The Sales Hunter

AUGUST 6, 2013

Look at what you sell as an investment and it will help you shift the focus of your sales presentation away from one of substantiating a price by talking features to a conversation about the benefits the customer is going to receive. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Cold Calling 209

Cold Calling Consultative Selling Selling Skills Benefit 209

The Sales Hunter

JULY 11, 2013

Same thing with your conversation. 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. If you strengthen your skills in using follow-up questions, in time you get to the information you want.

Cold Calling 204

Cold Calling Consultative Selling Follow-up Selling Skills 204

The Sales Hunter

SEPTEMBER 3, 2013

The effort salespeople spend defending their own price in their mind winds up spilling out in customer conversations. Start embracing the perspective that your customer doesn’t care about your price and see what happens. For those of you who want to challenge me, I welcome your opinion. ” Sales Motivation Blog.

Customer 238

Customer Discount Comparison Benefit 238

The Sales Hunter

AUGUST 5, 2013

Sure, you can show them pretty pictures and glossy charts, but they’re all meaningless unless the customer understands how they will impact them. The way you find out is by engaging them in a conversation. Skip the materials and just converse by asking questions. Make your next sales call discussion focused.

Closing 198

Closing Consultative Selling Motivation Selling Skills 198

Jeffrey Gitomer

OCTOBER 19, 2011

Write it on the back of their card as soon as you finish the conversation.). Filed Under: Attitude , Customer Loyalty , General , Generating Referrals , Sales Tagged With: attitude training , corporate sales training , little black book of connections , professional sales training , sales presentations , sales training , selling skills.

Networking 314

Networking Hiring Prospecting Social Media 314

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. To overcome this mindset, reframe selling so it is an extension of their customer service role. Develop the Customer Success Team’s Selling Skills.

Top of Funnel 63

Top of Funnel Customer Loyalty Customer Service 63

Miller Heiman Group

NOVEMBER 14, 2019

For a sales organization to succeed, alignment needs to exist on many levels: between sellers and customer service, between salespeople’s skills and sales methodology and between sales enablement strategies and the customer’s path. Take The Sales Conversation Metric. Take The Sales Conversation Metric.

Sales Enablement 60

Sales Enablement Study Face-to-face Sales Methodology 60

The Sales Hunter

JANUARY 5, 2012

I recently read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. customer service. high profit selling. selling a price increase. selling skills. customer service. high profit selling. selling a price increase.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

Partners in Excellence

NOVEMBER 14, 2022

And then the layoffs–we see reductions in marketing, sales enablement, sales ops, customer service headcount. We are expected to get more done, with fewer resources and less support; all while our customers are reducing spending. Even dramatic reductions in numbers of sales people. What do we do?

Outsourcing Services 121

Outsourcing Services Ideal Customer Profile Hiring Face-to-face 121

The Sales Hunter

FEBRUARY 7, 2012

Using this technique requires you to be engaged and sincere about the topic of conversation. Use that common interest as a springboard for starting additional conversations and as reasons to send an email or leave a voice mail. Make sure all of your conversations and your body language are positive. customer service.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

NOVEMBER 10, 2011

You cringe a little when, in a casual conversation, someone asks what you do and you respond that you’re “in sales.” customer service. high profit selling. selling a price increase. selling skills. customer service. high profit selling. selling a price increase.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

The Sales Hunter

FEBRUARY 13, 2012

The beginner salesperson is ready to show (off) his knowledge that was probably learned in corporate sales training and they will monopolize the conversation. It's Called "Professional Selling Skills" for a Reason. customer service. high profit selling. selling a price increase.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

Sales Training Connection

DECEMBER 12, 2014

In 2015 and beyond your sales team will need to be able to sell consultatively at a very high level of competency in order meet customer expectations and to differentiate you from the other guys who have gotten the message. This means you have to be very good at the following: Consultative Selling Skills.

Consultative Selling 99

Consultative Selling Trends Selling Skills Training 99

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

Fill the Funnel

MARCH 25, 2014

Ok, so I go to me smartphone and check the status online, or call customer service. When I call to customer service now, I get a recording or no answer because of ”unusual call volume” Now I am a bit agitated. 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

No More Cold Calling

APRIL 9, 2015

Teaching selling skills requires a clear and repeatable process. It takes building skills, lots and lots of practice, joint calling, feedback, continuous coaching and reinforcement, and accountability for results. Talk to them about the problems you solve for clients and the critical sales conversations they must have.

Hiring 120

Hiring Lead Rank Lead Scoring Guidelines 120

The Sales Hunter

NOVEMBER 22, 2011

Never interrupt a customer and, by all means, always allow the customer to speak first. The more you can know about the customer’s timeline, the better. Conversely, the less the customer knows about yours, the better off you will be. customer service. high profit selling. selling skills.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

DECEMBER 6, 2011

Conversely, the one who closes a couple of sales soon closes even more. The final lesson I learned is there’s always next year for fantasy football, and when it begins we’ll all be in the same place, 0-0. Related posts: Professional Selling Skills Training: Stay Motivated, Finish Strong. customer service.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Cancellation 200

Zoominfo

SEPTEMBER 30, 2018

From the founder of “The Brutal Truth About Sales & Selling” and “Sales Questions, Brutally Honest Answers” podcast, this show is focused on leadership in the B2B space to drive revenue by using the most modern and scientific approaches. Host: Gabe Larson Episode Length: 20 minutes Listen to Customer Service Secrets.

