The Sales Hunter

JULY 11, 2013

I’m a firm believer in having questions to ask a customer or prospect. What I mean by this is to be asking follow-up questions on what the customer shares with you. View the customer as if you were peeling an onion. Your objective in peeling an onion is to get to the good part. ” Sales Motivation Blog.

Cold Calling 204

Cold Calling Consultative Selling Follow-up Selling Skills 204

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Voicemail as a Prospecting Strategy? What this means is you use cold-calling voicemails as one part of your prospecting strategy, and the other parts are going to include email, direct mail, networking, and so forth.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

The Sales Hunter

NOVEMBER 8, 2012

Rather, I think they’re a customer service person at best. Reason I say this is because the role of the salesperson is to demonstrate value and to be able to understand a customer well enough to know how to demonstrate value. Just because the customer asks you for a discount doesn’t mean they should get it.

Discount 262

Discount Customer Service Closing Selling Skills 262

The Sales Hunter

JANUARY 3, 2013

Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. ” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting.

Account 204

Account Prospecting Guidelines Compensation 204

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 4 Things to Do Right Now to Get Better Sales Prospects. We all need better sales prospects. Rarely do I run into a salesperson who is not looking for more sales prospects. Expand your prospecting funnel.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

Jeffrey Gitomer

MAY 18, 2011

Tweet Share To establish the ultimate long-term relationship and to be memorable in the service you perform, you need to discover personal information about your prospect or customer. What do you know about what impacts your best customers and prospects? Customer Loyalty. Overcoming Objections.

Hiring 265

Hiring Lead Rank Lead Scoring Leads 265

Highspot

JULY 6, 2023

The Changing Landscape of Sales Skills Sellers are experiencing a pivotal shift in when, how, and why prospects need them. Customers now approach salespeople with substantial product knowledge, altering the sales cycle’s dynamics. Strong leaders inspire their teams, set clear objectives, and strategize effectively.

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

Jeffrey Gitomer

JULY 26, 2011

New prospective customer not looking to buy yet. New prospective buyer getting ready to buy. Existing customer who you are building a relationship with and/or who is ready to buy. Customer Loyalty. Overcoming Objections. Gitomer | July 26, 2011 | 2 Comments. Tweet Share There are 4.5 GREAT food. Categories.

Hiring 260

Hiring Social Media Referrals Loyalty 260

Jeffrey Gitomer

FEBRUARY 18, 2011

Most sales people stop at the end of the selling process. They go through the same old crapola, of prospect , the point, present, close, follow-up! Customer Loyalty. Overcoming Objections. The question is who values you and your knowledge? The answer is nobody. What do you mean nobody? Share this Post. Categories.

Referrals 206

Referrals Hiring Social Media Loyalty 206

The Sales Hunter

NOVEMBER 25, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. You can’t do your job without knowing something about your prospect or a scouting report. You can’t do your job without feedback from your customers or your coaches. customer service.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

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

The Sales Hunter

DECEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Take the time to contact each one of your existing customers with one objective — get referrals. If you had been shooting to make 20 calls per week, then go ahead and say your new objective is 25 or even 30.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Sales Hunter

JANUARY 25, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. What this means is the salesperson has to be far more prepared to follow-up with the customer via email, telephone, mail, etc. When following up with a prospect, it is imperative for two things to occur.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

Jeffrey Gitomer

APRIL 21, 2011

It never ceases to amaze me, that with all the options salespeople have, they choose to alienate, anger or cause doubt in the mind of the prospect by setting the wrong tone with their questions. And maybe the prospect feels that’s none of your business. It’s a waste of the prospect’s time. Good start.

Hiring 335

Hiring Social Media Loyalty Commission 335

The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 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. customer service.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

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.

Engineering 99

Engineering Revenue Top of Funnel Sales Qualified Lead 99

Jeffrey Gitomer

DECEMBER 16, 2011

Why on earth would you look for your prospect’s pain when he or she is looking for pleasure? Why on earth would you try to sell your prospect, when all they want to do is buy? How do I overcome objections? Customer Loyalty. Overcoming Objections. How do I make a better cold call? How do I close a sale?

Hiring 194

Hiring Cold Calling Closing Social Media 194

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

JANUARY 10, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Statements like these from customers are going to happen. The questions or comments your customer states might not be one of the examples above, but the objective is the same — they want you to cave.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Conversely, the less the customer knows about yours, the better off you will be. Don’t start any negotiation until you know exactly what it is the customer wants. customer service. prospecting.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

JANUARY 10, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. It’s critical you know what your sales negotiation strategies are to ensure you have the ability to achieve your objectives. customer service. high profit selling. prospecting.

