The Sales Hunter

JUNE 14, 2016

An objection from a customer is not a reason to panic. Thinking you’re never going to have a customer object to something is not realistic. Ask the customer to share with you more insight as to why they raised the objection. Here are 10 responses to consider: 1. I always say it’s not the […].

Objections 100

Objections Customer Customer Service Consultative Selling 100

The Sales Hunter

FEBRUARY 18, 2014

Salespeople always want a higher price and don’t want to offer a discount to close the sale. In fact I’ll say it is as powerful of an attribute in the selling process as anything else. The way you feel is going to impact your level of confidence, but in the end it’s up to the customer to gauge your confidence.

Cold Calling 229

Cold Calling Motivation Discount Selling Skills 229

The Sales Hunter

JULY 11, 2013

View the customer as if you were peeling an onion. Your objective in peeling an onion is to get to the good part. Your objective is to get to the good part of understanding the customer’s needs and wants, and that means asking follow-up questions regarding what they just shared with you.

Cold Calling 204

Cold Calling Consultative Selling Follow-up Selling Skills 204

Jeffrey Gitomer

DECEMBER 16, 2011

The 100-year path to a sale is over: Road Closed. How do I overcome objections? How do I close a sale? Customer Loyalty. Overcoming Objections. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Gitomer | December 16, 2011 | 1 Comment. How do I make a better cold call? Maybe less. Maybe none.

Hiring 194

Hiring Cold Calling Closing Social Media 194

Highspot

JULY 6, 2023

Sales Training Topics That Improve Sales Skills Successful salespeople need to have more than just charm. Sellers must know your company and product, understand the market, give good presentations, handle objections, use tech tools, manage time, and build strong relationships.

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

Jeffrey Gitomer

FEBRUARY 18, 2011

They go through the same old crapola, of prospect , the point, present, close, follow-up! Customer Loyalty. Overcoming Objections. That sales strategy is going to get you nowhere; oh it will get you somewhere, another job. Share this Post. xmlns:dc="[link] xmlns:trackback="[link]. -->. Guy says: February 20, 2011 at 4:55 pm.

Referrals 206

Referrals Hiring Social Media Loyalty 206

Miller Heiman Group

AUGUST 1, 2019

For companies that have prioritized customer success, they know that service teams touch existing customers 10 times more than salespeople. The key is to identify which objectives you want them to be accountable for, so you can create a development plan to build the skills necessary to achieve those goals.

Top of Funnel 63

Top of Funnel Customer Loyalty Customer Service 63

Jeffrey Gitomer

MARCH 3, 2012

You can even bring a friend, co-worker, or even a prospect and I’ll help you close them. Customer Loyalty. Overcoming Objections. I want you to call this number (1-800-242-5388), I want you to go to this website ( www.gitomer.com ), and I want you to get yourself a ticket for both of my seminars today. Categories.

Hiring 171

Hiring Social Media Hotels Loyalty 171

Sales Hacker

JULY 25, 2022

Answering this question helps you break down the activities and objectives required to achieve the outcome. Objective metrics. Metrics that depend on employee performance and customer behavior. May include: customer retention rate, win rate, and new customers acquired. Activity metrics. Building an AE dashboard.

Engineering 99

Engineering Revenue Top of Funnel Sales Qualified Lead 99

Jeffrey Gitomer

JANUARY 31, 2012

8 – Closing the Sale. 21 – Overcoming and Preventing Objections. Customer Loyalty. Overcoming Objections. Maintain your momentum throughout the new year with timely insight at a steal of a value! Here’s the lineup for the year: Feb. 29 – YES! TBD – Getting an Appointment. Categories.

Webinar Metrics 169

Webinar Metrics Hiring Social Media Loyalty 169

The Sales Hunter

DECEMBER 29, 2011

Take the time to contact each one of your existing customers with one objective — get referrals. The way you do this if by first engaging the customer in a conversation about what they’ve gained from working with you. When the salesperson isn’t confident, they miss opportunities to close sales.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Sales Hunter

NOVEMBER 25, 2011

You can’t do your job without feedback from your customers or your coaches. You face objections each day just like they face tough defenses in every game. Sadly, another difference worth looking closely at is commitment. Professional Selling Skills Training: Stay Motivated, Finish Strong. customer service.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

JANUARY 25, 2012

Not only does the customer have access to more knowledge, but the entire closing process has changed. What this means is the salesperson has to be far more prepared to follow-up with the customer via email, telephone, mail, etc. The entire objective of the follow-up is of course to help close the sale. discounting.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

Jeffrey Gitomer

NOVEMBER 1, 2011

Probably the best example of change I can offer you comes from a column I wrote several years ago about the “Benjamin Franklin close.” Basically what the column says is rather than use an old, time-worn manipulative sales close on the customer, try using it on yourself before you go into the sale as a means of preparation.

