The Sales Hunter

APRIL 28, 2015

They walk, talk and act like a prospect, right up to the point of you trying to close the sale. […]. Too many salespeople have pipelines full of suspects who they believe are prospects. The problem is the suspect doesn’t identify themselves as a suspect.

Prospecting 100

Prospecting ACT Pipeline Closing 100

The Sales Hunter

FEBRUARY 25, 2013

If that’s the case, then why are you acting like a customer service person? The title on your card says “sales.” ” Your job description says “sales” and you’re part of the sales team. I’m not bashing customer service people.

Customer Service 251

Customer Service Customer Discount Maximizer 251

The Sales Hunter

DECEMBER 21, 2012

And as your last act, pat yourself on the back, give yourself a hug, stare into a mirror, take a deep breath and say “wow I’m good.” Take a couple of hours but make it count. Let them have it. Be sure to share with them how they cost you serious money in lost bonus money over the year due to their pathetic marketing.

Exercises 185

Exercises Call-back ACT Selling Skills 185

The Sales Hunter

AUGUST 6, 2012

I’ve been there, and yes, for those situations, you do have to have your act together and know what you’re going to say if you get voicemail or get them live. The reality is, though, that this category is far smaller than most people think.

Prospecting 182

Prospecting Strategy ACT Exact 182

The Sales Hunter

APRIL 16, 2012

Go ahead and complain some more — tell them and everyone else in your company about how much more effective you would be if only Marketing would get their act together. Isn’t it amazing how they think they’re doing all of this wonderful work for you when in reality the leads they give you are a joke!

Leads 178

Leads Marketing Qualified Lead Marketing Energy 178

The Sales Hunter

JULY 6, 2012

One of the biggest ways people lose sales momentum is by not acting fast enough when they do get sales. When you have momentum, the objective is to use it, and when you don’t have it, well you get the picture… you need to get it.

Prospecting 171

Prospecting Motivation ACT Objections 171

The Sales Hunter

JULY 2, 2012

Salesforce, ACT!, Goldmine and every other CRM (Customer Relationship Management) system out there sucks! The reason is simple — far too many salespeople either blame their CRM system for being so complicated that it prevents them from doing what they need to be doing. It’s time to quit passing the buck!

System 175

System CRM GoldMine Prospecting 175

The Sales Hunter

APRIL 28, 2012

These also are expressed in what other customers say about you and even in how the other employees in your company act. Both of these go hand in hand and are seen not only in your physical actions, but also in what the internet has to say about you and your company. I’m not saying it’s the responsibility of others.

Customer 194

Customer Banking Maximizer ACT 194

The Sales Hunter

DECEMBER 16, 2011

Your own enthusiasm and passion to help others will encourage others to act the same way around you. Make sure you have at least one positive piece of information you can share with each customer you meet. Set a goal for each week you know you can achieve.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

DECEMBER 5, 2011

I am not suggesting that we become panhandlers, (although I am sure some of the ones on the main streets of Toronto are making more than some sales people in Toronto), but I would encourage everyone to stop and ask why the panhandler can consistently act and execute.

Cold Calling 161

Cold Calling Motivation Hiring Ideal Customer Profile 161