The Sales Hunter

JUNE 21, 2012

What results are you looking for from your sales prospecting efforts? Sales are slow and there aren’t enough prospects, so a quick plan is developed to send out a bunch of emails make a few phone calls. The expectation is that this single effort will produce plenty of prospects. I’m all for being optimistic.

Prospecting 186

Prospecting Call-back Motivation Sales Cycle 186

The Sales Hunter

FEBRUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Feb 24, 2012. Many of them wandered into the position for all the wrong reasons. You minimize the importance of prospecting. The salespeople who are exceptional actually like to prospect! Client List.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

DECEMBER 2, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Positive praise. Letting others know about something positive that another person has done will drive everyone to a higher level of performance. high profit selling. prospecting. selling skills.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

The Sales Hunter

MARCH 2, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Mar 02, 2012. Our goal is to influence them positively. Copyright 2012, Mark Hunter “The Sales Hunter.” Related posts: Sales Training Tip #314: Thankful for the Privilege to Sell.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Feb 07, 2012. Be positive! Make sure all of your conversations and your body language are positive. Copyright 2012, Mark Hunter “The Sales Hunter.” high profit selling. prospecting.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

JANUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Jan 07, 2012. Result is it gets inside your head, and before you realize it, your outlook on things is not as positive as it once was. Copyright 2012, Mark Hunter “The Sales Hunter.” Client List.

Motivation 193

Motivation Hiring Ideal Customer Profile Negotiation 193

The Sales Hunter

MARCH 1, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. The Best Way to Improve Your Negotiation Skills. Mar 01, 2012. If you want to know the best way to improve your negotiation skills, then invest more time in improving your selling skills.

Negotiation 170

Negotiation Motivation Ideal Customer Profile Hiring 170

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Have a dedicated time set aside either daily or weekly to do your prospecting. Too many salespeople find themselves spending far too much doing everything else but prospecting. high profit selling.

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

The Sales Hunter

NOVEMBER 10, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. If you are a salesperson who doesn’t feel positive and proud of what you do, then start peeling back the layers on why. high profit selling. prospecting. selling a price increase. prospecting.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Jan 03, 2012. If you don’t have a negotiation strategy before you start negotiating, you immediately put yourself in a position of losing — and losing big. Be firm on your walk-away position.

Negotiation 177

Negotiation Motivation Strategy Ideal Customer Profile 177

The Sales Hunter

JANUARY 27, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Jan 27, 2012. At the end of each day, every salesperson should take two minutes to write down the positive things that occurred that day and, more importantly, why they think they occurred. high profit selling.

Sales Management 204

Sales Management Training Hiring Ideal Customer Profile 204

Score More Sales

FEBRUARY 20, 2013

From a personal standpoint, I once lost a position running a corporate university because, in part, some of the C-level team felt it was too focused on “soft skills” See if any of these sound familiar for you or someone on the sales team: Discounting and getting price shopped – lack of self-regard or assertiveness.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Always have something positive to say to people you come in contact. Make sure you have at least one positive piece of information you can share with each customer you meet. high profit selling. prospecting.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

NOVEMBER 18, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 22 — letting everyone, especially prospects, now you’re going to be open, available and capable of filling orders. 27 a day to do a phone blitz to customers and prospects to let them know you’re open.

Ideal Customer Profile 196

Ideal Customer Profile Hiring Negotiation Facebook 196

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. To all of the prospects I’ve talked to this past year — thank you for your time. high profit selling. prospecting. selling a price increase. selling skills. February 2012.

Motivation 222

Motivation Ideal Customer Profile Hiring Negotiation 222

The Sales Hunter

FEBRUARY 16, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Feb 16, 2012. Following up is what a networking event is all about, and if you aren’t in a position to do that, then don’t even think about attending the event. high profit selling. prospecting.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Jan 31, 2012. Are there high-ranking links to other things on the web (particularly things that are positive!) Cold call using the skills that will set you apart from your competition. high profit selling.

Cold Calling 180

Cold Calling Ideal Customer Profile Hiring Negotiation 180

The Sales Hunter

JANUARY 10, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Jan 11, 2012. When you answer their demand, it puts you in a position of weakness. Copyright 2012, Mark Hunter “The Sales Hunter.” high profit selling. prospecting. selling skills.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

The Sales Hunter

JANUARY 13, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Jan 13, 2012. Everything about their demeanor clearly conveys they aren’t just extroverted, they thrive off of being outwardly positive and revved up. Copyright 2012, Mark Hunter “The Sales Hunter.”

Motivation 177

Motivation Hiring Ideal Customer Profile Negotiation 177

The Sales Hunter

FEBRUARY 28, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Feb 28, 2012. Always be improving your sales prospecting and sales closing processes. Don’t select a person who isn’t willing to hold you accountable and is positive themselves about sales.

System 160

System Motivation Training Hiring 160

The Sales Hunter

MARCH 5, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Mar 05, 2012. The same is true of people in leadership positions. In order for them to be successful, they must sell their views and, more importantly, sell in a way that allows people to believe.

