The Sales Hunter

SEPTEMBER 3, 2013

Remember, customers are looking for benefits first. The other thing that would happen is that if we focus on the benefits the customer is looking for, then we are going to see better the value we bring. As a result of changing your perspective, you’ll be in a better position to help uncover benefits.

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The Sales Hunter

OCTOBER 17, 2013

They say this based on how they view a typical sales call being one where the salesperson is convincing or showing the customer all of the features and benefits of what they offer. Blog Closing a Sale Cold-Calling Consultative Selling Professional Selling Skills benefits needs outcomes sales strategy' ” Sales Motivation Blog.

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The Sales Hunter

AUGUST 6, 2013

Look at what you sell as an investment and it will help you shift the focus of your sales presentation away from one of substantiating a price by talking features to a conversation about the benefits the customer is going to receive. You might say this is a paradigm shift, and what is funny is we in sales are the last ones to see it.

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Cold Calling Consultative Selling Selling Skills Benefit 209

The Sales Hunter

NOVEMBER 9, 2013

Blog Closing a Sale benefits customer desired outcomes prospect prospecting time value' This means truly understanding their needs and desired outcomes and then raising the urgency of meeting those sooner than later. To see what I mean, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.”

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Video Face-to-face Benefit Motivation 209

The Sales Hunter

AUGUST 18, 2019

As your knowledge increases, your ability to benefit others increases. Successful people are always trying to quench their thirst for knowledge. Whenever you see or hear something that you don’t know or understand, take a moment to ask Google and learn. Make it a Google week!

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Google Motivation Video Benefit 164

The Sales Hunter

APRIL 16, 2013

Blog Consultative Selling Customer Service leadership benefits consultative selling customer customer service needs' Let them guide the discussion and you’ll be far more likely to walk away with a profitable sale. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

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Customer Consultative Selling Customer Service Benefit 247

The Sales Hunter

JULY 30, 2013

Blog pricing Professional Selling Skills benefits customer features outcomes price' Price is merely an afterthought when the expected outcome is great eno ug h. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

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Discount Selling Skills Energy Benefit 250

The Sales Hunter

AUGUST 5, 2014

The key “benefit” is the price point! Recently while traveling, I saw this billboard for “TIMELESS plastic surgery.” ” I couldn’t help but make a comment about it. Now what does that tell you about the value? Let’s put aside what the procedure costs and let’s focus on the perception of the message. What I […].

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Discount Travel Selling Skills Benefit 241

The Sales Hunter

FEBRUARY 24, 2015

Blog Consultative Selling Customer Service Professional Selling Skills Prospecting benefits features prospect prospecting question questioning sales questions' If you want to significantly alter your sales results, here is one of the most powerful things you can do. I’ve talked for years about the need to be focused […].

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The Sales Hunter

APRIL 11, 2015

Blog Closing a Sale Professional Selling Skills Prospecting benefits customer service features prospecting sales success video sales tip' Too many salespeople miss out on greater success because they are too wrapped up in their product’s features.

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Video Selling Skills Customer Service Benefit 100

The Sales Hunter

FEBRUARY 7, 2012

We all want a tighter relationship with our clients, because developing strong business relationships is what allows everyone to benefit. You will benefit. Your client will benefit. Feb 07, 2012. 3 Comments. So how do you do that?! How do you develop those stronger relationships?

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Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

FEBRUARY 26, 2014

However, once they get over the fact they can’t control pricing, it is amazing how they focus selling on the benefits rather than on price. Beauty of this strategy is it pushes the salesperson to focus on benefits and not price, while at the same time still allows for some pricing flexibility should it be needed.

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Discount Policies Selling Skills Benefit 211

The Sales Hunter

SEPTEMBER 10, 2013

Reason is simple: People who focus on price will never understand the value proposition and, therefore, they’ll never appreciate how they can benefit. If the customer can’t ultimately state the benefits they desire, there is little chance they will be comfortable with their purchase.

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Customer Negotiation Selling Skills Customer Service 278

The Sales Hunter

JUNE 11, 2013

Blog Closing a Sale Consultative Selling Customer Service leadership Motivational Sales Speaker Professional Selling Skills Sales Motivation benefits customer customer service marketing marketing materials needs sales' ” Sales Motivation Blog.

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Marketing Customer Service Consultative Selling Motivation 231

The Sales Hunter

JUNE 19, 2012

This must be followed by a timetable that allows for the organizing of what I refer to as benefit statements and benefit questions that you can pose to the prospect. ” The reason I say this is because the best prospect will be lost if they’re not approached with the right benefit statement or benefit question. .”

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The Sales Hunter

MAY 8, 2013

This goes way beyond “benefits” of what you sell. Remember — you have to look beyond mere benefits of what you sell. 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.

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Customer B2C Customer Service Selling Skills 224

The Sales Hunter

APRIL 9, 2013

First, no matter how much a salesperson may want to help a customer, price should never be shared until a firm understanding of the needs and benefits are on the table. Your objective is to explore and uncover the customer’s needs and wants — and then share how what you have to offer can benefit them.

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Benefit Competition Motivation Objections 202

The Sales Hunter

APRIL 13, 2012

The key is to have a benefit statement or pertinent news update you can share with the prospect you’re calling. ” Your goal is to have 5 unique benefit statements and/or 5 unique pertinent pieces of news the person who you’re trying to reach would find of interest.

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Cold Calling Benefit Exact Prospecting 197

The Sales Hunter

JUNE 26, 2014

Starbucks gets a huge benefit for their employees and […]. Here are 4 things I learned: 1. Find others who have expertise you can leverage. In this case Starbucks found ASU and for that matter ASU found Starbucks. They both win. Blog leadership Professional Selling Skills Sales Motivation starbucks'

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The Sales Hunter

AUGUST 9, 2012

Selling is all about getting the customer to share with you their needs and the benefits they want satisfied. Selling is about you showing the customer how what your offering is going to benefit them and at a price/value relationship they can understand and appreciate. You’ll only wind up losing.

