The Sales Hunter

DECEMBER 27, 2011

Communication Skills. Twitter Facebook. Spend as much time in the office, especially in the morning catching up on everyone’s personal life and making sure you have the latest updates on rumors. Get lazy about updating your customer records. customer service. high profit selling. selling skills.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

MARCH 1, 2012

Twitter Facebook. The Best Way to Improve Your Negotiation Skills. If you want to know the best way to improve your negotiation skills, then invest more time in improving your selling skills. First thing I believe with regard to negotiating is that you sell first, negotiate second. customer service.

Negotiation 170

Negotiation Motivation Ideal Customer Profile Hiring 170

The Sales Hunter

FEBRUARY 27, 2012

Communication Skills. Twitter Facebook. When you meet someone who might benefit from what another person sells, match them up. Have a “customer satisfaction” phone blitz. Never give up on leads you believe have gone cold. customer service. high profit selling. selling skills.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

The Sales Hunter

JANUARY 5, 2012

Communication Skills. Twitter Facebook. I recently read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. More importantly, they blow up several of the myths most people have come to believe regarding sales. customer service. high profit selling.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

JANUARY 6, 2012

Communication Skills. Twitter Facebook. End result is the salesperson never winds up going after the big fish. ” It is because it’s also the best time for sales managers, CEOs, COOs, and others to get out visiting customers. Sales Prospecting: Follow-Up or Follow-Down. customer service.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

NOVEMBER 19, 2011

Communication Skills. Twitter Facebook. Here are a few things to keep in mind regarding using LinkedIn as a tool to reach senior level people: Senior level people will follow you long before they will let you know they’ve been following you. Don’t waste your time joining groups made up of your peers.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

DECEMBER 3, 2011

Communication Skills. Twitter Facebook. 18 Phone Sales Skills Tips You Can Use Right Now. It’s time to crank out a new list of phone sales skills tips. If the phone call is important, stand up when you make it. Never be the first person to hang-up the telephone. customer service.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

FEBRUARY 20, 2012

Twitter Facebook. For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. When you contact each of your customers this time, you focus on thanking them for their business and asking them about how your company’s level of customer service has been.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

DECEMBER 30, 2011

Communication Skills. Twitter Facebook. Don’t sit there and strategize about how you need to wait until the sun, moon and stars line up just right. Prospecting is not difficult and in the end it’s very rewarding, because it’s how you develop new customers. Sales Prospecting: Follow-Up or Follow-Down.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

The Sales Hunter

FEBRUARY 13, 2012

Communication Skills. Twitter Facebook. Manipulative questions are designed to “set up” the prospect. It's Called "Professional Selling Skills" for a Reason. customer service. high profit selling. selling a price increase. selling skills.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

FEBRUARY 20, 2012

Twitter Facebook. Guest post Monday brings us Jeb Blount, author of People Follow You: The Real Secret to What Matters Most in Leadership. Though each year thousands of sales professionals give up their sales roles and accept the promotion. So we follow that up with Tuesday—you show up but no one else does.

Motivation 220

Motivation Sales Management Hiring Negotiation 220

The Sales Hunter

DECEMBER 8, 2011

Communication Skills. Twitter Facebook. After 2 weeks, add up the time spent on various activities. If you want to close more sales, you have to set yourself up to close more sales. customer service. high profit selling. selling a price increase. selling skills. customer service.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

The Sales Hunter

NOVEMBER 14, 2011

Communication Skills. Twitter Facebook. You develop a plan to do one or more of the following: Develop a new selling skills program. Focus on growing key customers. Sales managers struggle to come up with the answers and reps get nervous. customer service. high profit selling.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

The Sales Hunter

FEBRUARY 2, 2012

Communication Skills. Twitter Facebook. Sales leadership is about being responsible and allowing the customer to have control of a conversation. When we allow customers to have control of a conversation, it allows us to learn far more about the customer than when we try to show up and throw up.

Sales Leadership 240

Sales Leadership Motivation Training Hiring 240

No More Cold Calling

APRIL 9, 2015

If you’re leading an underperforming sales team, your reps might not be speaking up, but I guarantee they’re thinking these thoughts. Sales has always been a “sink or swim” profession, so it’s not surprising how many reps end up drowning. They’ve never had any training to build those skills. But by how much?

Hiring 120

Hiring Lead Rank Lead Scoring Guidelines 120

The Sales Hunter

JANUARY 14, 2012

Communication Skills. Twitter Facebook. I start this by saying that you must believe in the price you are offering for your product or service. You may not think you are, because you “feel” like you are selling so much more. But quantity will never make up for the profits you did lose by selling at a discount.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

The Sales Hunter

DECEMBER 10, 2011

Twitter Facebook. Put Your Hands Up and Step Slowly Away From the Computer. Maybe it’s time someone comes to you to tells you to put your hands up and step away from the computer. What you need to be doing is picking up the phone and making the call or getting in your car and visiting the customer.

Ideal Customer Profile 175

Ideal Customer Profile Negotiation Facebook Hiring 175

The Sales Hunter

DECEMBER 16, 2011

Communication Skills. Twitter Facebook. It’s up to you to control your time and calendar. customer service. high profit selling. selling a price increase. selling skills. customer service. high profit selling. selling a price increase. selling skills.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

JANUARY 9, 2012

Communication Skills. Twitter Facebook. We have all seen it happen to other people, and you need to learn what to do if it happens to you: Pause, look at your notes or outline and try to pick up again where you left off, or move on to your next thought. customer service. high profit selling. selling skills.

Motivation 167

Motivation Ideal Customer Profile Negotiation Hiring 167

The Sales Hunter

DECEMBER 20, 2011

Communication Skills. Twitter Facebook. To them, a customer doesn’t know anything anyway, so there’s no reason to waste any time soliciting their opinion. They are quick to give you a date as to when you can have your order, but just as quick to never follow through with you to ensure it happens. Networking.

