The Sales Hunter

MAY 8, 2013

This is as true in B2C as it is in B2B. You have to listen closely enough to your customer and ask enough follow-up questions to ensure you grasp what they really want, even if what they want seems unreachable. What does your customer truly want? Remember — you have to look beyond mere benefits of what you sell.

Customer 224

Customer B2C Customer Service Selling Skills 224

The Sales Hunter

FEBRUARY 22, 2019

When you have the ability to change a person, whether it be B2B or B2C, you want to do it. With relationships as the goal, you should be more aggressive, because you know there are people out there that you can impact. There is something inside of you tugging at your emotions telling you to help that person.

Motivation 200

Motivation B2C Sales Leadership Social Media 200

The Sales Hunter

FEBRUARY 7, 2013

This is true in both B2B and B2C. When you discount your price as a way to attract new business, the only thing you’re going to do is make yourself and your company work harder. Using a low price to attract new business is a great technique to attract customers who will never pay full price.

Discount 235

Discount Customer B2C Loyalty 235

The Sales Hunter

JANUARY 23, 2013

What is great is it works in most selling situation whether they are B2B or B2C. Use the power of contrast to let the customer feel they’re getting a good deal, and you might just end up selling the higher price option. It’s amazing how few times I see this approach being used by salespeople. The strategy is simple.

Proposal 192

Proposal B2C Face-to-face Up-Sell 192

The Sales Hunter

FEBRUARY 12, 2013

Using this approach to close a sale can be very powerful whether it be in a B2B or B2C situation. Now what you’ve done is not only are you giving them possession, but you’re also asking them to make a selection. For customer who are having a difficult time making a decision, using this approach can be very effective.

Closing 202

Closing B2C Motivation B2B 202

The Sales Hunter

AUGUST 13, 2013

This applies in both B2B and B2C, yet too often, time is not leveraged by either the salesperson or the customer. Everybody wants a lower price, but even more important than a lower price is time — or I should say the desire for more time.

Discount 195

Discount B2C Software Software 195

The Sales Hunter

MARCH 12, 2013

These could be either B2B or B2C. We need to first eliminate from the discussion items sold in a commodity environment or items sold in mass quantities such as consumer package goods, because these fall into a different line of discussion. When we lower our price and are seen as cheap, we are doing two things.

Margin 221

Margin B2C Ideal Customer Profile Segment 221

The Sales Hunter

OCTOBER 29, 2012

This is just as important in a B2B environment as it is in B2C. Use your competitors’ marketing to your advantage by being the one that is there to discuss with the consumer what is right for them. When prospects become aware of something, they will develop questions and this is where you shine.

Microsoft 161

Microsoft Advertising Advertising B2C 161

The Sales Hunter

JULY 27, 2012

Below is a list of traits I’ve found that high-performers have across many industries in both B2B and B2C environments. When I work with companies, I always ask their salespeople and management what they see are the top traits. Take a look at the list and ask yourself how you stack up: Good Attitude. Consistent. Knowledgable.

B2C 175

B2C Motivation Maximizer B2B 175

The Sales Hunter

MAY 18, 2012

This is true for both B2B and B2C, as well as for both physical products and intangible services. No, the role of the salesperson is to help the customer define clearly what they want or need, and then help them see options they never realized existed.

Customer 194

Customer B2C Motivation B2B 194

The Sales Hunter

JUNE 22, 2012

This might be the B2B salesperson who targets companies that are simply too small, or the B2C person who targets people who don’t have any income. Too many salespeople target their sales prospecting process toward customers who never will spend any significant sum of money. This often happens because the salesperson is cheap.

Customer 169

Customer B2C Intent Course 169

The Sales Hunter

AUGUST 20, 2012

Although this is a situation that more commonly occurs in B2C situations, it is also happening more and more in B2B too. Then suddenly when it comes time for them to give you a credit card, they get cold feet.

Closing 152

Closing B2C Sales Motivation 152

The Sales Hunter

JANUARY 25, 2012

Today’s customer, whether it be B2B or B2C, are not locked into doing anything they don’t want to. . “Inside sales” makes it seem like people are locked into a room and nobody leaves until a sale is made. Sure, that might have been the case years ago, but that’s not what inside sales is today.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

The Sales Hunter

JULY 11, 2012

Retailers are very good at using this technique, and whether you’re in a B2B or B2C environment, the process works the same. An easy way to get a customer over the price hurdle is by having two pricing options — one higher priced and the other one set at your regular price.

Retail 177

Retail B2C Comparison Motivation 177

The Sales Hunter

AUGUST 11, 2015

Regardless of what you sell and the process with which you sell it, there will always be buyers who will not base their buying decision on rational logic. I’ll even go as far to say there is no such thing as a 100% rational buyer. Regardless of what the sale is, there will always […].

Buyer 100

Buyer B2C Customer Service Consultative Selling 100