The Sales Hunter

APRIL 25, 2013

Are you willing to walk away from a customer who is persistently asking for a price discount? I cannot emphasize this enough: The customer who beats you up on price will beat you up on everything else. I hope so! ” I recognize that this is not always an easy call to make. ” Sales Motivation Blog.

Discount 272

Discount Customer Margin Consultative Selling 272

The Sales Hunter

MAY 8, 2013

This goes way beyond “benefits” of what you sell. You have to listen closely enough to your customer and ask enough follow-up questions to ensure you grasp what they really want, even if what they want seems unreachable. What does your customer truly want? Help your customers achieve what seems unreachable.

Customer 224

Customer B2C Customer Service Selling Skills 224

The Sales Hunter

JULY 18, 2013

Failing to follow-up. Ignoring the customer. Trying to prove the customer is wrong. There are two simple questions we all need to ask ourselves: How is my follow-up? How much time does the customer do the talking compared to me? Go ahead and read the list and think to yourself about how none of the 6 apply to you.

Cold Calling 241

Cold Calling Customer Service Consultative Selling Selling Skills 241

The Sales Hunter

SEPTEMBER 10, 2013

As a public service, I’ve come up with 5 things you can do to avoid dealing with stupid customers. Don’t sell on price. When you sell on price, the biggest group of people you’re going to attract is stupid people. Copyright 2013, Mark Hunter “The Sales Hunter.”

Customer 278

Customer Negotiation Selling Skills Customer Service 278

The Sales Hunter

APRIL 30, 2013

Think 2 days, 2 weeks and 2 months as your rule for following up. Each contact you make is designed to help you move from thanking the customer for their business to securing more business. You also want to begin building more on needs the customer might have. Use this call as the basis to determine your next steps.

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

The Sales Hunter

JUNE 25, 2013

If you do try to fake that you care, your customer will throw you out even faster. Successful salespeople care about their customers. There is no difference between what you’re selling and what your competitor is selling. Yet, too many salespeople do just that — ignore the customer! Zero credibility.

Customer 253

Customer Customer Service Motivation Selling Skills 253

The Sales Hunter

DECEMBER 19, 2013

Speed sells! Customers are entering into the buying process later than ever, thanks to the plethora of information available on the internet. The old days of customers wanting you the salesperson to share with them everything you know is gone. Customers don’t have time for it, and for that matter, neither do you.

Selling Skills 196

Selling Skills Consultative Selling Motivation Customer Service 196

The Sales Hunter

JANUARY 10, 2014

Having a strong relationship with a customer offers up a number of advantages, many of which translate to the bottom line, but there are two items we always have to be careful to control. Based off the strength of the relationship, it can become easy to make assumptions about the customer. First is complacency.

Customer 211

Customer Customer Service Selling Skills Up-Sell 211

The Sales Hunter

DECEMBER 8, 2013

They don’t pass blame and they don’t allow excuses to come up as to why they weren’t able to accomplish something. To a customer, having a salesperson tell them it’s somebody else’s problem doesn’t solve it. The customer wants to know what you, the salesperson, are going to do about it.

Customer Service 233

Customer Service Selling Skills Sales Leadership Account 233

The Sales Hunter

AUGUST 8, 2013

When a salesperson comes up with what the customer knows is a lame excuse for something, what signal does that send? Between the two sides, they’ll come up creative lies, bold lies and just plain stupid deceit — and that’s what both sides deserve. This is a good thing!). ” Sales Motivation Blog.

Intent 243

Intent Customer Customer Service Consultative Selling 243

The Sales Hunter

JUNE 11, 2013

It’s time marketing departments wake up and quit shoveling garbage out to salespeople, all under the premise of helping them be more effective. Customers don’t want marketing materials. They want solutions. The last thing a customer wants to do is sit through another boring presentation.

Marketing 231

Marketing Customer Service Consultative Selling Motivation 231

The Sales Hunter

JULY 2, 2013

Personally, I’m not a fan of that approach as it can leave bad feelings which can wind up being plastered all over the web. If this happens, you may have the satisfaction of not working with the cheap customer, but you may have to then deal with a damaged reputation. Don’t just go up a little bit.