Motivation 190

Motivation Ideal Customer Profile Negotiation Hiring 190

The Sales Hunter

FEBRUARY 21, 2012

Communication Skills. Twitter Facebook. Do you really understand what your customer wants and/or needs? Profit is left on the table, and what is worse is that the customer now has a diminished view of the true value of the product or service. Think you’ll make up that lost profit in quantity of sales?

Motivation 147

Motivation Ideal Customer Profile Hiring Discount 147

The Sales Hunter

DECEMBER 23, 2011

Communication Skills. Twitter Facebook. Sales Motivation: Customers Will Always Pay More For Confidence. Customers want solutions. It’s a disaster for the salesperson, because they’ve either made the sales process longer than necessary or they’ve given up profit. customer service.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

NOVEMBER 26, 2011

Communication Skills. Twitter Facebook. This includes in particular the weeks surrounding Thanksgiving, the days leading up to Christmas and the very slow time of year between Christmas and New Year’s. All of this means you could be the person they do wind up talking to. customer service. Networking.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

The Sales Hunter

JANUARY 24, 2012

Communication Skills. Twitter Facebook. Too many salespeople begin negotiating with customers too quickly. How: Sales negotiating requires a process, and to sum it up, it means the following: 1. Know what it is you and the customer are negotiating over. Do You Have Effective Negotiation Skills?

Negotiation 194

Negotiation Ideal Customer Profile Hiring Facebook 194

Jeffrey Gitomer

DECEMBER 16, 2011

Most of the people asking these questions only have nine Twitter followers. Or maybe they aren’t even on Twitter – and that’s why they’re stuck on the old path where the road is blocked, forever. There is no time like the present to change things up in 2012 to ensure its better than 2011!

Hiring 194

Hiring Cold Calling Closing Social Media 194

The Sales Hunter

JANUARY 3, 2012

Communication Skills. Twitter Facebook. Sell first and get your price on the table with the customer. Only after the customer has rejected your price twice should you even think about negotiating. Have a list of things you are would be willing to offer up that are of low cost to you but high value to the customer.

Negotiation 177

Negotiation Motivation Strategy Ideal Customer Profile 177

The Sales Hunter

JANUARY 3, 2012

Communication Skills. Twitter Facebook. They’re already sold on what it is you’re selling; the only problem is they’re buying it from someone else. The thrill of picking up a new customer this way is incredible. Don’t pass up the opportunity to prospect with these people. Networking.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

FEBRUARY 17, 2012

Communication Skills. Twitter Facebook. This is a basic rule of selling in a B2B environment. .” The politics can come in many different forms, but the one that trips up salespeople the most is the politics that can from what I call the “remote influencer.” customer service. Networking.

Motivation 172

Motivation B2B Decision Maker Hiring 172

The Sales Hunter

FEBRUARY 7, 2012

Communication Skills. Twitter Facebook. Don’t pass up the opportunity to connect with them via the telephone after a sporting event involving their favorite team or to find out how one of their children did in a particular event. Bring food the next time you visit the customer. customer service.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

JANUARY 20, 2012

Communication Skills. Twitter Facebook. I knew what the regular price was and what the salesperson should have been selling it for. Did the customer wind up buying? The problem is they gave up nearly 50% of the profit they should have made. customer service. high profit selling.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

DECEMBER 29, 2011

Communication Skills. Twitter Facebook. Sales Motivation: 2011 Goals Check Up. customer service. high profit selling. selling a price increase. selling skills. customer service. high profit selling. selling a price increase. selling skills.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Sales Hunter

FEBRUARY 4, 2012

Twitter Facebook. First, let’s clear up one thing: We sell first and negotiate second. There’s no reason to enter into sales negotiation with anyone if you can sell to them instead. customer service. high profit selling. selling a price increase. selling skills.

Negotiation 206

Negotiation Motivation Hiring Ideal Customer Profile 206

The Sales Hunter

FEBRUARY 23, 2012

Communication Skills. Twitter Facebook. Leaders are comfortable with communication flowing back up to them and how to deal with it once it’s received. Leadership and High-Profit Selling. customer service. high profit selling. selling a price increase. selling skills.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

The Sales Hunter

JANUARY 27, 2012

Communication Skills. Twitter Facebook. ” This happens when the salesperson who is left alone too much begins to come up with all kinds of reasons as to why something won’t work. Bad Salespeople Make Cheap Customers: Sales Training Tip #408. customer service. high profit selling.

Sales Management 204

Sales Management Training Hiring Ideal Customer Profile 204

The Sales Hunter

JANUARY 17, 2012

Twitter Facebook. I will give a disclaimer up front that many of these sales pundits who say cold-calling is dead are friends and business associates of mine. Up until a few years ago, I was not an advocate of using voicemail as part of the cold-calling strategy except in dire situations. customer service.

Cold Calling 209

Cold Calling Motivation Negotiation Ideal Customer Profile 209

The Sales Hunter

FEBRUARY 10, 2012

Communication Skills. Twitter Facebook. Refer the client to others who might benefit from what they sell or do. Be aggressive in doing this and, most of all, follow-through with both the person you referred and who they were referred to so you can hear the outcome. Do not hide behind things or try to cover up issues.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Sales Hunter

DECEMBER 13, 2011

Communication Skills. Twitter Facebook. Naturally, you’re going to wish them the best for the holidays and the new year, but your objective should also include one or more of the following: Gain any additional year-end business that might be available. customer service. high profit selling. Networking.

Ideal Customer Profile 172

Ideal Customer Profile Hiring Negotiation Referrals 172