The Sales Hunter

AUGUST 8, 2013

Recently, I posed the question, “ Is your customer lying to you because you’re lying ?” ” I want to explore further about whether customers are intentionally lying. In other words, if you are a shady salesperson, you are likely attracting shady customers and vice-verse. This is a good thing!).

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Intent Customer Customer Service Consultative Selling 243

The Sales Hunter

MAY 17, 2017

Do you know who your customers sell to? You might say they don’t have customers, but stop and ask yourself, “Why are they buying from me?” ” Everyone serves someone, and who they serve is their customer. A few years ago I was in China talking to the owner of a manufacturing facility, and I […].

Customer 164

Customer Customer Service Motivation Prospecting 164

The Sales Hunter

MARCH 4, 2014

How do you respond when you find your customer has just lied to you? What we don’t realize is our customers have lied to us far more often than we realize. I’m not saying we can’t trust customers and that we as salespeople are so superior. ” What is the customer really saying?

Customer 236

Customer Selling Skills Customer Service Up-Sell 236

The Sales Hunter

MAY 27, 2014

Having an effective relationship with the customer can go a long ways to closing the sale and, more importantly, to closing sale after sale through an […]. Blog Customer Service Professional Selling Skills customer relationships sales relationships' This applies whether it be B2B or B2C.

Customer 255

Customer B2C Selling Skills Customer Service 255

The Sales Hunter

JULY 2, 2013

You know you aren’t making any money off the customer who became your customer when you were desperate during a slow period. If you do continue to do business with the low-price customer, the only thing you’re doing is continuing a bad thing. There are two ways to deal with the cheap customer you want to fire.

Customer 255

Customer Discount Consultative Selling Selling Skills 255

The Sales Hunter

JULY 10, 2014

We all have at least one customer with whom we just don’t like working, right? You may think I am going to say “fire” any customer who falls into this category, but that’s not exactly the path I’m going down. We can’t fire all of our difficult customers.

Customer 215

Customer Selling Skills Motivation Exact 215

The Sales Hunter

DECEMBER 5, 2014

This brings us to the #4 Tip: Know what the customer needs When we know the needs of […]. Blog Customer Service Professional Selling Skills customer needs customer outcomes outcomes'

Customer 221

Customer Decision Maker Negotiation Selling Skills 221

The Sales Hunter

SEPTEMBER 26, 2017

You may think it’s important, but does your customer? Is what you’re sharing with the customer nothing but a statement we’ll call a blinding flash of the obvious? I was just in Australia and saw this sign, “Danger Crocodiles,” with the words “No Swimming.”

Customer 156

Customer Cold Calling Customer Service Consultative Selling 156

The Sales Hunter

JUNE 13, 2013

We’ve all said at one time or another under our breath while walking out of a customer’s office, “Stupid customer. ” I’d say there have been many a gathering of salespeople where the sole topic discussed is the stupidity of customers. The stupid customer or the stupid salesperson?”

Customer 218

Customer Education Motivation Prospecting 218

The Sales Hunter

JULY 23, 2017

Who is your favorite customer? I challenge you to start this week by calling that customer. It will boost your sales motivation and set you on a course for success. 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 […].

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Motivation Customer Video Course 144

The Sales Hunter

SEPTEMBER 3, 2013

Your customer doesn’t care about your price as much as you think. Customers don’t care as much as salespeople think they do because we, salespeople, tend to have far too many voices in our head telling us our price is too high. Customers aren’t looking at price as much as you think.

Customer 238

Customer Discount Comparison Benefit 238

The Sales Hunter

FEBRUARY 18, 2013

The problem is the customer won’t pay more because the salesperson spends too much of their time convincing the customer they shouldn’t pay more. Yes, I believe salespeople work against themselves way too much and wind up encouraging the customer to actually pay less than they would be willing to pay.

Customer 237

Customer Motivation Closing Sales Process 237

The Sales Hunter

OCTOBER 23, 2014

The 5 type of “customer personalities” you may face on your next sales call: 1. Decision Maker The decision maker (DM) is the person who must sign off for the deal to go through. Be careful. Many people will call themselves the decision maker, but ultimately they really submit to someone else. Influencer […].