Hiring 221

Hiring Social Media Loyalty Referrals 221

The Sales Hunter

NOVEMBER 3, 2012

Too many salespeople overlook this fundamental rule — the customer defines value, not the salesperson. The salesperson’s objective is to get the customer to share what they (the customer) want and need. This takes time and a willingness to ask the right questions and to listen.

Video 190

Video Customer Maximizer Motivation 190

The Sales Hunter

DECEMBER 6, 2011

Too many times when we aren’t able to close a sale and even when we do close a sale, we fail to look at what we did right and where we could improve. If we expect to win in a fantasy league, we need to look at individual players; in sales, we need to look at individual selling steps. customer service.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Cancellation 200

LeadFuze

JULY 7, 2023

In this thorough overview, we’ll investigate the significance of creating intelligent sales objectives and approaches that can assist you with accomplishing them. Additionally, we will discuss the SMART methodology for setting specific, measurable, achievable, relevant and time-bound objectives.

Sales Goal 52

Sales Goal Churn Incentives Incentive 52

The Sales Hunter

SEPTEMBER 27, 2012

We’ve all experienced at one time or another a sales presentation we believe is going well, only to have the customer go into a big stall mode just as you try and close. What makes this worse is many times the customer has been very engaged with you throughout the entire sales call process.

Customer 172

Customer Closing Motivation Exact 172

The Sales Hunter

FEBRUARY 28, 2012

Always be improving your sales prospecting and sales closing processes. Top salespeople have a wide number of sales prospecting and sales closing methods they feel comfortable in using. Sales Training Tip #393: Your Body Language and the Customer’s Objection. customer service. high profit selling.

System 160

System Motivation Training Hiring 160

Fill the Funnel

MARCH 25, 2014

These might be one of the more challenging objections to handle in sales. Social media can open that door that has remained closed. Ok, so I go to me smartphone and check the status online, or call customer service. Do you have an example of using your social selling skills to listen for new opportunities?

Social Selling 130

Social Selling Social Media Twitter Facebook 130

Highspot

APRIL 14, 2023

If you want your sales team to efficiently and consistently close deals, you need to arm them with the resources and materials they need to be successful. Every business needs to present what it’s selling as standing apart from the competition, but differentiating how you sell it is equally important.

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

If you want your sales team to efficiently and consistently close deals, you need to arm them with the resources and materials they need to be successful. Every business needs to present what it’s selling as standing apart from the competition, but differentiating how you sell it is equally important.

Training 52

Training Scale How To Hiring 52

The Digital Sales Institute

OCTOBER 24, 2018

Sales techniques training courses are about improving a salespersons selling skills across a broad range of activities from sales prospecting to closing to social selling. If these types of sales techniques need improving in your sales toolbox, our online sales training courses can help improve how you sell.

Course 49

Course Training Cost per Lead Social Media 49

The Sales Hunter

DECEMBER 27, 2011

Get your CEO and other senior level people on the road visiting customers. Too many sales managers and even C-Suite officers hold off on visiting customers until it’s time to close the sale. Get them out visiting customers now. Your objective is to wish them the best and find out from them what they expect in 2012.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Sales Hunter

JANUARY 24, 2012

Until the customer has shared with you what they’re looking for and have provided to you what their objections are, then you’re wasting your time. The earlier you can find out this type of information, the more likely you’ll be able to close a sale. Do You Have Effective Negotiation Skills? cold calling.

Negotiation 194

Negotiation Ideal Customer Profile Hiring Facebook 194

The Sales Hunter

DECEMBER 26, 2012

It’s the year to not have an excuse as to why you didn’t close a sale you thought you would get. Right now is the time to start organizing the key objectives of each quarter in 2013. Make 2013 the year it all comes together. By allowing yourself to be organized and stay organized throughout the entire year.