Hiring 100

Hiring Top of Funnel Demand Generation Agencies B2B 100

The Sales Hunter

FEBRUARY 10, 2012

.” If this is the case, then the last thing you want to be doing is having a conversation with them on your cell phone while you’re driving.). Bring everything to the conversation in a positive, solution-minded manner. customer service. high profit selling. selling a price increase. discounting.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

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. customer service. high profit selling. selling a price increase.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Sales Hunter

NOVEMBER 19, 2011

I’ve had many a conversation with senior level people who have said they’ve been following me on LinkedIn for some time before making contact. customer service. high profit selling. selling a price increase. selling skills. customer service. high profit selling.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

FEBRUARY 16, 2012

Making every conversation about you. customer service. high profit selling. selling a price increase. selling skills. customer service. high profit selling. selling a price increase. selling skills. Now that’s what I would call a waste of time.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

The Sales Hunter

FEBRUARY 6, 2012

John is author of The Wall Street Journal bestseller Rainmaking Conversations: Influence, Persuade and Sell in Any Situation. Methodology: A system of strategies, principles, rules, guidelines, tools, learning approaches, language, and evaluation methods for selling. customer service. high profit selling.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

The Sales Hunter

DECEMBER 17, 2011

People were sharing ideas about how to leverage the holidays with customers, etc. customer service. high profit selling. selling a price increase. selling skills. customer service. high profit selling. selling a price increase. selling skills. cold calling.

Motivation 163

Motivation Ideal Customer Profile Hiring Negotiation 163

The Sales Hunter

DECEMBER 27, 2011

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. They have the ability, by nature of their title, to get into conversations with people and about things many salespeople can’t get. customer service.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

Highspot

JANUARY 19, 2022

Now that more sales teams are working remotely, more sales conversations are happening online via video chat, email, and social media. Here are a few courses that ASLAN offers: INTelligence – Inbound Selling Skills : How to change inbound sales calls into collaborative, consultative conversations.

Training 92

Training Lead Rank Hiring Course 92

The Sales Hunter

JANUARY 24, 2012

Changes could be in order lead-times or delivery schedules or any number of other things but it is always amazing at what you may not think is a big deal is actually a huge benefit to a customer. Talk quality with your customer. Engage your customer in a conversation regarding quality and, in particular, long-term quality.

Motivation 201

Motivation Ideal Customer Profile Hiring Negotiation 201

The Sales Hunter

NOVEMBER 15, 2011

You’re seeing preliminary numbers from corporate — or you’ve been having conversations with your boss. customer service. high profit selling. selling a price increase. selling skills. customer service. high profit selling. selling a price increase.

Motivation 178

Motivation Ideal Customer Profile Negotiation Hiring 178

The Sales Hunter

DECEMBER 13, 2011

You’ll be amazed at who you reach and the conversations you have. customer service. high profit selling. selling a price increase. selling skills. customer service. high profit selling. selling a price increase. selling skills. cold calling. discounting.

Ideal Customer Profile 172

Ideal Customer Profile Hiring Negotiation Referrals 172

The Sales Hunter

JULY 26, 2012

We were talking about how to engage the customer in a conversation. Too many in the group were talking about how they share with the customer results of things they’ve been able to do for other customers. Do you think the customer cares about you? It was a good discussion, minus one thing.

Customer 212

Customer Motivation Up-Sell Groups 212

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. This helps them have successful conversations and improves go-to-market initiatives by 50%.

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. This helps them have successful conversations and improves go-to-market initiatives by 50%.

Training 52

Training Scale How To Hiring 52

The Sales Hunter

SEPTEMBER 21, 2012

Chances are that you have prospects and customers who are fans not only of a particular sport, but possibly of a specific team. Noticing items like this can give you a comfortable way to engage them in conversation and learn more about their level of interest. Key is to be genuine about it.

Sports 162

Sports Motivation Conversion Closing 162

The Sales Hunter

AUGUST 11, 2012

It tells me you don’t have anything better to open up a conversation with, and as far as I’m concerned, when a salesperson asks me that question, I’m immediately turned off. Open your conversation with something meaningful, like a question that is going to show you’re calling for a reason.

Customer 183

Customer Relationals Motivation Prospecting 183

The Sales Hunter

AUGUST 14, 2012

Sorry, but more times than not, the customer’s interest level in what you’re selling is at best top-level only. If this is the case, then why do you spend the limited amount of time you have with your customer talking about things your customer really isn’t interested in?

Maximizer 241

Maximizer Motivation Customer B2B 241

Gong.io

JUNE 18, 2018

And low performers speak for a whopping 72% of the conversation. Keep Your Team Wanting to Sell for the Entire Sales Cycle. Team selling works. Both statements are true and we have the numbers to prove it: There’s an incredible wealth of knowledge on your product team, marketing team, and customer service team.

Sales Cycle 85

Sales Cycle Hiring Call-back Exact 85