The Sales Hunter

MARCH 29, 2019

The easiest way to verify other’s assumptions of you is to have a real conversation. Pick up the phone and have a conversation. Turn that around now, and think about the assumptions others make of you. Don’t start making assumptions about their assumptions of you!

Travel 251

Travel Conversion Customer Examples 251

The Sales Hunter

OCTOBER 18, 2019

This was no casual conversation; it was serious, because he was with a start-up company who had 18 months at best, to achieve critical mass. The longer the conversation, the more animated we both became. Recently, I had a discussion with a sales manager about how to connect with customers.

Hiring 178

Hiring Scale Energy Motivation 178

The Sales Hunter

OCTOBER 19, 2017

The conversations were stimulating, as everyone was bringing amazing insights to the conversation. This week I had the opportunity to work with the team from SEN Design Group and some of their members. What I found interesting is the more time I spent with them, the more I came away realizing the need to have […].

Groups 151

Groups Conversion Opportunity Selling Skills 151

The Sales Hunter

NOVEMBER 14, 2014

The problem is these questions sound more like an interrogation than a conversation. Yet a conversation is exactly what a prospecting call should sound like. Many sales processes will tell you to start with the basic questions. The Who, What, Where and How. So how do you get your customer talking and telling you about […].

Prospecting 238

Prospecting Selling Skills Exact Conversion 238

The Sales Hunter

OCTOBER 1, 2019

Conversely, if the surgeon tells you that they’ve seen this case hundreds of times and always had a positive, safe outcome. Second, use the confidential information as a way to start off your next conversation with them. I have found this to be powerful, because the question you asked in an earlier meeting links the two conversations.

Sales Qualified Lead 182

Sales Qualified Lead Prospecting Video Negotiation 182

The Sales Hunter

JULY 1, 2019

The first rule is to make every conversation one where you earn the right, privilege, honor and respect to meet with that person again. One of the main reasons why I love sales is because it’s nothing more than having a conversation. Prospecting does not have to be painful nor does it have to be as hard as you think.

Prospecting 210

Prospecting Top of Funnel Exercises Funnel 210

The Sales Hunter

AUGUST 29, 2017

For starters, begin the next conversation (regardless of what form it might be — email, phone, etc.) When we start the next conversation by restating what the prospect shared […]. What’s the best way to follow up with a prospect?

Follow-up 136

Follow-up Prospecting Conversion 136

The Sales Hunter

JULY 25, 2019

When you ask thought-provoking questions, you build an ongoing conversation with your customer. The deeper your conversation goes, the higher the value you create. Your customer will always feel your price is too high and they will feel that way as long as they fail to see the full value of what you have to offer.

Lead Rank 152

Lead Rank Lead Scoring Motivation Video 152

The Sales Hunter

AUGUST 16, 2019

Each conversation we have and each sale we make leads to the next one; there is no such thing as a dead end conversation. It continues to amaze me that salespeople think they can craft this perfect image with customers but behave like a jerk in other situations.

Social Media 177

Social Media Travel Face-to-face Google 177

The Sales Hunter

APRIL 29, 2014

After the conversation, as I’m heading to catch my flight, I got thinking about my conversation and […]. Earlier this week I was discussing sales with a VP of Sales and we were talking about the value of strategic thinking and relationships. Blog leadership Professional Selling Skills sales leadership'

Selling Skills 206

Selling Skills Sales Leadership Conversion Sales Management 206

The Sales Hunter

FEBRUARY 27, 2018

Heavy use of the telephone, knowing the ability to have a live conversation will move a prospect forward faster than anything else. Recently I shared 7 things the top 1% of all prospectors do and then I shared the next 5 secrets that they do. Today I am sharing secrets 13-20. This is the one […].

Prospecting 158

Prospecting Conversion Sales Selling Skills 158

The Sales Hunter

JULY 18, 2017

Last week I wrote about the issue of discounting, and needless to say it generated a major amount of conversation all over social media and in emails and phone calls to me. A few people pushed back on my thinking. I’m fine with that, as I know what I say won’t always resonate with everyone. […].

Discount 174

Discount Social Media Call-back Media 174

The Sales Hunter

JUNE 4, 2019

Know exactly how you will handle every type of conversation you are in. Accept the idea that everyone is unique and special so that makes every conversation special. Block your time to ensure you have big chunks dedicated to only prospecting. For each window of time, make a specific goal to make “x” number of calls.