Negotiation 181

Negotiation Motivation Strategy Hiring 181

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Lesson learned for sales: Customers can cancel appointments, change order dates and a number of other things. Related posts: Professional Selling Skills Training: Stay Motivated, Finish Strong. prospecting.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Cancellation 200

The Sales Hunter

FEBRUARY 28, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Always be improving your sales prospecting and sales closing processes. customer service. high profit selling. prospecting. selling a price increase. selling skills.

System 160

System Motivation Training Hiring 160

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Make sure everything on your site is professional and is something you would not object to your mother or children reading.). customer service. high profit selling. prospecting. selling skills.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

Jeffrey Gitomer

FEBRUARY 14, 2011

Suddenly a person comes in and belts out values that shrink the price of ownership and “compels” this prospect to become a customer. Customer Loyalty. Overcoming Objections. Ash Mashhadi (@inspirationguy) says: February 14, 2011 at 5:27 pm. kthiruselvam says: March 19, 2011 at 12:53 pm. Tough is it not?

Hiring 155

Hiring Social Media Loyalty Cancellation 155

The Brooks Group

JULY 11, 2018

The customer journey from start to finish should be designed so that all sales activities and communication are aimed at helping the customer achieve short and long-term success. Customer-centric sales organizations take the time to understand the customer both at the industry level and at the individual level.

Strategy 60

Strategy Customer Loyalty Customer Service 60

The Sales Hunter

FEBRUARY 23, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Leaders keep the focus of the organization on the true objectives and do not allow the energy of the organization to be spent elsewhere. Leadership and High-Profit Selling. customer service.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

Jeffrey Gitomer

MARCH 16, 2011

What about choice of wrong target customers (prospects) who cannot afford; has no need for product/service and also the possibility that he never understood all that was said, besides his inability (powerless) to decide. Customer Loyalty. Overcoming Objections. Do they get much more than they pay for? Categories.

Hiring 226

Hiring Remedy Social Media Loyalty 226

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Your objective is to wish them the best and find out from them what they expect in 2012. Best thing of all is many times it means the customer or prospect will call you to do business. customer service.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

Fill the Funnel

MARCH 25, 2014

Too many times the word “selling” implies talking or presenting ideas and products to a prospect/customer. It follows then that the perception of those new to the social selling concept would think that this is just tweeting and posting all about their product or service until someone responds.

Social Selling 130

Social Selling Social Media Twitter Facebook 130

No More Cold Calling

APRIL 9, 2015

Thanks for helping out another team member, thanks for asking insightful questions, thanks for scoring a meeting with a prime prospect, thanks for representing our company well, and thanks for bringing in a new deal. According to the Objective Management Group, 74 percent of sales reps are failing. Yes, thanks.

Hiring 120

Hiring Lead Rank Lead Scoring Guidelines 120

The Sales Hunter

JANUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 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. Do You Have Effective Negotiation Skills?

Negotiation 194

Negotiation Ideal Customer Profile Hiring Facebook 194

The Sales Hunter

JANUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 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. customer service.

Motivation 201

Motivation Ideal Customer Profile Hiring Negotiation 201

Jeffrey Gitomer

SEPTEMBER 7, 2011

Trying to sell instead of getting people to buy. Failing to realize that the prospective customer has heard the same pitch 20 times. Not having a deep enough belief in what it is you are selling. This is so wrong, post-sales customer service is as important as getting a client to buy something. ” WOW!

Hiring 245

Hiring Training Social Media Follow-up 245

Jeffrey Gitomer

APRIL 26, 2011

Essential stuff for sales professionals helped me to kick my own ass and stay focused on giving value to my prospects FIRST! Customer Loyalty. Overcoming Objections. Ron Cameron says: April 28, 2011 at 4:19 pm. Been in sales for over 35 years and have heard them all! Tom Smith says: May 3, 2011 at 2:39 pm. How he has done it.

Hiring 190

Hiring Social Media Ideal Customer Profile Loyalty 190

The Sales Hunter

DECEMBER 13, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 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.

Ideal Customer Profile 172

Ideal Customer Profile Hiring Negotiation Referrals 172

The Sales Hunter

NOVEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Your objective is to not just beat these goals, but to nail them big time! customer service. high profit selling. prospecting. selling a price increase. selling skills.

Motivation 178

Motivation Ideal Customer Profile Negotiation Hiring 178