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Negotiation Sales Process Benefit Up-Sell 182

The Sales Hunter

FEBRUARY 7, 2013

Our focus needs to be on the outcome and how they will benefit. If the benefit the customer is looking for is a discounted price, then let them go someplace else. Business is built around being able to satisfy the needs of the customer, and the last thing we want to do is to have one of the customer’s needs be a cheap price.

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Discount Customer B2C Loyalty 235

The Sales Hunter

OCTOBER 17, 2012

Focus your thinking on the outcomes of the customer and the benefits they’re going to achieve rather than on your own product features. There is no need to roll over and play dead and give a customer a discount if what you’re providing them is going to make a difference.

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Discount Customer Benefit Customer Service 217

The Sales Hunter

APRIL 30, 2013

Two days after the customer makes their purchase, reach out to them with a phone call thanking them for buying and making sure they received what they wanted with regard to the benefits they were looking to fill. Use the call to help identify another need with which you might be able to help them, either now or in the future.

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Customer Cold Calling Customer Service Consultative Selling 269

The Sales Hunter

DECEMBER 9, 2013

The sales concept we should be embracing and working with is the customer will only pay an amount that is equal to or LESS than the perceived benefits they believe they will gain from what it is you’re selling. The key word is “less,” because customers want to believe they’re getting a deal.

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Selling Skills Maximizer Benefit Motivation 225

The Sales Hunter

SEPTEMBER 13, 2019

The presentation is to benefit the customer not to feed your ego. Watch this video on the best sales presentations: Sure, there are a few exceptions when a presentation makes sense; however, they’re far fewer than we think. Still, this only applies to a long way down in the sales process.

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Prospecting Lead Rank Lead Scoring Conversion 158

The Sales Hunter

OCTOBER 1, 2012

A lot of salespeople position their product or service as a benefit to help their customer avoid having to deal with pain or to minimize a risk. A better approach I like is if you’re going to sell against pain or risk but the value to the customer is minimal, then only use risk or pain as a secondary benefit.

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Strategy Advertising Advertising Benefit 176

The Sales Hunter

MAY 24, 2019

The salesperson or company with a high level of credibility always benefits from referrals and repeat business. Watch this 7-minute video interview I had with business growth coach and sales strategist, Meridith Elliott Powell: [link]. The impact of credibility shows up in a number of different ways.

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The Sales Hunter

NOVEMBER 19, 2012

We all like to think we’re thankful for our customers and those people we come in contact with, but let me share with you another benefit that gets lost in the context of business. Now here comes the second benefit. The value of the thank you is more than you might think. Several years ago I was traveling with a CEO.

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The Sales Hunter

OCTOBER 5, 2013

You likely will learn ways you both can benefit: Copyright 2013, Mark Hunter “The Sales Hunter.” When you authentically reach out to them other times just to say thanks, it is a great way to strengthen your relationship. Stronger relationships mean more opportunities to learn about them and their needs.

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Customer Video Selling Skills Customer Service 208

The Sales Hunter

JULY 1, 2019

From your list, determine what type of person will most benefit from the outcomes that you offer. Always focus on the outcomes that you can help your customers achieve not on what you sell. One great exercise that I share often is create a list of all the outcomes that you help your customers achieve.

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Prospecting Top of Funnel Exercises Funnel 210

The Sales Hunter

MAY 21, 2013

Sell based on the benefits and outputs the customer is going to get from buying from you, rather than some stupid game of low-price. Being a pricing coward is a real problem for one simple reason: You give up a lot of profit that simply does not have to be given away. The salesperson doesn’t have a clue what else to do.

Discount 204

Discount Call-back Up-Sell Exact 204

The Sales Hunter

APRIL 16, 2013

Your customers will pay more if they believe they’re getting more, and that means the secret lies in being able to increase the benefits of what they get from you. Notice I’m not talking about benefits. Think about it for a moment. To do this requires a different perspective from the start.

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Face-to-face Benefit Follow-up Motivation 213

The Sales Hunter

JUNE 18, 2019

The benefits that you offer and the outcomes that you deliver are what matter most. You have to be prepared to reach back out to the prospect numerous times over a period of days, weeks, or even months before you have a meaningful conversation. Focus on the outcome that you provide rather than on what you sell.

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The Sales Hunter

JULY 3, 2013

The blog is a good mix of topics and writers, and I have no doubt you will find information from which you can benefit and grow. In keeping with my commitment to give you as many opportunities as possible to strengthen your selling skills, today I’m highlighting the blog on Salesforce.com.

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The Sales Hunter

APRIL 30, 2013

What are the benefits they’re gaining? For the customer, the opportunity is huge, because they in turn will benefit even more from what you sell. This is a key reason why I push hard to find out as much as I can about the customer’s customer. Who is it your customer deals with? Why do they buy from them? They only invest.

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Discount Customer Benefit Motivation 190

The Sales Hunter

MAY 24, 2013

While a peer group can certainly benefit a person in what they receive from others, it is even more powerful in what each person gives with regard to insight and wisdom. Collectively, this benefit compounds tremendously.

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Groups Sales Leadership Insurance Insurance 183

The Sales Hunter

SEPTEMBER 21, 2013

Yes, I know it’s not always possible to reply, but for the times you can, you will benefit greatly. This little step can show them that you are engaged and interested in helping them with what they need. Check out the below video to see how this works: Copyright 2013, Mark Hunter “The Sales Hunter.”

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