The Sales Hunter

JULY 17, 2013

This means that when you pause anytime you share a key piece of information or answer an objection,your response will seem more credible because of the pause. I say a longer pause after you state your price because your objective is to ensure the customer speaks first after you’ve shared the price. ” Sales Motivation Blog.

Cold Calling 244

Cold Calling Customer Service Consultative Selling Negotiation 244

The Sales Hunter

SEPTEMBER 20, 2013

Objective of the calls is three-fold. We never know who or when the person the senior person knows may encounter the buyer to whom you sell. Third objective is being able to get a meeting during difficult periods. We’re on the verge of the 4 th quarter, and for many companies, that means the race is on to make the number.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

The Sales Hunter

SEPTEMBER 26, 2013

That is the objective, so let’s engage them with a discussion. Your objective is to know what you sell and know it so well that you don’t need anything other than the questions you want to ask. I don’t know about you, but that doesn’t sound like a good thing! ” Sales Motivation Blog.

Consultative Selling 201

Consultative Selling Face-to-face Selling Skills Motivation 201

The Sales Hunter

JULY 11, 2013

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. View the customer as if you were peeling an onion. Same thing with your conversation.

Cold Calling 204

Cold Calling Consultative Selling Follow-up Selling Skills 204

The Sales Hunter

OCTOBER 17, 2013

Make it your objective to add 5 more questions to each sales presentation you make. Blog Closing a Sale Cold-Calling Consultative Selling Professional Selling Skills benefits needs outcomes sales strategy' How much of your presentation is geared toward pulling ? You’ll be amazed at what happens next.

Strategy 241

Strategy Cold Calling Consultative Selling Margin 241

The Sales Hunter

AUGUST 5, 2013

The objective of a sales call is to have a discussion with the customer. The objective is to engage them and find out their needs. Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills Sales Motivation closing closing a sale customer presentation presenting sales presentation'

Closing 198

Closing Consultative Selling Motivation Selling Skills 198

The Sales Hunter

AUGUST 30, 2013

Identify key objectives of the company. The CEO is only interested in “investing” in products and services that better equip the company to meet its objectives. You need to understand those objectives as much as possible before you go into the meeting. This is where your homework is vital.

Sales Leadership 204

Sales Leadership Meeting Transportation Consultative Selling 204

The Sales Hunter

OCTOBER 29, 2013

Schedule a meeting or minimally a phone call with each of your existing customers, with one very upfront objective and that is to get more volume now. Blog Closing a Sale Consultative Selling pricing Professional Selling Skills Prospecting goal goal setting price sales goals year-end' Don’t hold back.

Consultative Selling 246

Consultative Selling Call-back Discount Selling Skills 246

The Sales Hunter

JULY 1, 2013

Your objective: Use more OPiuM. Blog Consultative Selling leadership Professional Selling Skills Sales Motivation sales leader sales leadership sales motivation' Where are the people you need to engage? How can you engage them? What would they add to the outcome? ” Sales Motivation Blog.

Consultative Selling 193

Consultative Selling Motivation Selling Skills Sales Leadership 193

Understanding the Sales Force

SEPTEMBER 26, 2014

These salespeople have consultative selling skills, make it look easy, and close the majority of their fully qualified opportunities, crashing through goals and quotas. Not intelligence that you get for your sales force, like Hoovers , but intelligence on your sales force, like Objective Management Group.

Hoovers 228

Hoovers Hiring Sales Qualified Lead Lead Rank 228

Understanding the Sales Force

NOVEMBER 15, 2012

These symptoms are examples of some of the hidden weaknesses that Objective Management Group identifies as reasons why salespeople don't perform as well as you need them too. These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Selling skills, to Qualifying skills to Closing Skills.

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

Mindtickle

SEPTEMBER 13, 2023

The most successful sales organizations are adopting a consultative selling approach to meet buyers’ lofting expectations – and start closing more deals, faster. In this post, we’ll explore what consultative selling is, how it differs from traditional selling, and how it can set your organization apart from the competition.

Consultative Selling 59

Consultative Selling Closing Collateral Buyer 59

Highspot

JANUARY 9, 2024

Each stage requires specific selling skills to satisfy prospect needs. Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution. This includes market understanding, solution selling, and long-term relationship building.

B2B 52

B2B Training Top of Funnel B2C 52

Women Sales Pros

NOVEMBER 1, 2019

The manager sets up the purpose and objective of the coaching meeting and shares her intent of helping the salesperson get back on track. She is the creator of the Ei Selling® System , a unique and powerful sales program that integrates emotional intelligence skills with consultative selling skills.

Sales Management 82

Sales Management Hiring Territories Coaching 82

Understanding the Sales Force

OCTOBER 30, 2012

Yesterday I received two assessments for the same candidate; one from Objective Management Group (OMG) and one from Caliper. Consultative Selling Skills (Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. Understanding the Sales Force by Dave Kurlan.

Hiring 238

Hiring Lead Rank Lead Scoring Sales Qualified Lead 238

Anthony Cole Training

NOVEMBER 20, 2012

These symptoms are examples of some of the hidden weaknesses which Objective Management Group identifies as reasons why salespeople don't perform as well as you need them to. These weaknesses can neutralize entire skill sets, from Hunting skills to Consultative Selling skills to Qualifying skills to Closing Skills.

