The Sales Hunter

FEBRUARY 16, 2012

Feb 16, 2012. I saw an example of this recently at and event with nearly 100 people. Copyright 2012, Mark Hunter “The Sales Hunter.” high profit selling. selling a price increase. selling skills. Archives Select Month March 2012. February 2012. January 2012.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

The Sales Hunter

JANUARY 10, 2012

Jan 11, 2012. Before you doubt me and stop reading, let me give you a couple of examples. The questions or comments your customer states might not be one of the examples above, but the objective is the same — they want you to cave. Copyright 2012, Mark Hunter “The Sales Hunter.” high profit selling.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

The Sales Hunter

FEBRUARY 14, 2012

Feb 14, 2012. An example might be to share a short sentence about a change in legislation that would impact the prospect. Another example is letting them know about new economic numbers impacting their area. Copyright 2012, Mark Hunter “The Sales Hunter.” high profit selling. selling a price increase.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

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

FEBRUARY 3, 2012

Feb 03, 2012. The reason I share these two examples is simple: The time periods you select to use to make cold-calls may very well consist of nothing more than 45-minute or one-hour windows on a daily basis. Copyright 2012, Mark Hunter “The Sales Hunter.” high profit selling. selling a price increase.

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

The Sales Hunter

DECEMBER 23, 2011

An example I like to use in training programs is comparing two similar items — one being offered on eBay and the other by a store you’ve been buying from for years. I like to share this example as a way of getting salespeople to realize the importance they play in the sale process. high profit selling. February 2012.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

FEBRUARY 28, 2012

The Power of the “Ultra-Price Package” Feb 28, 2012. Retailers are very skilled at this. For example, they may place a luxury purse on the middle of a display, and then surround it with lower-priced purses. Copyright 2012, Mark Hunter “The Sales Hunter.” high profit selling. selling skills.

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

Jeffrey Gitomer

NOVEMBER 1, 2011

I will admit that most sales skills and sales tips taught in the 1970′s were somewhat manipulative. Probably the best example of change I can offer you comes from a column I wrote several years ago about the “Benjamin Franklin close.” Return to top of page Copyright © 2012 All Rights Reserved. Categories.

Hiring 221

Hiring Social Media Loyalty Referrals 221

The Sales Hunter

FEBRUARY 10, 2012

Feb 10, 2012. Examples include: in-person, telephone, voice mail, text messaging, email, etc. Here’s to great selling! Copyright 2012, Mark Hunter “The Sales Hunter.” high profit selling. selling a price increase. selling skills. Blog , Consultative Selling , Customer Service.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Sales Hunter

DECEMBER 17, 2011

Let me share with you an example. 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. leadership. negotiating. negotiation.

Motivation 163

Motivation Ideal Customer Profile Hiring Negotiation 163

The Sales Hunter

JUNE 20, 2012

I’ll use myself as an example. The sooner you invest in yourself, the sooner you’ll be on your way to improving your prospecting and selling skills! Copyright 2012, Mark Hunter “The Sales Hunter.” When I’m checking email on my iPhone, I’m looking for reasons to delete messages.

Selling Skills 192

Selling Skills Study Prospecting Motivation 192

The Sales Hunter

SEPTEMBER 25, 2012

Let me give you an example as to how easy this approach is. Copyright 2012, Mark Hunter “The Sales Hunter.” Many times customers will hesitate to buy something, even if it’s what they’re looking for, if they feel the salesperson is pressuring them. ” Sales Motivation Blog.

Closing 219

Closing Customer Motivation Examples 219

The Sales Hunter

JANUARY 23, 2012

Jan 23, 2012. Here are a few examples: Take one person out to lunch each week from a department other than your own. high profit selling. selling a price increase. selling skills. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

The Sales Hunter

DECEMBER 7, 2012

Would they be able to recall specific examples to go alongside each one of the questions? Copyright 2012, Mark Hunter “The Sales Hunter.” Sales leadership is more than just “pretty talk.” ” It’s at the core of establishing long-term profitable relationships with the customer.

