The Sales Hunter

JUNE 20, 2013

Your objective is to make sure the questions you ask are ones of this type to allow the customer to become engaged in a conversation with you. . The more comfortable you are in asking short questions, the more flexibility you will have in your selling skills. Copyright 2013, Mark Hunter “The Sales Hunter.”

Selling Skills 234

Selling Skills Consultative Selling Up-Sell Follow-up 234

The Sales Hunter

NOVEMBER 14, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Professional Selling Skills Prospecting overcoming objections prospect prospecting selling skills' ” Sales Motivation Blog.

Customer 196

Customer Selling Skills Proposal Intent 196

The Sales Hunter

JUNE 25, 2013

Their objective isn’t to take advantage of you, even if it does feel that way at the time. Their objective is to help reduce the cost of buying for their company. Your job is to be the professional salesperson and sell to the customer’s needs and outcomes, be confident in your job and price, and protect your profit.

Negotiation 215

Negotiation Buyer Discount Selling Skills 215

The Sales Hunter

SEPTEMBER 20, 2013

Objective of the calls is three-fold. We never know who or when the person the senior person knows may encounter the buyer to whom you sell. Third objective is being able to get a meeting during difficult periods. Copyright 2013, Mark Hunter “The Sales Hunter.” Sooner you make the calls, the better.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

The Sales Hunter

JULY 17, 2013

This means that when you pause anytime you share a key piece of information or answer an objection,your response will seem more credible because of the pause. I say a longer pause after you state your price because your objective is to ensure the customer speaks first after you’ve shared the price. ” Sales Motivation Blog.

Cold Calling 244

Cold Calling Customer Service Consultative Selling Negotiation 244

The Sales Hunter

OCTOBER 30, 2013

Objective is to be able to take each goal and learn something new from it you can then apply to something else. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Professional Selling Skills Sales Motivation goal setting goals sales motivation' ” Sales Motivation Blog.

Motivation 243

Motivation Selling Skills Account Objections 243

The Sales Hunter

OCTOBER 25, 2013

A sales leader understands the challenges of the customer from their perspective and not solely with the objective of maximizing a sale. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog leadership Professional Selling Skills sales leadership' ” Sales Motivation Blog.

Sales Leadership 223

Sales Leadership Maximizer Selling Skills Motivation 223

The Sales Hunter

JUNE 5, 2013

Your objective as a salesperson in today’s business climate is to bring to customers a level of confidence and insight they could not gain from the Internet. Copyright 2013, Mark Hunter “The Sales Hunter.” Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Customer 250

Customer Direct Response Selling Skills Motivation 250

The Sales Hunter

SEPTEMBER 26, 2013

That is the objective, so let’s engage them with a discussion. Your objective is to know what you sell and know it so well that you don’t need anything other than the questions you want to ask. Copyright 2013, Mark Hunter “The Sales Hunter.” We want customers talking and we want them engaged.

Consultative Selling 201

Consultative Selling Face-to-face Selling Skills Motivation 201

The Sales Hunter

JANUARY 1, 2013

Time to throw that stuff out and start 2013 on the right foot. Unless you’re willing to change what you do for 2013, then the results you’re going to get are going to be no different than what you got this year. . Personally, I think 2013 can look better than 2012. It starts next Monday, January 7, 2013.

Motivation 230

Motivation Video Prospecting Sales Process 230

The Sales Hunter

JULY 11, 2013

Your objective in peeling an onion is to get to the good part. Your objective is to get to the good part of understanding the customer’s needs and wants, and that means asking follow-up questions regarding what they just shared with you. Copyright 2013, Mark Hunter “The Sales Hunter.”

