The Sales Hunter

JANUARY 5, 2012

Jan 05, 2012. I recently read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. Copyright 2012, Mark Hunter “The Sales Hunter.” Boost Your Sales Motivation with SNAP Selling. high profit selling. selling a price increase. selling skills.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

Jeffrey Gitomer

OCTOBER 19, 2011

Write it on the back of their card as soon as you finish the conversation.). Filed Under: Attitude , Customer Loyalty , General , Generating Referrals , Sales Tagged With: attitude training , corporate sales training , little black book of connections , professional sales training , sales presentations , sales training , selling skills.

Networking 314

Networking Hiring Prospecting Social Media 314

The Sales Hunter

FEBRUARY 7, 2012

Feb 07, 2012. Using this technique requires you to be engaged and sincere about the topic of conversation. Use that common interest as a springboard for starting additional conversations and as reasons to send an email or leave a voice mail. Make sure all of your conversations and your body language are positive.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

FEBRUARY 13, 2012

Feb 13, 2012. Today he offers key points on how your questioning skills can reveal if you are a sales amateur or a sales professional. The beginner salesperson is ready to show (off) his knowledge that was probably learned in corporate sales training and they will monopolize the conversation. high profit selling.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

FEBRUARY 16, 2012

Feb 16, 2012. Making every conversation about you. Copyright 2012, Mark Hunter “The Sales Hunter.” high profit selling. selling a price increase. selling skills. One Response to “5 Deadly Sins People Make When Networking” Ted Rubin says: March 3, 2012 at 10:39 pm.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

The Sales Hunter

NOVEMBER 10, 2011

You cringe a little when, in a casual conversation, someone asks what you do and you respond that you’re “in sales.” high profit selling. selling a price increase. selling skills. Blog , Professional Selling Skills , Sales Motivation. Archives Select Month March 2012.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

The Sales Hunter

NOVEMBER 22, 2011

Conversely, the less the customer knows about yours, the better off you will be. high profit selling. selling a price increase. selling skills. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. cold calling. customer service. discounting.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

JANUARY 24, 2012

Jan 24, 2012. Engage your customer in a conversation regarding quality and, in particular, long-term quality. 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. Copyright 2012, Mark Hunter “The Sales Hunter.” high profit selling.

Motivation 201

Motivation Ideal Customer Profile Hiring Negotiation 201

Score More Sales

FEBRUARY 20, 2013

And often I observed that a salesperson could execute hard selling skills very effectively during role plays and practice sessions. Then, when he or she encountered a tough prospect, all their good selling skills went out the window. Emotions started running the call—not effective influence and communication skills.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

The Sales Hunter

DECEMBER 6, 2011

Conversely, the one who closes a couple of sales soon closes even more. Related posts: Professional Selling Skills Training: Stay Motivated, Finish Strong. high profit selling. selling a price increase. selling skills. Professional Selling Skills. Archives Select Month March 2012.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Cancellation 200

The Sales Hunter

NOVEMBER 19, 2011

I’ve had many a conversation with senior level people who have said they’ve been following me on LinkedIn for some time before making contact. high profit selling. selling a price increase. selling skills. Archives Select Month March 2012. February 2012. January 2012. cold calling.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

FEBRUARY 10, 2012

Feb 10, 2012. ” If this is the case, then the last thing you want to be doing is having a conversation with them on your cell phone while you’re driving.). Bring everything to the conversation in a positive, solution-minded manner. Here’s to great selling! high profit selling. selling skills.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Sales Hunter

FEBRUARY 6, 2012

Feb 06, 2012. John is author of The Wall Street Journal bestseller Rainmaking Conversations: Influence, Persuade and Sell in Any Situation. Methodology: A system of strategies, principles, rules, guidelines, tools, learning approaches, language, and evaluation methods for selling. high profit selling. January 2012.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

The Sales Hunter

DECEMBER 17, 2011

Conversely, the feedback I received to the question on a discussion board dominated by a group of people who would be considered lower-level salespeople was all about shutting down and how the holidays are a time to stop working. Tags: buyer. high profit selling. selling a price increase. selling skills.

