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The Crucial Selling Skill That Nobody Talks About

Understanding the Sales Force

They want to optimize my website, sell me SEO services, provide me with online marketing tools, sell me the latest SaaS program, provide a guest article for my Blog, buy advertising on my Blog, sell me leads, book appointments for us with prospects, or show me the latest sales enablement tools. Image Copyright 123RF Stock Photo.

Critical Selling Skills That Distinguish Top Performers

Partners in Excellence

Last week, Tim Ohai and I were talking about the future of selling. We got onto a discussion of the critical skills needed for high performers. I’ve narrowed things down to the top 3 skills critical for top performers. First, all the usual traditional skills are table stakes. What are the top 3 skills that set consistent top performers apart from everyone else?

To Become A Master Salesperson, Master NON Selling Skills.

Jeffrey Gitomer's Sales Blog

To Become A Master Salesperson, Master NON Selling Skills. Tweet Share Everyone talks about “how to sell” Not me. ” Most salespeople are taught some “system” of selling. Salespeople are so busy trying to manipulate the selling process, that they disengage the buyer. What is selling about? You can learn old world selling skills.

Selling Skills or Selling Process? Which is Holding You Back.

The Sales Hunter

Selling a Price Increase. Communication Skills. Selling Skills or Selling Process? A person with strong selling skills. Strong selling skills certainly are a beginning. These include the ability to listen, ask questions, create a unique selling proposition and ultimately close. I refer to these as selling skills, not a sales process. The vast majority of the time it’s going to be an issue with selling skills. The 4 areas I suggest you look at are: Unique Selling Proposition. selling.

50 Great Avenues to the Best Selling Skills

The Sales Hunter

Just click on the below image: I am sharing this with you because I am committed to making you aware of resources that can improve your skills. . Make the most of the list and make it your goal to not only increase your skills, but to boost your profits and your customer satisfaction at the same time. ” Sales Motivation Blog. I am a big believer in continual learning.

The Productivity Challenge for 2017

The Sales Hunter

Blog Cold-Calling Professional Selling Skills Sales Development Training Sales Motivation Jill Konrath sales skills selling skills time managementWe in sales and, for that matter, everyone in life struggle with being […].

It’s Not the Number of Leads You Have. It’s the Quality that Counts!

The Sales Hunter

Blog Professional Selling Skills Prospecting lead lead generation prospect prospecting sales prospectingWhat does your sales funnel look like? Is it full of junk? What is the % of leads at the top of your funnel that actually become customers? I see way too much time being spent on keeping names in a sales funnel just for the sake of keeping a sales manager happy. It’s time […].

Is Bad Prospecting Causing You to Discount Your Price to Close a Sale?

The Sales Hunter

Blog Professional Selling Skills Prospecting lead generation pipeline prospect prospecting sales funnelToo many salespeople suffer from having to discount the price to close the sale. We can talk all we want about the need to create value for the customer, but if the salesperson still decides to cut the price then clearly something is not right. To understand this problem we need to go upstream […].

It’s Time to 10x Your Sales. 10 Things You Can Do to Grow Your Sales!

The Sales Hunter

Blog leadership Professional Selling Skills Prospecting Sales Development Training Sales Motivation sales motivation sales skills selling skillsWhat would your business look like if you were to grow it 10x? To be able to pull it off and — yes, you can do it! — you need to be incredibly focused. Start by taking individual components of your sales process and look to build each one of them 10x. Below is […].

Your 2017 Sales Prospecting/Growth Plan in 8 Steps

The Sales Hunter

Blog Professional Selling Skills Prospecting prospect prospecting sales prospectingIt’s the start of a new year and as much as you feel good, you also feel a sense of concern about the numbers you need to hit for this year. The solution is NOT merely doing more of what you did last year and thinking that alone is going to do the trick. Success […].

10 Questions to Challenge You Next Year

The Sales Hunter

Blog Professional Selling Skills Prospecting Sales Motivation high-profit prospecting prospect prospecting sales motivation sales prospecting sales skillsWhat are you planning to do differently next year? When I say “differently,” I mean really different. Too many times we make only minor changes, and then we wonder why we achieve only minor improvements.

Executive Sales Leader Briefing: Leadership is a Lifestyle Lived with Passion

The Sales Hunter

Blog leadership Professional Selling Skills executive sales leader briefing leader sales leader sales leadershipLeadership is the desire to succeed and the passion to serve. Leadership is not a job. It’s a lifestyle. Leadership is about making an impact on others. Leadership is not what you do in public, but rather what you think in private. Leadership without passion is management. Leadership is having the drive to achieve […].

10 Steps to Networking Effectively

The Sales Hunter

Blog Networking Professional Selling Skills network networkingAs we near the end of the year, it seems the calendar fills up with numerous parties and events, all of which are great opportunities to network. As good as these can be, they can take a lot of time away from other more pressing activities. Here is my list of 10 steps to […].