Cold Calling 204

Cold Calling Consultative Selling Follow-up Selling Skills 204

The Sales Hunter

JULY 8, 2013

Your first call should be to a customer who you like and likes what you sell. Objective of your call is the person on the other end is going to tell you some very positive reasons why they like doing business with you. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Motivation 224

Motivation Selling Skills Positioning Objections 224

The Sales Hunter

SEPTEMBER 12, 2013

Your objective when you meet with a prospect is to allow them to share with you a piece of personal information which you can then use to start off the next conversation you have with them. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Professional Selling Skills Prospecting prospect prospecting'

Prospecting 217

Prospecting Discount Selling Skills Follow-up 217

The Sales Hunter

OCTOBER 17, 2013

Make it your objective to add 5 more questions to each sales presentation you make. Copyright 2013, Mark Hunter “The Sales Hunter.” Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Closing a Sale Cold-Calling Consultative Selling Professional Selling Skills benefits needs outcomes sales strategy'

Strategy 241

Strategy Cold Calling Consultative Selling Margin 241

The Sales Hunter

JULY 26, 2013

The amount of time a CEO should be out with customers is a moving target, as it can vary dramatically by industry, time of year, company objectives, etc. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog leadership Professional Selling Skills ceo sales leadership' ” Sales Motivation Blog.

Sales Leadership 234

Sales Leadership Selling Skills Sales Motivation 234

The Sales Hunter

DECEMBER 9, 2013

The challenge we have as salespeople is to accept that the selling concept of “price equals value” is just that a myth. The objective we have as salespeople is to present a compelling value picture for the customer. Copyright 2013, Mark Hunter “The Sales Hunter.” It’s time we look at it differently.

Selling Skills 225

Selling Skills Maximizer Benefit Motivation 225

The Sales Hunter

AUGUST 5, 2013

The objective of a sales call is to have a discussion with the customer. The objective is to engage them and find out their needs. Copyright 2013, Mark Hunter “The Sales Hunter.” If a customer wanted to hear a presentation, they could go to YouTube and watch a video. ” Sales Motivation Blog.

Closing 198

Closing Consultative Selling Motivation Selling Skills 198

The Sales Hunter

AUGUST 30, 2013

Identify key objectives of the company. The CEO is only interested in “investing” in products and services that better equip the company to meet its objectives. You need to understand those objectives as much as possible before you go into the meeting. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Leadership 204

Sales Leadership Meeting Transportation Consultative Selling 204

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. Is my talent aligned to accomplish this objective? There are some ‘B’ Players who have already tapped out and won’t contribute more than they did in 2013. Examples include: Selling skills, selling knowledge, intelligence, and people skills.

Territories 300

Territories Scale Guidelines Groups 300

The Sales Hunter

FEBRUARY 15, 2013

Objective here is you see this list of names that you know you will be able to turn into customers with your selling skills. Copyright 2013, Mark Hunter “The Sales Hunter.” .” The answer here is to make sure you always have with a list of the next 20 prospects you’re going to call on.

Pipeline 202

Pipeline Discount Face-to-face Top of Funnel 202

The Sales Hunter

OCTOBER 29, 2013

Schedule a meeting or minimally a phone call with each of your existing customers, with one very upfront objective and that is to get more volume now. Copyright 2013, Mark Hunter “The Sales Hunter.” This means inquiring about replenishing what you already provide them and seeking out new opportunities.

Consultative Selling 246

Consultative Selling Call-back Discount Selling Skills 246

Understanding the Sales Force

FEBRUARY 21, 2013

According to Objective Management Group's endless source of data, sales managers possess, on average, only 45% of the attributes of an effective sales coach. Selling skills! c) Copyright 2013 Dave Kurlan That doesn't appear on his list and it's the competency on which sales managers consistently score the lowest.

Hiring 242

Hiring Sales Management Territories Analysis 242

The Sales Hunter

DECEMBER 17, 2013

The objective is to have someone else hold you accountable, just as you will help hold them accountable. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Professional Selling Skills Sales Motivation sales motivation' How do you handle difficult situations? Who will you share this with?

Motivation 196

Motivation Selling Skills Account Influencer 196

The Sales Hunter

JULY 1, 2013

Your objective: Use more OPiuM. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Consultative Selling leadership Professional Selling Skills Sales Motivation sales leader sales leadership sales motivation' Where are the people you need to engage? How can you engage them?

Consultative Selling 193

Consultative Selling Motivation Selling Skills Sales Leadership 193

The Sales Hunter

APRIL 9, 2013

Is there a process in place for each person to know the objectives that need to be accomplished after the meeting is over? Copyright 2013, Mark Hunter “The Sales Hunter.” Here are 6 questions to ask: 1. Are the priorities of the meeting clear to everyone who is coming and who will be presenting?