Harvest 215

Harvest Prospecting Lead Rank Lead Scoring 215

The Sales Hunter

SEPTEMBER 16, 2014

Recently I was having a conversation with a VP of Sales and the top two salespeople for their company. The objective of the call was to discuss the attributes of what they do and how we could take those items and get the rest of the organization to implement them too. What became very […].

Cold Calling 263

Cold Calling Selling Skills Sales Leadership Motivation 263

The Sales Hunter

MARCH 23, 2018

It’s one of those days where the conversation is simply amazing. Earlier this week, I was sitting in a strategic planning meeting with a client. Five of us in the room and each one contributing ideas, sharing insights and collectively developing better outcomes.

Sales Leadership 147

Sales Leadership Meeting Conversion Sales 147

The Sales Hunter

JUNE 25, 2019

The last thing you or the prospect wants is a lame conversation that doesn’t go anywhere. It’s important that you have an achievable goal of the number of calls or conversations you want to have. Focus on prospecting with the people who align closest to your perfect customer. Know your talking points and know them well.

Prospecting 192

Prospecting VanillaSoft Gatekeeper Decision Maker 192

The Sales Hunter

MARCH 21, 2017

That conversation has bugged me ever since I first heard it. A couple years ago, a well-recognized “sales expert” told me top sales performers are not passionate. The argument they laid out was passion does not exist in sales, as it will cloud a person’s thinking ability.

Conversion 168

Conversion Selling Skills Sales Sales Leadership 168

The Sales Hunter

DECEMBER 9, 2014

As the season winds down, it seems as if passions and the level of conversation only warm up even more. We’ve reached the time of year where it seems the only thing people want to talk about is football, whether it be the NFL, college or even high school. So why is football so […].

Selling Skills 236

Selling Skills Motivation Sales Leadership Up-Sell 236

The Sales Hunter

OCTOBER 21, 2014

It starts with the conversation I’ve had with far too many salespeople who tell me they have to cut their price to be successful. What I’m about to say is going to be seen as controversial by many of you, but I’m going to say it because I believe it. They think if they […]. Blog pricing discount discounting price sales discounting'

Discount 225

Discount Conversion Sales 225

The Sales Hunter

JULY 23, 2017

Starting your week right is all about setting the tone, and there’s no better way to start on a positive tone than a conversation with […]. It will boost your sales motivation and set you on a course for success.

Motivation 144

Motivation Customer Video Course 144

The Sales Hunter

DECEMBER 27, 2014

It’s better to have a conversation with your customer. Does it sound like a lecture? I meet so many salespeople who come across more as a professor giving a lecture rather than an advocate offering customers solutions. Be so comfortable with your presentation that it really […].

Video 226

Video Consultative Selling Selling Skills Customer Service 226

The Sales Hunter

APRIL 9, 2017

There is no substitute for conversation. Challenge yourself this week to not rely so heavily on email! Pick up the phone and call that prospect or customer you want to reach. Don’t let yourself make excuses for not calling! Check out the video to see what I mean: Copyright 2017, Mark Hunter “The Sales Hunter.”

Video 152

Video Motivation Conversion Sales 152

The Sales Hunter

MAY 13, 2014

This one hour conversation is about […]. ” I don’t have the only solution, but on May 20, I will join 3 others in an open, candid discussion about how to close more sales faster. Forget the cheesy sales pitches and the typical stuff you hear. Blog Closing a Sale Professional Selling Skills close closing sales closing'

Closing 246

Closing Selling Skills Sales Conversion 246

The Sales Hunter

MAY 15, 2014

We’ve had some great conversations around the role body language plays. The last couple of weeks, I’ve been doing sales training with several companies that have salespeople who spend a considerable amount of time on the telephone. Yes, you read that right: Body language and the role it plays with telephone calls. If you spend […].

Selling Skills 241

Selling Skills Customer Conversion Training 241

The Sales Hunter

OCTOBER 24, 2014

I’m having many more conversations with sales leaders, CEOs and others who are telling me business is outstanding and life is good. It’s amazing how far a number of companies and sales teams have come in the last couple of years. When I hear comments like this, I get scared for one simple reason. […].