6 Secrets to Sell More in Less Time

The Sales Hunter

Do you know there are 6 things top-performing salespeople do to sell more in less time? You don’t need special skills, but rather the discipline to make it happen. Blog Closing a Sale Consultative Selling Professional Selling Skills Sales Motivation sales motivation selling skills The beautiful thing is anyone can do them.

What Value Does Your Sales Proposal Bring to You and Your Ability to Close the Sale?

The Sales Hunter

Blog Consultative Selling Professional Selling Skills consultative selling proposal sales proposal selling skillsI’ve seen far too many sales proposals, and I’ll admit 90% of them are a waste. Reason is simple: We don’t take the time to do them right. What gives us the right […].

Sales Motivation Video: “No” is Never Permanent in Sales and Prospecting

The Sales Hunter

Blog Professional Selling Skills Prospecting customer prospect prospecting sales sales prospectingWhen you hear “no” from a customer, what does it do to you? I challenge you this week to not view “no” as a dead end, but rather as an opportunity to come back at a later time to engage again with the customer or prospect. “No” is never permanent. EMBRACE this attitude and you […].

Executive Sales Leader Briefing: Do You Have to be a “Born Salesperson” to be Successful in Sales?

The Sales Hunter

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. Blog Cold-Calling Consultative Selling Professional Selling Skills executive sales leader briefing sales selling skills successIf you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: Recently […].

10 Things Salespeople Need to Do to Save Time

The Sales Hunter

It’s not what they sell or the customers they sell to; it’s their time. Blog leadership Professional Selling Skills sales leadership time managementThe most valuable asset any salesperson has is their time. How we use our time is what will make a much bigger impact on our success than nearly anything else.

It’s 2017. What’s the Value of Cold Calling in Sales?

The Sales Hunter

Blog Cold-Calling Professional Selling Skills Prospecting prospect prospecting sales prospectingThe Internet is buzzing with hype about how cold calling is dead. In the last few weeks, I’ve seen multiple studies, surveys, polls, etc., about how cold calling is a technique that is dead. I’m going on a serious rant about this subject. Stick with me on this issue and then hey, go ahead and […].

10 Ways to Be Seen as a Sales Leader by Your Customers

The Sales Hunter

Remember it’s not what you sell; it’s how you help the customer that makes the difference. Blog leadership Professional Selling Skills leader sales leader sales leadershipA sales leader is one who helps their customers see and achieve things they didn’t think were possible. Here’s my list of 10 […].

10 Ways to Leverage Social Media in 10 Minutes or Less Each Day

The Sales Hunter

Blog Networking Professional Selling Skills Prospecting Sales Motivation networking prospecting social social mediaSocial media is powerful. No doubt about that, but what it can also do is suck up your time so fast you suddenly find yourself with not only no sales, but also no leads.

10 Ways to Stop Being an Average Salesperson and Become a Top-Performing Salesperson

The Sales Hunter

Blog leadership Professional Selling Skills Sales Motivation greatness sales leadership sales motivation sales skillsIf you’re content being average, then don’t read any further. If you’re content being average, then don’t be surprised when you wake up one day and find yourself struggling to make anything happen.

10 Ways to Tame the Pre-Sales Call Nervousness and Stress

The Sales Hunter

Blog Closing a Sale Cold-Calling Consultative Selling Professional Selling Skills Sales Motivation confidence sales call techniques sales confidence sales motivationYou’ve got the big call and you know you need it, which alone is stress, but making it worse is your boss told you how important the call is to both the company and your career. This is a common occurrence.

Is Your Personality Selling For You or Against You?

The Sales Hunter

Blog leadership Motivational Sales Speaker Professional Selling Skills Sales Development Training Sales Motivation phil gerbyshak sales motivation selling personality selling skillsDo you use your personality to help you communicate more effectively? How many times have we found ourselves running from the person who has zero personality?

Do Women Make Better Salespeople Than Men?

The Sales Hunter

Blog Closing a Sale Cold-Calling Consultative Selling leadership Professional Selling Skills gender in sales male vs female sales leader sales leadership sales motivation selling skillsIt’s time to wade back into this very critical discussion. You say it’s not critical? Sure you do. Jill Konrath — who I feel is […].

5 Ways to Overcome Stress in Sales and Business

The Sales Hunter

Blog leadership Professional Selling Skills Sales Motivation optimism sales success stress successAll of us experience stress to one degree or another. We’ve all heard where some stress can be good for you, because it keeps you focused. But at the same time, we all know what can happen when we’re too stressed.

Do You Have Prospects or Suspects? 10 Ways to Know the Difference.

The Sales Hunter

Blog Professional Selling Skills Prospecting prospect prospecting sales prospectingToo many prospecting pipelines are plugged. They’re plugged with suspects taking up valuable time. Keeping the pipeline full of only great prospects allows it to move faster and does not require the pipeline to be as big. In both the short-term and […].