Customer 255

Customer Discount Consultative Selling Selling Skills 255

The Sales Hunter

AUGUST 27, 2013

In fact, I’ll contend many times that they wind up harming the sales process. Short questions are fantastic because not only are they short (and easy to remember), they also get you and the customer engaged in conversation. The vast majority of salespeople love to show how smart they are by asking long complicated questions.

Sales Process 250

Sales Process Cold Calling Consultative Selling Selling Skills 250

The Sales Hunter

JULY 9, 2013

In reality, the only thing that happens is it winds up confusing the customer, and the salesperson winds up looking stupid. Simplify things for your customer by showing you care. By doing this, you will wind up with better information. Listen to what they have to say. ” Sales Motivation Blog.

Examples 221

Examples Consultative Selling Selling Skills Customer Service 221

The Sales Hunter

JUNE 18, 2013

I always feel if my competition wants to slack off during the summer, I am more than happy to pick up their customers. While some salespeople do cut back during the summer, it also can be the customers who start canceling appointments. Always have a back-up plan for Friday sales calls. ” Sales Motivation Blog.

Cancellation 230

Cancellation Cold Calling Call-back Consultative Selling 230

The Sales Hunter

FEBRUARY 18, 2014

In fact I’ll say it is as powerful of an attribute in the selling process as anything else. The price a customer is willing to pay must equal or be less than the value they expect to gain, unless they’re being held hostage to buy. More importantly, how does the customer feel you interact with them?

Cold Calling 229

Cold Calling Motivation Discount Selling Skills 229

The Sales Hunter

MARCH 4, 2014

I’m not saying we can’t trust customers and that we as salespeople are so superior. What I am saying is far too often customers lie, and we are so focused on trying to please them we wind up not even noticing it. ” What is the customer really saying? Sorry, I’m not going down that road.

Customer 236

Customer Selling Skills Customer Service Up-Sell 236

The Sales Hunter

APRIL 11, 2015

And THAT is how you are able to sell at full price. Too many salespeople miss out on greater success because they are too wrapped up in their product’s features. But when you thoroughly understand what your customer really wants, you are in a much better […].

Video 100

Video Selling Skills Customer Service Benefit 100

The Sales Hunter

SEPTEMBER 26, 2013

He opened the sales meeting beautifully and then began walking the customers through the materials. For some reason, he was hung up on the idea he needed cute pictures and “marketing speak” content to wow his customer. We want customers talking and we want them engaged. I have no idea! The guy was good!

Consultative Selling 201

Consultative Selling Face-to-face Selling Skills Motivation 201

The Sales Hunter

JULY 11, 2013

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 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

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 12, 2013

Selling fast works great because it gets you to a state of actually doing business with the client rather than merely talking about it. Down side is the customer can wind up viewing you as a one-trick pony or someone who can only do certain things. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Process 229

Sales Process Consultative Selling Selling Skills Customer Service 229

The Sales Hunter

AUGUST 22, 2013

While email isn’t an exclusive tool, it is a great tool to follow up with a prospect after you’ve met them. Start your email by following up with a question/response to something the customer brought up during the meeting. Use email as a tool to engage and separate yourself from your competition.

Selling Skills 206

Selling Skills Motivation Customer Service Follow-up 206

The Sales Hunter

AUGUST 9, 2013

I read information about these types of individuals and I cringe because of their lack of integrity and we say, “How in the world could someone get that messed up?” ” It’s simple — people get messed up one step at a time. No, people just don’t do that. ” Sales Motivation Blog.

Sales Leadership 219

Sales Leadership Consultative Selling Motivation Selling Skills 219

The Sales Hunter

APRIL 11, 2013

Items of concern the customer may bring up. Brief overview of the customer’s performance with your company. Brief overview of the customer’s performance in the marketplace. These secrets will continue to strengthen your relationship with the customer — and with your senior management.