Call-back 242

Call-back Motivation Exact Objections 242

The Sales Hunter

DECEMBER 4, 2012

One of the best ways to do this is by assessing each part of your sales process from the types of questions you ask to the types of closing techniques you use. The objective is to use each sales call as a learning tool to help you get in the groove of a continual evolution of how you sell. Objective is to learn from each call.

Sales Process 172

Sales Process Objections Motivation Video 172

Gong.io

JUNE 18, 2018

The Faster You Ramp Your Reps, the Sooner New Deals Will Close. Thoroughly Explore Objections to Avoid Holdups. They get so flustered when they hear an objection, they often address the wrong issue. More than half of top performers respond to a prospect’s objection with a question. The number of deals they close.

Sales Cycle 85

Sales Cycle Hiring Call-back Exact 85

The Sales Hunter

APRIL 27, 2012

Too many salespeople try to force the customer into buying based on their timeline, not the customer’s timeline. For example, many salespeople feel compelled to close a couple more sales before the end of the quarter. Rather than selling to your timeline, sell to the customer’s timeline.

Proposal 156

Proposal Discount Maximizer Closing 156

Showpad

JULY 7, 2020

Think about the selling potential of customer service and success teams, and think about the growing number of online shops, product and checkout pages also in the B2B space. 1: Effective sales enablement requires customer journey alignment . That requires specific skills — professional selling skills to be precise. .

Sales Enablement 137

Sales Enablement Hiring Forecasting Engineering 137

The Sales Hunter

DECEMBER 13, 2011

Here is what I suggest: Current Customers: Call EVERY customer you have and EVERY contact you have within a customer. Don’t put off until tomorrow what you could be doing today: It’s easy to say you’re going to close up shop, take time off and say to yourself you’ll crank it up come January. discounting.

Ideal Customer Profile 172

Ideal Customer Profile Hiring Negotiation Referrals 172

The Sales Hunter

DECEMBER 5, 2011

” As a sales rep, we usually only have to ask for the appointment, then go right for the gusto and try to close! They understand that if you don’t initiate the process, there is little chance of reaching your objective. If someone says no, they are that much closer to the next close. customer service.

Cold Calling 161

Cold Calling Motivation Hiring Ideal Customer Profile 161

Jeffrey Gitomer

MARCH 12, 2012

Every customer has objections. I had a conversation with a potential client 3 hours after the close of the webinar. Tweet Breaking down barriers to make a sale is part of every salesperson’s real-world. Your job is to be at ease with them, overcome them, and identify them as a buying signal. Best regards, —Ken.

Webinar Metrics 167

Webinar Metrics Referrals Lead Rank Lead Scoring 167

The Sales Hunter

FEBRUARY 26, 2013

When we ask a customer these types of questions, what we’re doing is becoming engaged in their business. The objective is for you to be seen as being different from other salespeople. If they ask any questions at all, their goal is to get the customer thinking about what they need to buy from the salesperson right now.

Margin 249

Margin Motivation Objections Competition 249

InsideSales.com

OCTOBER 29, 2019

And what sales techniques help reps get more business, handle objections, and have better overall sales conversations? We made a list of the sales skills of the best sales reps, and you know what? Evaluating a sales representative’s performance and skills should be an ongoing process. Establish Trust with the Customer.

Face-to-face 78

Face-to-face Scale Motivation Negotiation 78

Gong.io

JUNE 18, 2018

Our team of data scientists has analyzed more than 1,000,000 recorded sales calls.prospect with an objection. The Faster You Ramp Your Reps, the Sooner New Deals Will Close. Thoroughly Explore Objections to Avoid Holdups. They get so flustered when they hear an objection, they often address the wrong issue. Mind-boggling.

Sales Cycle 48

Sales Cycle Hiring Call-back Exact 48

The Sales Hunter

OCTOBER 24, 2012

The objective is to try and place a sense of urgency in the mind of the customer. . Just because you’re putting an expiration date on the price doesn’t necessarily mean you’re going to raise your prices. What it means is you simply don’t know.

Customer 192

Customer Negotiation Motivation Objections 192