Customer 233

Customer Sales Leadership Motivation Benefit 233

The Sales Hunter

APRIL 10, 2012

Let me give you an example that seems subtle on the surface, but is profound. ” Granted, this is an extreme example. Copyright 2012, Mark Hunter “The Sales Hunter.” One word can make all the difference. Not long ago, I was doing some consulting work for a pharmaceutical company.

Pharmaceuticals 211

Pharmaceuticals Face-to-face Follow-up Motivation 211

The Sales Hunter

DECEMBER 12, 2011

The company I use most often as an example in my speeches is hands-down alone at the top… Lexus of Omaha. 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.

Motivation 147

Motivation Real Estate Training Hiring 147

The Sales Hunter

NOVEMBER 13, 2012

If they can’t provide you with at least one example as to how they, in combination with the customer, were able to uncover at least one new insight, then I’d argue they’re not leading. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Sales Leadership 207

Sales Leadership Leads Marketing Qualified Lead Sales Process 207

The Sales Hunter

DECEMBER 14, 2012

If you don’t agree with me, let me give you a simple example. Copyright 2012, Mark Hunter “The Sales Hunter.” The best you can do as a sales manager is to create an environment where the salesperson is willing to motivate themselves. I can’t make you happy. You have to decide to be happy.

Motivation 211

Motivation Influencer Sales Management Positioning 211

The Sales Hunter

DECEMBER 28, 2012

Best way to understand the engagement process is by giving you an example. Let’s say you sell security systems for commercial buildings. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Reason I don’t like this approach is some prospects will use the test as a way to get you to lower your price.

Prospecting 212

Prospecting Customer Insurance Insurance 212

The Sales Hunter

JULY 12, 2012

One of the best examples I’ve found when trying to see the difference between product features and customer benefits is to think of it in terms of music. Copyright 2012, Mark Hunter “The Sales Hunter.” I buy it based on the benefit I’m going to receive from listening to it. ” Sales Motivation Blog.

Benefit 181

Benefit Motivation Closing Buyer 181

Sales Training Connection

JUNE 11, 2012

For example, after you have just completed a very successful piece of work is a good time and the middle of the sales cycle is not. For example, are you asking for permission to us the customer’s name or are you asking the customer to make a prior phone call? ©2012 Sales Horizons, LLC. Remember timing matters.

Referrals 115

Referrals Sales Qualified Lead Campaigns Sales Cycle 115

The Sales Hunter

NOVEMBER 6, 2012

One of the best examples I can think of is expense reports. Copyright 2012, Mark Hunter “The Sales Hunter.” What do your people expect of you? Once you begin expecting more and coaching them on how to achieve more, then in time what you expect becomes routine — thus it becomes norm. ” Sales Motivation Blog.

Motivation 183

Motivation Report Follow-up Coaching 183

The Sales Hunter

MARCH 27, 2012

Here are some examples: 1. These are just three examples. I’m sure we could think of other strategic questions, and certainly you can think of specific ones that pertain to your selling environment. Copyright 2012, Mark Hunter “The Sales Hunter.” You want to get the other person thinking and talking.

Industry 174

Industry Motivation Examples Positioning 174

The Sales Hunter

JUNE 16, 2012

For example, you could ask them if they would review something you send them and then email you their comments. If you’re serious about increasing the effectiveness of your sales prospecting skills, I will highly recommend you check out my Sales Prospecting Program. Copyright 2012, Mark Hunter “The Sales Hunter.”

Prospecting 197

Prospecting Intent Motivation Objections 197

Jeffrey Gitomer

APRIL 21, 2011

If you’re curious about whether you’ve been guilty of asking one of the questions labeled as dumb, I’ve included two of Gitomer’s examples below. There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. Get Sales Blog Updates.