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

The Sales Hunter

JULY 12, 2013

When you follow-up, it shows that you take your involvement seriously and you value the role the sales team plays in the success of the company. Send a follow-up note to the customer and copy the salesperson. Also, if there were any items that you told the customer you would follow-up on, then definitely mention these as well.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

Sales and Marketing Management

NOVEMBER 17, 2019

Not only do they have the experience to detect a skills gap, but they also have minimal bias. Their reading of John Doe’s sales skills isn’t going to be influenced by his amazing resume or his recent break-up; it’s a cut-and-dried look at John’s core selling skills: where he excels, and where he’s falling behind. .

Collateral 230

Collateral Sales Qualified Lead Guarantee Resources 230

The Sales Hunter

NOVEMBER 5, 2013

The customer said there’s no need to say “thanks,” but they do want you to adhere to these things the next time you come by: 1. Next time you visit me, would you please shut up and quit talking so much? Suck it up cowboy and admit you’re not perfect and neither am I. The sales materials you use are lame.

Customer 240

Customer Call-back ACT Selling Skills 240

Jeffrey Gitomer

JANUARY 3, 2012

There is no time like the present to change things up in 2012 to ensure its better than 2011! The Little Red Book of Selling. Speak Your Mind Cancel reply. Get Sales Blog Updates. Categories. Hire Jeffrey to speak at your next corporate event. Latest Gitomer Tweets. Public Seminars – See Jeffrey Live! Raleigh, NC.

Referrals 228

Referrals Hiring Social Media Loyalty 228

Jeffrey Gitomer

FEBRUARY 14, 2012

There is no time like the present to change things up in 2012 to ensure its better than 2011! The Little Red Book of Selling. Speak Your Mind Cancel reply. Get Sales Blog Updates. Hire Jeffrey to speak at your next corporate event. Latest Gitomer Tweets. Public Seminars – See Jeffrey Live! Raleigh, NC. Jeffrey`s iPhone App.

Hiring 255

Hiring Social Media Loyalty Referrals 255

Jeffrey Gitomer

AUGUST 15, 2011

Filed Under: Attitude , Sales , Success Tagged With: attitude training , book on attitude , building trust , business social media , corporate sales training , customer service , customer service training , gitomer , jefrrey gitomer , sales blog , selling skills. The Little Red Book of Selling.

Remedy 334

Remedy Hiring Training Social Media 334

Jeffrey Gitomer

MARCH 22, 2011

Three (more) fine lines of selling. | There is no time like the present to change things up in 2012 to ensure its better than 2011! The Little Red Book of Selling. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Speak Your Mind Cancel reply.

Hiring 244

Hiring Social Media Loyalty Cancellation 244

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! There is no time like the present to change things up in 2012 to ensure its better than 2011! The Little Red Book of Selling. The answer is nobody. What do you mean nobody?

Referrals 206

Referrals Hiring Social Media Loyalty 206

Jeffrey Gitomer

FEBRUARY 27, 2011

It’s their quality that sells. They have loyal customers: People will leave their cars running in the parking lot, people will park three blocks away and walk to get their cup of coffee. There is no time like the present to change things up in 2012 to ensure its better than 2011! The Little Red Book of Selling.

Hiring 219

Hiring Social Media Loyalty Cancellation 219

Jeffrey Gitomer

MARCH 3, 2011

I always ask people where they grew up. There’s a big difference between growing up in Springfield, Illinois and Brooklyn, New York. ” You can almost tell this response by how quickly they answer you. There is no time like the present to change things up in 2012 to ensure its better than 2011! Latest Gitomer Tweets.

Relationals 221

Relationals Hiring Social Media Loyalty 221

Jeffrey Gitomer

MAY 18, 2011

The famous “ Mackay 66 ” brought attention to the importance of gathering personal information in the selling process. The more information you have, the better (and easier) it is to establish rapport, follow up and have something to say, build the relationship, and gain enough comfort to make the sale. Raleigh, NC.

Hiring 265

Hiring Lead Rank Lead Scoring Leads 265

Jeffrey Gitomer

FEBRUARY 21, 2011

Filed Under: Attitude , Customer Loyalty , Sales Tagged With: attitude training , book on attitude , customer loyalty training , customer service , customer service training , gitomer , how to sell , Jeffrey gitomer , jefrrey gitomer , professional sales training , sales attitude , sales blog , sales skills , selling skills.

Hiring 221

Hiring Social Media Loyalty How To 221