Motivation 163

Motivation Ideal Customer Profile Hiring Negotiation 163

The Sales Hunter

SEPTEMBER 21, 2012

Listen closely in conversations and you can pick up clues that a person is interested in what is happening in the National Football League or in Major League Baseball (or in other sports such as soccer, golf, basketball, etc.). Generating conversation is so vital as you are building a relationship where sales are more likely to happen.

Sports 162

Sports Motivation Conversion Closing 162

The Sales Hunter

DECEMBER 13, 2011

You’ll be amazed at who you reach and the conversations you have. high profit selling. selling a price increase. selling skills. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. cold calling. customer service. discounting.

Ideal Customer Profile 172

Ideal Customer Profile Hiring Negotiation Referrals 172

The Sales Hunter

JULY 26, 2012

We were talking about how to engage the customer in a conversation. The problem is the salespeople with whom I was having a discussion were saying that this testimonial approach is how they open the conversation with the customer. Copyright 2012, Mark Hunter “The Sales Hunter.” Let’s get real.

Customer 212

Customer Motivation Up-Sell Groups 212

The Sales Hunter

MAY 29, 2012

After about 20 seconds of conversation, we were done and I moved on. With that conversation, I admit I felt good — but I certainly didn’t expect anything to come of it. Copyright 2012, Mark Hunter “The Sales Hunter.” Fast forward to today. The power of saying thank you — never underestimate it.

Intent 194

Intent Motivation Course Conversion 194

The Sales Hunter

AUGUST 14, 2012

Sorry, but more times than not, the customer’s interest level in what you’re selling is at best top-level only. Conversely, if you are spending time discussing with your customers their business and the things they are truly interested in, then you’re behaving the way a valuable salesperson should.

Maximizer 241

Maximizer Motivation Customer B2B 241

Sales Training Connection

JUNE 11, 2012

They are: Don’t start the conversation with “I want to build my business and I can use your help.” In that conversation the focus is on the sales rep – not on the customer. In today’s competitive market asking for and managing referrals is a core selling skill. ©2012 Sales Horizons, LLC.

Referrals 115

Referrals Sales Qualified Lead Campaigns Sales Cycle 115

The Sales Hunter

AUGUST 11, 2012

It tells me you don’t have anything better to open up a conversation with, and as far as I’m concerned, when a salesperson asks me that question, I’m immediately turned off. Open your conversation with something meaningful, like a question that is going to show you’re calling for a reason.

Customer 183

Customer Relationals Motivation Prospecting 183

Understanding the Sales Force

OCTOBER 30, 2012

Consultative Selling Skills (Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. OMG looks at the specific skills necessary for selling consultatively and scored the candidate at 22%). c) Copyright 2012 Dave Kurlan The candidate scored 60% on Caliper and 92 on OMG).

Hiring 238

Hiring Lead Rank Lead Scoring Sales Qualified Lead 238

The Sales Hunter

NOVEMBER 7, 2012

Far too many sales calls are nothing more than one-sided conversations that should really be referred to as a bad lecture from a boring professor. Copyright 2012, Mark Hunter “The Sales Hunter.” Using it later in the presentation can help you set up a trial close. Either way it helps you move the sales process forward.

Customer 191

Customer Follow-up Closing Exact 191

The Sales Hunter

JULY 30, 2012

I never cease to be amazed by the number of salespeople who are pretty good at connecting with customers, but absolutely lousy at documenting what they learn in such conversations. Copyright 2012, Mark Hunter “The Sales Hunter.” As for the second part — taking good notes — I can’t emphasize this enough.

Customer 179

Customer Industry Motivation CRM 179

The Sales Hunter

APRIL 3, 2012

In fact, when I share this tip with salespeople, many will inevitably push back, arguing that if the customer drives the conversation, it will land right smack dab in the middle of a discount. In reality, though, your strategic silence is setting the stage for the customer to grasp the true value of what you are selling.

Discount 197

Discount Call-back Motivation Benefit 197

The Sales Hunter

MAY 29, 2012

An example might be someone who sells a specific product or service and there are only 100 customers who could possible buy from them. If you’re asking me if I believe in relationship selling and practice it, my answer is “yes!” Copyright 2012, Mark Hunter “The Sales Hunter.”