Month-End Review: Assessing Your Sales Performance

The Sales Hunter

Blog Consultative Selling leadership Professional Selling Skills Sales Motivation selling skills time managementIt’s the last day of the month, and for many salespeople, that means it’s a mad scramble to get another order to make a number. Regardless of where […].

10 Best Sales Motivation Quotes by Mark Hunter

The Sales Hunter

Blog Professional Selling Skills Sales Motivation sales motivation“My goal in sales is to help my customers see and achieve things they didn’t think were possible.” ” “A sale made without integrity is not a sale.” ” “My greatest assets are my time, my mind, and my network. My goal is to use each one wisely, each day.”

10 Best Sales Questions to Use When Talking with a Customer

The Sales Hunter

Blog Cold-Calling Consultative Selling Customer Service Professional Selling Skills Prospecting Purchasing Department listening prospecting purchasing department questions sales process sales prospecting selling techniquesOne of the best things any salesperson can do is develop a list of 10 questions they feel comfortable asking. The questions […].

Is Your Business Culture an Asset or a Liability for You and Your Customers?

The Sales Hunter

Blog Consultative Selling leadership Professional Selling Skills Sales Development Training Sales Motivation Sales Training business culture culture john spence sales team selling skillsI’ve been talking a lot recently about the need to have engaged customers and their impact on both the top-line and the bottom-line of your business. The ability to have engaged customers requires engaged salespeople, which come about due to engaged leadership. All of this is a result of the culture of the business. […].

5 Ways to Shorten Your Sales Cycle — NOW!

The Sales Hunter

Blog Breakthrough Sales University Cold-Calling Consultative Selling Professional Selling Skills cold calling consultative selling sales cycle sales skills selling cycle selling skillsAsk this key question to ask every prospect during the first contact: What is your timeline for making a decision? It only makes sense that if your goal is to close sales faster, you must be working with prospects who are most likely to buy NOW. A prospect who says they’re not going to buy […].

Wake Up! It’s 2017! Your Old Habits Must Go!

The Sales Hunter

Blog leadership Motivational Sales Speaker Professional Selling Skills Sales Motivation productivity sales leadership sales motivationI found myself reading a magazine… yes, a magazine! Wow, how old school is that? I was struck by an article about how it’s important at this time of year to organize your office. The article listed step-by-step instructions as to how to be more efficient. The author said to have a file folder (what […].

10 Time-Saving Techniques for Salespeople

The Sales Hunter

Blog Professional Selling Skills Prospecting Sales Motivation prospect prospecting sales process sales prospecting sales skills time time managementWho among us doesn’t want to save more time, better use time and essentially get more out of our day?! Here are 10 ideas to get you started: 1. Check email using your smartphone.

10 Daily Habits of Sales Leaders

The Sales Hunter

Blog leadership Professional Selling Skills leader sales leader sales leadership A sales leader is one who helps others see and achieve outcomes they didn’t think were possible. In order for a sales leader to do that, they have to be at the top of their game each day. Below are 10 daily habits sales leaders must have to be successful: 1. Learn something new […].

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Are You Spending More Time on Fewer But Better Prospects and Customers?

The Sales Hunter

Blog Professional Selling Skills Prospecting prospect prospecting sales prospecting time managementAt the start of the year, I challenged you to focus your time by minimizing the amount of time spent on prospects that ultimately go nowhere. We’re now into the 2nd quarter of the year, and it’s time to do an assessment.

5 Ways to Close More Sales During the Summer and Avoid the Summer Slump

The Sales Hunter

Blog Closing a Sale Consultative Selling Professional Selling Skills Prospecting Sales Motivation closing sales sales closing sales motivation sales slumpIt happens every year. Summer comes, and for some reason, sales slump. If you allow summer to take over, your sales will slump. If, on the other hand, you’re proactive, you can enjoy a summer sales bump!

Sales Motivation Video: Success is What You Do TODAY, Not Yesterday!

The Sales Hunter

Blog Professional Selling Skills Sales Motivation motivation sales motivation successIt’s a brand new week! Every week is a new opportunity. And I want you to remember that success is what you do TODAY, not yesterday! Are you making the most of today? Check out the video to see what I mean: Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the […].

10 Questions You Need to Ask Yourself Mid-Year

The Sales Hunter

Blog Consultative Selling Professional Selling Skills Sales Motivation assessment goals quota quotas selling skillsIt’s time for a mid-year assessment, and you should be asking yourself these questions: 1. What does my performance to date tell me about my ability to make my number for the year? Can I build a plan breaking down by customer and product the amount of business I need to enable me to […].

5 Questions to Qualify a Prospect Faster

The Sales Hunter

Blog Professional Selling Skills Prospecting breakthrough sales university prospect prospecting sales prospectFew things can take up as much time as spending time with a prospect that turns out to not be a prospect. Every time I speak, someone comes up to me afterward and shares with me their frustration with qualifying a prospect.