting 192

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Too many times when we aren’t able to close a sale and even when we do close a sale, we fail to look at what we did right and where we could improve. Conversely, the one who closes a couple of sales soon closes even more.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Cancellation 200

Jeffrey Gitomer

MARCH 7, 2012

Gitomer | March 7, 2012 | Leave a Comment. Using closing techniques. Why would you use time-worn, awkward phrases that manipulate the customer and make everyone uncomfortable? Blaming the prospect for your issues. Why are you making a “sales presentation” without understanding why the prospect may want to buy?

Hiring 225

Hiring Social Media Decision Maker Loyalty 225

Pointclear

APRIL 19, 2017

The entire day was spent talking about prospecting. movement harshly declare that proactive targeting and prospecting for new business is dead. These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. The more you prospect the luckier you get.”.

Conference 124

Conference Outbound Social Media PointClear 124

The Sales Hunter

DECEMBER 5, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Harness The Trigger Events That Turn Prospects Into Customers. ” As a sales rep, we usually only have to ask for the appointment, then go right for the gusto and try to close! customer service. prospecting.

Cold Calling 161

Cold Calling Motivation Hiring Ideal Customer Profile 161

Score More Sales

FEBRUARY 25, 2013

I walked out praising the customer service but bummed about how this “benefit” was just thrown in at the end. What do you assume that your prospects know? If you don’t have someone close to you to help with this, hire a coach. Translate this to your world. How can you clarify that?

Inside Sales 227

Inside Sales Lead Rank Lead Scoring Hiring 227

The Sales Hunter

MAY 29, 2012

The person’s perspective was he doesn’t need to sell because he works on building a relationship with the prospect and then they wind up buying. He was allowing the relationship he created with the prospect to be the foundation for the confidence the prospect needed to make a decision to buy. The reason is simple.

Channels 201

Channels Up-Sell Motivation Prospecting 201

The Sales Hunter

NOVEMBER 30, 2012

This is why I will say without hesitation the damage a bad salesperson can do to a company goes way beyond just losing a lot of sales they can’t close. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Customer 234

Customer Motivation Closing Benefit 234

The Sales Hunter

DECEMBER 13, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Learn how the customer expects to finish the year and what they expect next year to be like. Prospects: Call as many prospects as possible between now and the end of the year. customer service. prospecting. prospecting.

Ideal Customer Profile 172

Ideal Customer Profile Hiring Negotiation Referrals 172

Jeffrey Gitomer

AUGUST 23, 2011

They concentrate on the system and not the prospect. None of them are about “how to close the sale.” Questions must demand that the prospect be encouraged to consider new information (not tell you information you could have looked up yourself). What is selling about? Let me give you the non-sales skills version.

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326