Decision Maker 215

Decision Maker Cold Calling Customer Face-to-face 215

The Sales Hunter

OCTOBER 27, 2014

Call your best customer. Because your best customer will pump you up, possibly give you some more business and definitely help you build momentum for your day and week. Let’s start the week off on a high note. Check out the video to see what I mean: Copyright 2014, Mark Hunter “The […].

Motivation 244

Motivation Video Customer Consultative Selling 244

The Sales Hunter

AUGUST 26, 2014

Too many salespeople complain that the only thing they ever hear from their customers is their prices are too high. To these salespeople, the only thing holding them back from making more sales is their company’s unwillingness to be more flexible with price. The argument the salesperson makes is that the competition has never […].

Discount 264

Discount Customer Competition Sales 264

The Sales Hunter

NOVEMBER 30, 2012

Have you ever wondered what types of customers are attracted by certain types of salespeople? Without a doubt, I can say the reason some companies wind up with more bad customers than others is because they have more bad salespeople than others. Copyright 2012, Mark Hunter “The Sales Hunter.”

Customer 234

Customer Motivation Closing Benefit 234

The Sales Hunter

AUGUST 18, 2017

When was the last time you did a deep dive to really determine why your customers choose to do business with you? We’d all like to think we have customers who are incredibly loyal to us because of how good we are, but is that really the case? When we have a customer agree […].

Sales Leadership 161

Sales Leadership Customer Sales Selling Skills 161

The Sales Hunter

APRIL 17, 2012

Case in point is when the customer with whom we are dealing seems to be a little confused and possibly appears to want everything. We do this by throwing out all kinds of information about what it is we sell — and then we even go so far as to try to get the customer to buy everything in one transaction. Not at all.

Customer 205

Customer Closing Benefit Up-Sell 205

The Sales Hunter

APRIL 16, 2013

We show up at a sales call with pretty pictures, a list of facts and other stuff the customer couldn’t care less about. Customers care about their needs and what they want. Your entire time with the customer must be focused on understanding their needs. Customers are far smarter than most salespeople realize.

Customer 247

Customer Consultative Selling Customer Service Benefit 247

The Sales Hunter

NOVEMBER 13, 2014

Or, are you saying that statement simply isn’t true and customers do always look for the lowest price? Customers aren’t looking to buy the lowest price; it’s just that they do because the salesperson makes it so […]. Blog Consultative Selling Customer Service pricing low price price value value added'

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Customer Consultative Selling Customer Service 226

The Sales Hunter

MAY 8, 2013

When you help your customers achieve what seems unreachable, you are paving the way for both of you to succeed. I’m always fascinated when I talk to salespeople who are so intently focused on their product or service that they lose sight of what the product or service actually means to the customer. ” Sales Motivation Blog.

Customer 224

Customer B2C Customer Service Selling Skills 224

The Sales Hunter

NOVEMBER 15, 2012

Cheap prices or cheap customers? I’m a firm believer that a huge by-product of cheap prices is cheap customers. You might say what’s wrong with cheap customers, but I’ll challenge anyone on that comment and here’s why. If you want to get better customers, then start by having better pricing.

Customer 232

Customer Customer Service Motivation Closing 232

The Sales Hunter

APRIL 30, 2013

Each contact you make is designed to help you move from thanking the customer for their business to securing more business. Two days after the customer makes their purchase, reach out to them with a phone call thanking them for buying and making sure they received what they wanted with regard to the benefits they were looking to fill.

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

The Sales Hunter

JANUARY 7, 2013

First, I believe bad customers and bad salespeople just simply connect — so let’s take that idea off the table. Good customers are naturally going to find minimally average salespeople or better. Conversely, good salespeople are naturally going to gravitate toward customers who would be considered average or better.

Customer 204

Customer Motivation Groups Conversion 204

The Sales Hunter

FEBRUARY 25, 2013

If that’s the case, then why are you acting like a customer service person? I’m not bashing customer service people. They play a key role in the sale process, but I believe strongly salespeople and customer service people are to be doing two different tasks. When needed, price increases are handled properly.