Channels 201

Channels Up-Sell Motivation Prospecting 201

The Sales Hunter

APRIL 19, 2012

Needless to say, I still wasn’t interested and proceeded to end the conversation. Copyright 2012, Mark Hunter “The Sales Hunter.” Without missing a beat, the salesperson then quickly pointed out that if I would buy today, I could get almost 50% off. Let’s get real. ” Sales Motivation Blog.

Negotiation 186

Negotiation Prospecting Discount Up-Sell 186

Sales Training Connection

OCTOBER 5, 2012

The winners will be those that have the capacity to adjust and adapt their sales strategies and the build a new set of innovative selling skills that their sales teams master. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2012 Sales Horizons, LLC.

Positioning 95

Positioning Health Care Face-to-face Travel 95

The Sales Hunter

MARCH 27, 2012

The substance of these conversations could be positive or negative — meaning, you could discover not only the big dreams of the company, but also the big stumbling blocks. Copyright 2012, Mark Hunter “The Sales Hunter.” WHY is strategic questioning so valuable? ” Sales Motivation Blog.

Industry 174

Industry Motivation Examples Positioning 174

The Sales Hunter

SEPTEMBER 28, 2012

This past week I’ve had three conversations with people regarding sales process. Copyright 2012, Mark Hunter “The Sales Hunter.” Each time the person was asking me about the sales process they use and whether or not it’s effective. ” Sales Motivation Blog.

Sales Process 176

Sales Process Maximizer Follow-up Motivation 176

The Sales Hunter

MAY 17, 2012

Conversely, another tactic that no longer works is trying to get the customer to believe what you have to say is so timely and so critical they have to take action immediately. Copyright 2012, Mark Hunter “The Sales Hunter.” What I’m saying is be prepared to change if need be. Your telephone sales tactics are yours.

Face-to-face 182

Face-to-face Motivation Sales Strategy 182

The Sales Hunter

OCTOBER 5, 2012

For some reason, having a second person can and will allow more productive conversations. Copyright 2012, Mark Hunter “The Sales Hunter.” I’ve always been a fan of the 4-legged sales call. This is where you take somebody else with you in on a sales call. ” Sales Motivation Blog.

Motivation 157

Motivation Closing Prospecting Sales 157

The Sales Hunter

OCTOBER 9, 2012

Conversely, by spending time outside the U.S., At this conference, I will dig deep into the specifics of sales leadership and how any salesperson, no matter their position, can strengthen their leadership skills. Copyright 2012, Mark Hunter “The Sales Hunter.” helps me be more effective in the U.S.

Conference 178

Conference Sales Leadership Motivation Prospecting 178

The Sales Hunter

JULY 5, 2012

He came away from the conversation with a higher level of confidence in me. Be knowledgeable about the things that interest people to whom you are talking, and in the end, you’ll be able to sell them on you and your abilities. Copyright 2012, Mark Hunter “The Sales Hunter.” Be informed.

Google 155

Google Motivation Up-Sell Customer 155

The Sales Hunter

AUGUST 2, 2012

Only your side of the conversation will be recorded, obviously. Here’s to great selling and to doing all we can to help our customers and prospects have a positive experience when they interact with us! Copyright 2012, Mark Hunter “The Sales Hunter.” Of course, an easy way to do this is to record yourself.

Face-to-face 168

Face-to-face Exercises Coaching Positioning 168

Gong.io

OCTOBER 18, 2021

Sales pitch example: Drift — a conversational sales and marketing platform — nails “The Problem” in a series of 3 direct, to-the-point slides: . However, what you don’t see from the slide is the actual story we are telling, the conversation we are having with our buyers. The slide is a backdrop for a conversation.

Examples 71

Examples ROI Buyer Call-back 71

Sales Training Connection

SEPTEMBER 28, 2012

A determination must be made as to what does and does not constitute a reasonable request to help you sell. It is almost always true that internal champions do not have selling skills and it is always true that they do not know as much your solutions and company as you do. Many, other wise skilled sales reps, don’t even do it.

Coaching 108

Coaching Account Training Up-Sell 108