The Sales Hunter

JUNE 13, 2012

If you want greater success in prospecting — and more sales! Example is if you’re selling software to a wide number of companies and organizations, then don’t just call at random. If you’re making phone calls at random, there is just no way you’re going to have effective benefit statements.

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Prospecting Automotive Health Care Segment 206

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. This can many times take far too long and the result is the salesperson dies from a lack of sales. Copyright 2012, Mark Hunter “The Sales Hunter.”

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Strategy Advertising Advertising Benefit 176

The Sales Hunter

SEPTEMBER 26, 2013

I recently watched a very capable salesperson get completely flustered because the sales materials he had weren’t in the order he wanted them. He opened the sales meeting beautifully and then began walking the customers through the materials. Copyright 2013, Mark Hunter “The Sales Hunter.”

Consultative Selling 201

Consultative Selling Face-to-face Selling Skills Motivation 201

The Sales Hunter

JANUARY 21, 2013

Here is my list of what we can learn with regards to sales from Lance Armstrong: 1. One sales call is not going to be enough to close a complex sale. Sorry, if what you’re selling is something complex, then don’t think you’re going to be able to make one sales call and close the sale.

Google 219

Google Motivation Up-Sell Sales 219

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. You will benefit. Your client will benefit. ” Sales Motivation Blog.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

DECEMBER 7, 2012

I’m not talking about your company or what you sell as being a sales leader. What I’m talking about is would your customers say you are a sales leader? It’s easy for us to think of ourselves as being a sales leader. Below are a few criteria of a sales leader. ” Sales Motivation Blog.

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Customer Sales Leadership Motivation Benefit 233

The Sales Hunter

FEBRUARY 21, 2013

The argument I hear is how sales leadership is something that only involves top performing sales people, sales managers or those who work for a company with huge market share. Sales leadership is a fundamental to anyone in sales who is striving to grow their sales and profit.

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Sales Leadership Marketing eBook Motivation 211

The Sales Hunter

JANUARY 17, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Companies are rarely able to look at everything they need to look at. FREE Resources. Negotiation.

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Motivation Ideal Customer Profile Hiring Negotiation 175

The Sales Hunter

MARCH 31, 2012

Where are you getting your prospecting sales leads? I will then contend the focus needs to be on the quality of the prospecting sales leads, rather than on the quantity. I will then contend the focus needs to be on the quality of the prospecting sales leads, rather than on the quantity. ” Sales Motivation Blog.

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Lead Rank Lead Scoring Leads Marketing Qualified Lead 225

The Sales Hunter

AUGUST 10, 2012

A few weeks back I was with a number of salespeople from a cross-section of companies and industries. The discussion was lively and very engaging, but what struck me was how none of them were truly focused on their sales leads. If there’s a downside to the situation, it’s how the sales profession as a whole is perceived.

Prospecting 161

Prospecting ACT Sports Competition 161

The Sales Hunter

JANUARY 20, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. It’s time to get control of the #1 thing salespeople do on a regular basis to hurt themselves and their company. Negotiation.

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Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

JULY 30, 2013

If, on the other hand, the value from the expected outcome is less than the price, then there isn’t going to be a sale. Discounting the price is a non-starter to closing the sale if it’s all about the outcome. Keep reminding yourself of this basic sales principle: Price is not the reason people don’t buy.

Discount 250

Discount Selling Skills Energy Benefit 250

The Sales Hunter

FEBRUARY 7, 2013

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. What companies found out when they use ½ price coupons to get new business is you may create trial business, but the trial will rarely if ever turn into repeat business.

Discount 235

Discount Customer B2C Loyalty 235

The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Generating sales leads is not the sole responsibility of the marketing department. sales goals.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Every organization has turnover and people will move from one company to another company.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

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. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

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Customer Hotels Travel Face-to-face 204

The Sales Hunter

FEBRUARY 28, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. There is always a dance going on between a company and a customer. FREE Resources. Negotiation.

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

The Sales Hunter

APRIL 1, 2012

“What are the sales prospecting tools you use?” Here’s my list as to what I see are the top 9 sales prospecting tools and tips that you need to be successful. Quality of the benefit statements. Sales prospecting is without a doubt the number one issue salespeople deal with. Focus / focus / focus.

Tools 195

Tools Prospecting Cold Calling Software 195

The Sales Hunter

DECEMBER 12, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Yes, even a company that was owned by Warren Buffett was not immune to our wrath. FREE Resources.

Motivation 147

Motivation Real Estate Training Hiring 147

The Sales Hunter

NOVEMBER 30, 2012

Over the years, I’ve had the opportunity to visit hundreds of companies and dig deep into their business. Without a doubt, I can say the reason some companies wind up with more bad customers than others is because they have more bad salespeople than others. Copyright 2012, Mark Hunter “The Sales Hunter.”

Customer 234

Customer Motivation Closing Benefit 234

The Sales Hunter

APRIL 13, 2012

Recently I was on the phone with a director of sales and marketing for a service company. The conversation had to do with cold-calling and sales prospecting. The key is to have a benefit statement or pertinent news update you can share with the prospect you’re calling. ” Sales Motivation Blog.