Customer Service 251

Customer Service Customer Discount Maximizer 251

The Sales Hunter

NOVEMBER 4, 2014

You’re trying to close the sale, and the customer stops you in your tracks demanding a discount. We’ve all been there. The rationale or the way they ask for it may vary, but the demand is the same — they want a lower price. First of all, keep in mind something I feel very […].

Discount 250

Discount Customer Selling Skills Closing 250

The Sales Hunter

NOVEMBER 10, 2017

Recently I attended a conference where suppliers and customers were both in attendance. Following up after the conference with several of the customers, I was shocked at what they had to say about several suppliers who were there.

Customer 140

Customer Conference Follow-up Selling Skills 140

The Sales Hunter

AUGUST 15, 2014

How do your customers define “best price” or “lowest price?” I was conducting a training session for a major company on how to sell at a higher price, and one of the first questions I was asked was how to deal with a customer who was only concerned about price. One salesperson asked me […].

Discount 233

Discount Customer Closing Training 233

The Sales Hunter

JULY 24, 2014

I once received a phone call from a salesperson complaining about the customers he had to deal with. His issue was that no matter what he did, it seemed like the customer was rarely happy. I asked him one question which told me immediately what his problem was. The question I asked was: “What % […].

Discount 255

Discount Customer Sales 255

The Sales Hunter

APRIL 20, 2012

Doesn’t it make sense that cheap prospects would naturally become cheap customers? Over the years in working with thousands of salespeople, I’ll share with you the two ways to remove the cheap customer from the process. Sure it does. How they respond to your trial close will tell you a lot.

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Prospecting Customer Hiring Discount 217

The Sales Hunter

AUGUST 7, 2014

How should I talk about my competitor when asked by a customer? This question comes up in many different forms, but the issue is the same. The quick answer I give to people when asked this question is, “No, you shouldn’t talk about them.” But I admit — that answer does come with some […].

Customer 276

Customer Selling Skills Sales Leadership Up-Sell 276

The Sales Hunter

JUNE 18, 2013

You’re not making any money off the low-price customer, regardless of what you think. Reason 1: The customer who demands a lower price from you is also going to be the customer who nags at you all the way through the sales process and long afterward. Reason 2: A customer who gets a low-price is one who will tell others.

Discount 276

Discount Customer Motivation Closing 276

The Sales Hunter

JANUARY 10, 2014

In sales we always talk about the importance of getting close to our customers. We all want to improve a customer relationship, right? As you read this, I’m not advocating we should not have strong relationships with customers. We do things out of a sense of respect for the customer. Yes, it all sounds good.

Customer 211

Customer Customer Service Selling Skills Up-Sell 211

The Sales Hunter

OCTOBER 26, 2012

Too many times companies lower their price all for the sake of building the business, but all they wind up doing is attracting customers who don’t appreciate or value the full price. I’d say the cost is high, because it tells every other customer who did pay full-price that they paid too much.

Customer 237

Customer Discount Objections Motivation 237

The Sales Hunter

JULY 26, 2014

We start to get the sense early in the sales call that this person is not going to be a good customer or even going to buy at all. Blog Consultative Selling Customer Service leadership Professional Selling Skills Sales Motivation integrity respect sales motivation video sales tip' How do you end a call like that?

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Video Customer Consultative Selling Selling Skills 226

The Sales Hunter

NOVEMBER 5, 2013

Regardless of how you felt your last sales call went, there are a few things your customer just called me about and asked me to share with you. 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. The sales materials you use are lame.

Customer 240

Customer Call-back ACT Selling Skills 240

The Sales Hunter

APRIL 22, 2013

Why not make every customer a buyer? For that reason, let’s make every customer a buyer. If you can’t close the customer on what it is you’re selling, whether it be a product or service, then close them on something else. Never end a sales call without getting the customer to buy something. .

Motivation 206

Motivation Buyer Customer Customer Service 206