Consultative Selling 225

Consultative Selling Selling Skills Prospecting Conversion 225

The Sales Hunter

FEBRUARY 14, 2017

Only when we get to the one-to-one conversation will we be in a situation to understand what the customer is […]. Regardless of whether you’re in B2B or B2C, we can’t lose sight that the sale is not made until it’s 1to1 — one person connecting with one person.

B2C 144

B2C B2B Top of Funnel Funnel 144

The Sales Hunter

JULY 23, 2019

Know the potential that a live conversation has in moving a prospect forward faster than anything else. Know what tool to use and when to use it. Keep the pipeline clean by not allowing it to fill up with prospects that aren’t going anywhere. Use the telephone heavily. Have a social media presence but do not be overly dependent on it.

Prospecting 242

Prospecting Buying Cycle Social Media Segment 242

The Sales Hunter

JANUARY 7, 2016

A few weeks ago, I sat down in the Salesforce studios in San Francisco for a one-one-one conversation with Tim Clarke from Salesforce on the subject of leadership. You can watch the 40-minute conversation by going to this page. Once you enter your information, you’ll be redirected to the video. I shared several key […].

SalesForce 100

SalesForce Video Conversion Selling Skills 100

The Sales Hunter

JUNE 20, 2013

Conversely, short questions — and I mean really short questions — will get long answers. Your objective is to make sure the questions you ask are ones of this type to allow the customer to become engaged in a conversation with you. . Questions like these: Why? Could you explain more? Do you have an example? Sure it does.

Selling Skills 234

Selling Skills Consultative Selling Up-Sell Follow-up 234

The Sales Hunter

JANUARY 16, 2014

The area of town I’m in is upscale and the customers are all dressed very well, and the conversations I’m overhearing range from someone catching a flight to London later today to another person discussing a major contract. The conversation at the counter is light and engaging. Customers buy for different reasons.

Consultative Selling 241

Consultative Selling Banking Selling Skills Customer Service 241

The Sales Hunter

SEPTEMBER 12, 2013

Your objective when you meet with a prospect is to allow them to share with you a piece of personal information which you can then use to start off the next conversation you have with them. Remember, the conversation should be about what the customer wants. Follow-up faster.

Prospecting 217

Prospecting Discount Selling Skills Follow-up 217

The Sales Hunter

NOVEMBER 25, 2013

If you work Monday, Tuesday and Wednesday right, you can wind up with a slew of productive conversations. As you make your phone calls and talk with people, keep the conversation timely. Don’t waste the week cleaning things up, organizing your files and other stuff that really winds up being nothing more than “make work.”

Travel 206

Travel Consultative Selling Selling Skills Motivation 206

The Sales Hunter

SEPTEMBER 21, 2012

Listen closely in conversations and you can pick up clues that a person is interested in what is happening in the National Football League or in Major League Baseball (or in other sports such as soccer, golf, basketball, etc.). Generating conversation is so vital as you are building a relationship where sales are more likely to happen.

Sports 162

Sports Motivation Conversion Closing 162

The Sales Hunter

AUGUST 12, 2013

Conversely, the person who closes slow has the opportunity to get the customer to see a bigger picture. Having a POE that offers you more conversation with the customer is exactly what you want. Selling fast works great because it gets you to a state of actually doing business with the client rather than merely talking about it.

Sales Process 229

Sales Process Consultative Selling Selling Skills Customer Service 229

The Sales Hunter

SEPTEMBER 20, 2019

It’s amazing how confidence can change your conversation with a customer. Each member of the sales team owes it to every other person to have confidence in them. Having confidence in one another is contagious; it has a way of lifting up everyone. Give me a person with great selling skills and I’ll say, “fine.”

Selling Skills 175

Selling Skills Telemarketing Sports Motivation 175

The Sales Hunter

JULY 11, 2013

Same thing with your conversation. For the conversation, this means getting the customer to share with you what their real needs or concerns are. 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

The Sales Hunter

JANUARY 20, 2017

Yesterday I found myself in two conversations regarding business plans for the year. In both cases we found ourselves talking about risk with relationship to time. The issue was how much time should be devoted to large deals that have a low likelihood of actually happening.

Conversion 100

Conversion Sales Selling Skills Motivation 100