Hiring 335

Hiring Social Media Loyalty Commission 335

The Sales Hunter

SEPTEMBER 27, 2012

When I say “trial close questions,” I’m referring to those types of questions that are focused on getting the customer to agree with you on key parts of what you’re selling. An example might be to ask something in reference to the exact quantity they may want to buy. Sorry, I can’t make that promise.

Customer 172

Customer Closing Motivation Exact 172

The Sales Hunter

MAY 29, 2012

There are industries where relationship selling can be more effective. 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!”

Channels 201

Channels Up-Sell Motivation Prospecting 201

The Sales Hunter

APRIL 25, 2012

The experience I had with the client I described is an example where we completely shifted gears and didn’t use the presentation at all. Copyright 2012, Mark Hunter “The Sales Hunter.” A thoroughly-prepared sales presentation actually equips you with the knowledge you need to be able to adjust if necessary.

Face-to-face 202

Face-to-face Motivation Sales Up-Sell 202

The Sales Hunter

MARCH 7, 2013

The first one looks like it is a flashing neon sign of “let me sell you something.” So in the above example, it would look like this: sales prospecting strategy. Here is a real subject line I received: ”Lead Gen To Support Your 2012 Goals.” ” The second one is less aggressive.

Strategy 226

Strategy Prospecting Lead Gen Email Marketing 226

Jeffrey Gitomer

SEPTEMBER 9, 2011

This sets the example, and the environment. Filed Under: Attitude , Customer Loyalty , Sales Tagged With: attitude training , book on attitude , corporate sales training , customer service , customer service training , gitomer , how to sell , Jeffrey gitomer , jefrrey gitomer , professional sales training , selling skills.

Hotels 175

Hotels Training Hiring Social Media 175

The Sales Hunter

OCTOBER 9, 2012

An example I use is in my own business when I get to work with salespeople and companies from Europe or Asia or anywhere outside the United States. 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.

Conference 178

Conference Sales Leadership Motivation Prospecting 178

The Sales Hunter

AUGUST 2, 2012

For example, if you talk too fast — and it’s difficult for people to follow what you are saying — you can learn to slow down. 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! ” Sales Motivation Blog.

Face-to-face 168

Face-to-face Exercises Coaching Positioning 168

The Sales Hunter

APRIL 27, 2012

For example, many salespeople feel compelled to close a couple more sales before the end of the quarter. Sell to the customer’s timeline. Copyright 2012, Mark Hunter “The Sales Hunter.” Customers are far more willing to pay more when what you have is what they need now. Key is in knowing what that timeline is.

Proposal 156

Proposal Discount Maximizer Closing 156

Sales Training Connection

SEPTEMBER 28, 2012

For example there is the coach who is a Well-Wisher. 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.

Coaching 108

Coaching Account Training Up-Sell 108

The Sales Hunter

APRIL 17, 2012

Here are a few examples of questions you can modify to work for you: Could you explain to me more why you feel that way? For more explanation on questioning skills, as well as a host of other skills to lead you to high profits, consider my book High-Profit Selling: Win the Sell Without Compromising on Price.

Discount 174

Discount Follow-up Up-Sell Customer 174

Klozers

MAY 22, 2015

For example some chose to hire University graduates on lower salaries, however they failed to deliver adequate technical training and support to these grads. Gartner analyst Tiffany Bova quoted back in 2012 that 41% of IT spend was coming from Line of Business and the trend was upwards. The ability to sell Cloud 2.0

Microsoft 24

Microsoft Licensing Hiring Salary 24

Sales Training Connection

FEBRUARY 17, 2012

Yesterday if a sales skills program was customized at the company level that was probably adequate. For example, if a company was implementing a company-wide training initiative to improve fundamental selling skills, the role plays need to be customized for each division. ©2012 Sales Horizons, LLC.

Training 84

Training Coaching Buyer Up-Sell 84