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Cold Calling Benefit Exact Prospecting 197

The Sales Hunter

JULY 3, 2012

Make sure your voicemail message contains a benefit statement for the customer. Again, very important in a sales prospecting voicemail. Unless you’re the CEO of a company, it’s pretty doubtful the person you’re leaving a voicemail message for cares about what you do. ” Sales Motivation Blog.

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Account Prospecting Motivation Course 181

The Sales Hunter

AUGUST 20, 2013

Recently, I began searching for a new software package for my company. In talking with several other companies that had worked with the company, I kept hearing the statement, “You can dicker with these guys.” Here was the system I knew was going to be best for my company. ” Sales Motivation Blog.

Discount 197

Discount Selling Skills Negotiation System 197

The Sales Hunter

JANUARY 14, 2014

Sales are slow, the competition has never been tougher, and to top it off, customers are looking for a reason to buy. Once you offer a discount to a customer to close a sale, you will think offering a discount is the best way to handle every roadblock you run into with a customer. Copyright 2014, Mark Hunter “The Sales Hunter.”

Discount 247

Discount Competition Closing Up-Sell 247

The Sales Hunter

FEBRUARY 12, 2014

I’m always amazed at how companies and salespeople will drop the ball after the customer buys. What this means is your product/service should be positioned against the risk/benefit outcome the customer has stated is their biggest concern. Copyright 2014, Mark Hunter “The Sales Hunter.”

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Positioning Referrals Comparison Selling Skills 228

The Sales Hunter

MARCH 16, 2012

Cash-flow pricing is a term I use to describe desperate salespeople and business owners who feel it is better to get a sale that will yield little to no margin than it is to get no sale at all. It’s a sad comment, but there are far too many salespeople and companies using this approach right now.

Margin 157

Margin Call-back Benefit Resources 157

The Sales Hunter

JANUARY 14, 2013

10 Company meeting days. - 4 Arguing with the sales manager over the quarterly sales quotas. - 3 Listening and complaining to HR about the compensation/benefit structure. - 4 Arguing with the sales manager over the quarterly sales quotas. -

Compensation 247

Compensation Quota Motivation System 247

The Sales Hunter

FEBRUARY 10, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. But taken collectively, they compound into such a difference in your sales. FREE Resources.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Sales Hunter

OCTOBER 29, 2013

Many companies have experienced a good year and are looking to spend money this year. Keep the emails timely by focusing on timely benefits the customer will value. I’m very much against using price to close year-end sales for two simple reasons. Copyright 2013, Mark Hunter “The Sales Hunter.”

Consultative Selling 246

Consultative Selling Call-back Discount Selling Skills 246

The Sales Hunter

NOVEMBER 13, 2012

Reason I like this approach is many companies are in a position to move purchases from January or even February into December due to their positive year-end cash flow. Problem is for a lot of companies is they don’t think of this until it’s too late. Copyright 2012, Mark Hunter “The Sales Hunter.”

Customer 166

Customer Positioning Motivation Benefit 166

The Sales Hunter

JANUARY 24, 2014

Let’s fact it — we all think we have that “sales gift.” I’m amazed at the number of times I can be working with salespeople from the same company and they can’t even agree on what fair value is for what they sell. When we rush this part of the sales process, the only outcome is lost profit.

Consultative Selling 211

Consultative Selling Motivation Objections Customer 211

The Sales Hunter

NOVEMBER 12, 2012

Low price is simply not something you can build your sales around. Yes, price does play a role, but don’t allow your sales strategy to be built around low price. Problem I see is those of us in sales can become very susceptible to falling for what we think is going to be a quick way to increase sales.

Discount 215

Discount Advertising Advertising Competition 215

The Sales Hunter

NOVEMBER 10, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Over my career as a salesperson and a sales speaker, I have met some salespeople who aren’t too excited about the title salesperson.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

The Sales Hunter

MARCH 5, 2012

Negotiating is one of the best ways to close the sale, right? If so, it’s costing you and your company dearly. You will be able to match your benefits to the customer, and the customer will see that you are not asking too much with your full price offer. It’s probably not a sale worth having.

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Negotiation Discount Policies Up-Sell 150

The Sales Hunter

OCTOBER 10, 2012

Best approach is to position your increase on the increased revenue your company needs to be able to continue to produce the high-quality goods or services the customer has come to expect. Believe in yourself and how what you do is for the long-term benefit of the customer. Copyright 2012, Mark Hunter “The Sales Hunter.”

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Positioning Motivation Customer Benefit 183

The Sales Hunter

JANUARY 9, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. It is a perfectly normal feeling, and a form of energy that can be channeled to your benefit.

Motivation 167

Motivation Ideal Customer Profile Negotiation Hiring 167

The Sales Hunter

JULY 20, 2012

We are digging deeper into the 6 secrets of sales prospecting success and now we have arrived at the role of benefit statements. . The answer is in leaving what I refer to as a strong “benefit statement.” Use the benefit statement as the central part of the voicemail message. These are just a few examples.

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Benefit Prospecting Examples Follow-up 169