Motivation 152

Motivation Hiring Ideal Customer Profile Negotiation 152

The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Feb 20, 2012. So it follows that your job is to position your people to win. Professional Selling Skills Training: Sales Compensation and Sales Commissions. high profit selling. prospecting.

Motivation 220

Motivation Sales Management Hiring Negotiation 220

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Feb 15, 2012. ” Before you think I’m casting stones, you should know that I at one point struggled with seeing profit as positive. Copyright 2012, Mark Hunter “The Sales Hunter.”

Motivation 163

Motivation Discount Ideal Customer Profile Negotiation 163

The Sales Hunter

DECEMBER 1, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. high profit selling. prospecting. selling a price increase. selling skills. Archives Select Month March 2012. February 2012. January 2012. Client List. Testimonials.

Motivation 183

Motivation Hiring Ideal Customer Profile Negotiation 183

The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Jan 30, 2012. It was 2001, and I had just left a position in college administration for a brand-new career in commercial real estate. Related posts: Sales Prospecting: Office Phone or Cell Phone? E-mail RSS.

Motivation 155

Motivation Real Estate Hiring Construction 155

The Sales Hunter

DECEMBER 20, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. They are 100% positive any problem that can occur is due to someone else’s mistake. high profit selling. prospecting. selling a price increase. selling skills. high profit selling.

Motivation 190

Motivation Ideal Customer Profile Negotiation Hiring 190

Jeffrey Gitomer

MAY 18, 2011

Tweet Share To establish the ultimate long-term relationship and to be memorable in the service you perform, you need to discover personal information about your prospect or customer. What do you know about what impacts your best customers and prospects? Return to top of page Copyright © 2012 All Rights Reserved.

Hiring 265

Hiring Lead Rank Lead Scoring Leads 265

The Sales Hunter

AUGUST 17, 2012

Never end a sales call without agreeing with your prospect or customer on something, even if it’s not to actually close the sale that day. Ending a sales call with agreement on something simply sets a positive tone for future interactions. Copyright 2012, Mark Hunter “The Sales Hunter.”

Customer 180

Customer Motivation Closing Positioning 180

The Sales Hunter

NOVEMBER 28, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. No matter your position in the sales industry, glean from this post tips you can put in place to excel. high profit selling. prospecting. selling a price increase. selling skills.

Hiring 160

Hiring Ideal Customer Profile Negotiation Facebook 160

The Sales Hunter

FEBRUARY 10, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Feb 10, 2012. Bring everything to the conversation in a positive, solution-minded manner. Here’s to great selling! Copyright 2012, Mark Hunter “The Sales Hunter.” prospecting.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Sales Hunter

NOVEMBER 12, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. The reason for the options is to allow the offense to be in the best position to take advantage of weaknesses they may see in the defense. Sales Prospecting: Office Phone or Cell Phone? high profit selling.

Motivation 171

Motivation Hiring Ideal Customer Profile Negotiation 171

The Pipeline

APRIL 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Bring in outsiders to teach a skill or customer insight. Practice objection-handling or consultative selling skills. End each meeting on a positive note. Prospecting. 3 R’s of Prospecting Success.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Jeffrey Gitomer

SEPTEMBER 7, 2011

A big part of selling is thinking that you can, and a positive anticipation of going into a sales meeting. A big part of selling is expecting a positive outcome. You can’t do any of these without a positive attitude before you start. Trying to sell instead of getting people to buy. ” WOW!

Hiring 245

Hiring Training Social Media Follow-up 245

The Sales Hunter

NOVEMBER 6, 2012

Regardless of your position, to be successful you have to be disciplined. It might be the number of sales prospecting calls you make; it might be the speed with which you follow-up with customers; or it might be something else entirely. Copyright 2012, Mark Hunter “The Sales Hunter.” Leaders are disciplined.

Motivation 183

Motivation Report Follow-up Coaching 183

The Sales Hunter

OCTOBER 9, 2012

We must take on a broad perspective when it comes to sales prospecting. Every salesperson and every company must have a sales prospecting process in place that allows for the on-going exploration of new opportunities. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Are you a big sales thinker?

Conference 178

Conference Sales Leadership Motivation Prospecting 178

The Sales Hunter

MARCH 27, 2012

If you don’t understand the power of strategic questioning, you are missing out on a vital tool in high-profit selling. Building long-term relationships with customers and prospects requires that you ask strategic questions. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Industry 174

Industry Motivation Examples Positioning 174

The Sales Hunter

MARCH 7, 2012

Identifying the Most Profitable Prospects — and Turning Them into Customers. Selling More by Talking Less. Selling to the C-Suite. Positioning Yourself for Continued High Profits. Here’s to great selling! Copyright 2012, Mark Hunter “The Sales Hunter.” Killing the Sales Presentation.

Up-Sell 137

Up-Sell Motivation Objections Benefit 137