Sales Meeting 193

Sales Meeting Meeting ROI Motivation 193

The Sales Hunter

MAY 3, 2013

Your objective as a leader is not to pass information along to people. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog leadership Professional Selling Skills email sales leadership sales manager' If you believe that’s your job, then change your name to Google. ” Sales Motivation Blog.

Sales Leadership 184

Sales Leadership Selling Skills Motivation Google 184

The Pipeline

FEBRUARY 1, 2013

Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales. Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills. Long Sales Cycles. Uneducated Buyers.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

Understanding the Sales Force

OCTOBER 30, 2013

The Objective Management Group (OMG) Sales Candidate Assessment said that he would have difficulty calling on Senior Executives and, of course, he was struggling. We include several factors to support our answer but I can share that the findings come from: their sales DNA, their Beliefs, their existing set of selling skills, and.

Decision Maker 269

Decision Maker Survey Follow-up Margin 269

The Sales Hunter

FEBRUARY 26, 2013

Your objective might be to merely get a time later in the day when you can call and have time to talk. Copyright 2013, Mark Hunter “The Sales Hunter.” If this is the case, be aware that your call needs to be short. The time you are most likely to not reach them is from :10 - :25 minutes after the hour.

Conference 250

Conference Motivation Objections Course 250

The Sales Hunter

JANUARY 11, 2013

The objective is not only to share something with them, but also to find out what they think about it. Your objective with the informed calling process is to establish a relationship either live or via voicemail that allows the other person to begin to have confidence in you. Copyright 2013, Mark Hunter “The Sales Hunter.”

Prospecting 197

Prospecting Follow-up Objections Motivation 197

The Sales Hunter

FEBRUARY 26, 2013

The objective is for you to be seen as being different from other salespeople. Copyright 2013, Mark Hunter “The Sales Hunter.” When we ask a customer these types of questions, what we’re doing is becoming engaged in their business. These questions will in turn generate more questions and more discussion.

Margin 249

Margin Motivation Objections Competition 249

Understanding the Sales Force

JUNE 30, 2014

When a great salesperson is recommended by Objective Management Group''s (OMG) Sales Candidate Assessment, and this star has a great track record, and great references, should we expect this person to succeed? But even though salespeople will tell you that "If you can sell, you can sell anything", that statement is only true some of the time.

Sales Cycle 217

Sales Cycle Distribution Territories Up-Sell 217

The Sales Hunter

MARCH 19, 2013

What you’re doing in this process is moving forward demonstrating value and overcoming any objection they might have had about the price. Copyright 2013, Mark Hunter “The Sales Hunter.” You do, however, continue to demonstrate to the customer the value they’re going to receive from what you are offering them.

Discount 214

Discount Motivation Objections Strategy 214

The Sales Hunter

FEBRUARY 1, 2013

And you would be far more likely to have fewer objections and far more likely to pay full price. Confidence sells. Copyright 2013, Mark Hunter “The Sales Hunter.” Sure you would! More importantly, the higher your level of confidence, the higher the level of profit you will achieve. ” Sales Motivation Blog.

Referrals 210

Referrals Motivation Follow-up Objections 210

The Sales Hunter

MARCH 12, 2013

Yes, the argument is much more extensive on both sides of the fence than what I laid out here, but my objective is simple. Copyright 2013, Mark Hunter “The Sales Hunter.” Before being so quick to cut your price, you need to understand what the implications can be — both in the short-term and long-term.

Margin 221

Margin B2C Ideal Customer Profile Segment 221

Delicious Sales

MAY 2, 2012

Selling Skills (528). Objections (1892). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? MORE >> THE SALES INSIDER AUGUST 13, 2013 What Shakespeare Can Teach You About Predictive Analytics Predictive analytics and Shakespeare have more in common than you think.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

A Sales Guy

FEBRUARY 2, 2014

Three centuries ago, Sir Isaac Newton formulated three physical laws of motion that describe the relationships between two objects, and the forces acting upon those objects, and the resultant motions in response to those forces. ” In other words, for every action, there is an equal and opposite reaction.

Penetration 115

Penetration ACT Selling Skills Exact 115