Airlines 137

Airlines Prospecting Decision Maker Vendor 137

The Sales Hunter

JANUARY 25, 2012

The entire objective of the follow-up is of course to help close the sale. Professional Selling Skills Training: Sales Calls and the Myth of Preparation. high profit selling. selling a price increase. selling skills. high profit selling. selling a price increase. selling skills.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

Sales Training Connection

OCTOBER 16, 2013

And, they are able to translate all that expertise in to powerful customer interactions because they also posses a high level of selling skills. They are more likely to be able to gain access at the executive level and have more skilled conversations focused on business and financial issues. Consultative selling skills.

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

The Pipeline

APRIL 27, 2011

An empirical, objective, numbers-based look at current performance and what’s left to achieve. Bring in outsiders to teach a skill or customer insight. Practice objection-handling or consultative selling skills. Interactive Selling. Objection Handling. This is where you start. Do role-playing.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Sales Training Connection

AUGUST 27, 2014

And, they are able to translate all that expertise in to powerful customer interactions because they also posses a high level of selling skills. They are more likely to be able to gain access at the executive level and have more skilled conversations focused on business and financial issues. Consultative selling skills.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

The Sales Hunter

DECEMBER 27, 2011

Your objective is to wish them the best and find out from them what they expect in 2012. high profit selling. selling a price increase. selling skills. Blog , Consultative Selling , Prospecting. Use the tail-end of 2011 and the first few days of 2012 to network like mad. cold calling. discounting.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Sales Hunter

NOVEMBER 23, 2012

Is it tactically focused with a series of objectives you need to accomplish? If it is, that’s fine…but is it also focused toward sales leadership in how you will meet your objectives? Too many annual sales plans are a series of number built around a matrix that comes down to achieving a tight set of objectives.

Sales Leadership 208

Sales Leadership Objections Motivation Positioning 208

The Sales Hunter

FEBRUARY 7, 2012

Make sure everything on your site is professional and is something you would not object to your mother or children reading.). high profit selling. selling a price increase. selling skills. Blog , Consultative Selling , Customer Service , leadership. Nobody likes to deal with a “salesperson.”

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

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.

Course 49

Course Training Cost per Lead Social Media 49

Sales Training Connection

AUGUST 24, 2011

Consultative selling skills. Therefore, the sales training cannot just be a modified version of what already is in place for training territory reps; the learning objectives are qualitatively different and the level of required proficiency is significantly greater – mastery would be the goal.

Health Care 61

Health Care Account Territories Face-to-face 61

Highspot

APRIL 14, 2023

Sales managers will train and certify sellers on new selling skills, yet find that these skills aren’t being used when engaging with customers. Set goals and objectives for your program. A lot of learning programs also fail because there’s no way to reinforce the knowledge sales reps need to retain on the job.

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

Sales managers will train and certify reps on new selling skills, yet find that these skills aren’t being used when engaging with customers. Set goals and objectives for your program. A lot of learning programs also fail because there’s no way to reinforce the knowledge sales reps need to retain on the job.

Training 52

Training Scale How To Hiring 52

The Sales Hunter

JANUARY 11, 2013

The objective is not only to share something with them, but also to find out what they think about it. Your objective with the informed calling process is to establish a relationship either live or via voicemail that allows the other person to begin to have confidence in you. Nothing conveys listening better than a follow-up question.

Prospecting 197

Prospecting Follow-up Objections Motivation 197

The Brooks Group

MAY 16, 2018

What many technical sales reps lack is the consultative selling skills needed to identify what a buyer wants and needs, and translate product features into benefits that align with those wants and needs. This means that sales leaders need to present information in an objective, factual, and non-judgmental way.

How To 40

How To Engineering Case Study Face-to-face 40

The Brooks Group

JULY 11, 2018

Coach your salespeople to ask probing questions that get to the heart of what is important to the customer, as well as their concerns, hopes, and objections. Be Consultative. Train your salespeople in consultative selling skills. Then, remind them to really listen to the answers they receive.

Strategy 60

Strategy Customer Loyalty Customer Service 60

The Sales Hunter

FEBRUARY 26, 2013

Your objective might be to merely get a time later in the day when you can call and have time to talk. There is a caution that needs to be exhibited and that is understanding the person who answered the phone may have taken the call thinking it was the call scheduled for that time.

Conference 250

Conference Motivation Objections Course 250

The Sales Hunter

NOVEMBER 3, 2012

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

Video 190

Video Customer Maximizer Motivation 190

The Sales Hunter

FEBRUARY 26, 2013

The objective is for you to be seen as being different from other salespeople. When we ask a customer these types of questions, what we’re doing is becoming engaged in their business. These questions will in turn generate more questions and more discussion. A tactical salesperson would never think of asking questions of this type.

Margin 249

Margin Motivation Objections Competition 249

The Sales Hunter

DECEMBER 4, 2012

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. 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.

Sales Process 172

Sales Process Objections Motivation Video 172

The Sales Hunter

DECEMBER 26, 2012

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. Then break them down by month and as necessary break them down by week. Don’t kid yourself.

Call-back 242

Call-back Motivation Exact Objections 242

The Sales Hunter

MARCH 19, 2013

What you’re doing in this process is moving forward demonstrating value and overcoming any objection they might have had about the price. You do, however, continue to demonstrate to the customer the value they’re going to receive from what you are offering them. Do I recommend this for strong-willed customer?

Discount 214

Discount Motivation Objections Strategy 214

The Sales Hunter

JANUARY 10, 2013

Your objective is to be able to answer that question. The vast majority of salespeople can’t answer that question. Use the first three weeks of the year to find out. Start making phone calls and bringing it up in meetings.

Face-to-face 205

Face-to-face Motivation Competition Up-Sell 205