Jeffrey Gitomer

AUGUST 23, 2011

To Become A Master Salesperson, Master NON Selling Skills. Tweet Share Everyone talks about “how to sell” Not me. ” All of them are about how to be a success at selling. It also means understanding the customer’s desires combined with your excellence. You can learn old world selling skills.

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

Partners in Excellence

MARCH 26, 2018

But as the discussion progressed, it was clear the CEO didn’t understand who their customers were. They also didn’t understand why their customers were buying, in fact it wasn’t clear that they understood what problems they were solving for the customer–their win rate was 1.7%.

Selling Skills 69

Selling Skills Customer Enterprise Enterprise 69

Gong.io

NOVEMBER 19, 2021

The moment a customer voices a sales objection, it’s tempting to do two things. Hearing sales objections make a rep want to: Say these words: “I’ve got the perfect solution for you!”. Handling sales objections well is a skill that separates good reps from their top-performing peers. Want to Prevent Objections?

Objections 108

Objections How To Face-to-face Call-back 108

Jeffrey Gitomer

OCTOBER 8, 2018

These are the methods used in determining customer characteristics. Selling is knowledge combined with experience. The knowledge you gain about your product, your selling skills, and your attitude. Why do customers buy? The hidden objection. There are billions of "Customer Types." To solve a problem.

Customer 224

Customer Face-to-face Guidelines Buyer 224

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

MARCH 28, 2015

How you respond to a customer’s objection is absolutely vital to not only overcoming the objection, but also to maximizing the price you will ultimately get. Sales is about keenly focusing on the customer’s desired outcome and leveraging that. You can develop skills that will […].

Objections 100

Objections Video Selling Skills Maximizer 100

The Sales Hunter

FEBRUARY 3, 2015

You have the customer and the price you’re going to charge is right — at least it is to you. Problem is the customer doesn’t feel the same way. Here are 5 ways to deal with the customer […]. Blog pricing Professional Selling Skills handling objections objections price'

Objections 100

Objections Selling Skills Customer 100

The Sales Hunter

JUNE 14, 2016

An objection from a customer is not a reason to panic. Thinking you’re never going to have a customer object to something is not realistic. Ask the customer to share with you more insight as to why they raised the objection. Here are 10 responses to consider: 1. I always say it’s not the […].

Objections 100

Objections Customer Customer Service Consultative Selling 100

The Sales Hunter

JUNE 5, 2013

What parts of your sales process are you still using that your customer couldn’t care less about? Below are 6 questions you must ask yourself about your selling process: 1. What percentage of my customers have done research on the internet before meeting with me? If so, how is the customer responding?

Customer 250

Customer Direct Response Motivation Selling Skills 250

Closer's Coffee

MAY 20, 2019

For Parts 1-3 of the Essential Selling Skills Bootcamp, click here. The Four Main Objects of Social Prospecting. Trade shows, conferences, and even events hosted by your clients and customers can help you connect with other prospects. Don’t Sell Anything. Telephone Prospecting. Subjects Covered.

Selling Skills 77

Selling Skills Prospecting Social Media Trade Show 77

The Sales Hunter

NOVEMBER 14, 2013

Great salespeople like to hear the word “no” from a customer. That way the customer doesn’t ever have the opportunity to say “no.” In fact, many times they will move rapidly in a sales presentation to the point where the customer may tell them “no.” ” They do this for two reasons.

Customer 196

Customer Selling Skills Proposal Intent 196

Selling Essentials RapidLearning Center

JUNE 14, 2019

MDM and the Rapid Learning Institute collaborated on a survey that offers keen insights into how wholesale distributors structure their sales teams, what they want to change, and which skills are mission critical to succeeding in the marketplace. Most Critical Skill Gaps. That requires superior discovery skills.

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

The Sales Hunter

MARCH 31, 2015

The customer rejects your price. They tell you it’s too high. You’re nervous you’re going to lose another sale and you wonder what to do. Problem is you may very well come up with the wrong solution. Your best solution is not to cut your price. Your best solution is to find better prospects. […].

Discount 100

Discount Customer Selling Skills Objections 100

Hubspot Sales

OCTOBER 9, 2023

That means not all customers need or want your products in the way you might want to sell them. The "Value Dashboard" After understanding your prospect's strategy, you need to get a handle on the "value dashboard" their company offers its customers. Is your prospect's goal to increase revenue? Increase profit? Reduce costs?

Prospecting 101

Prospecting Consumer Margin Objections 101

The Sales Hunter

JULY 16, 2014

Call every one of your customers past and present and ask them why they like working with you. Objective is […]. Blog Closing a Sale pricing Professional Selling Skills Sales Motivation closing closing sales price sales closing sales motivation'

Selling Skills 259

Selling Skills Motivation Closing Objections 259

Lessonly

DECEMBER 22, 2021

And while it’s important for sales readiness to cover and include product and process training, the best sales readiness programs include sales coaching and training that develop and hone crucial selling skills. Why Sales Skills Are the Holy Grail to Generating Revenue. These include skills like: .

Selling Skills 26

Selling Skills Training Scale Negotiation 26

The Sales Hunter

JANUARY 10, 2012

STOP Letting Customers Control Sales Negotiations. If your customers are controlling sales negotiations, you need a better plan. I’m going to make a safe bet that your customer is controlling you more than you might think. Statements like these from customers are going to happen. Contact Mark. E-mail RSS.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

Partners in Excellence

OCTOBER 3, 2022

In recent years, we’ve acknowledged the concept of a customer Buying Process. Many have argued abandoning the Selling Process, focusing on the Buying Process, in the least we must align the selling process with the buying process. So our customers really don’t have a buying process.

Analysis 115

Analysis System Selling Skills Buyer 115

Partners in Excellence

NOVEMBER 29, 2018

The other day, I published a post, “ Are Traditional Selling Skills Even Relevant Anymore? People driven to achieve their personal goals/objectives, their department’s, their organization’s. If you take the quality/continuous/agile principles, everyone in the organization has customers they need to support.

Outsourcing Services 80

Outsourcing Services Conversion Customer Engineering 80

The Sales Hunter

DECEMBER 28, 2012

It might be time to put the conventional selling process you use on hold and break out what I refer to as the “engagement process.” ” What makes the “engagement process” work is you and the customer become engaged to one another. Again, what you’re doing is engaging the prospect.

Prospecting 212

Prospecting Customer Insurance Insurance 212

The Digital Sales Institute

MARCH 12, 2024

Closing sales is about consistently moving customers towards a desired action or outcome. To keep the sale moving forward to a successful conclusion, salespeople need to gain a series of commitments from the customer. Does it mean being a pushy salesperson—pressuring the customer to decide? Communication Soft Skill.

Closing 52

Closing Objections Buyer Proposal 52

The Sales Hunter

NOVEMBER 3, 2012

Too many salespeople overlook this fundamental rule — the customer defines value, not the salesperson. The salesperson’s objective is to get the customer to share what they (the customer) want and need. This takes time and a willingness to ask the right questions and to listen.

Video 190

Video Customer Maximizer Motivation 190

Klozers

JUNE 5, 2014

Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling is undoubtedly difficult to get right, the rewards are high given the typical values of the products & services involved.

Consultative Selling 48

Consultative Selling Selling Skills Ideal Customer Profile Sales Methodology 48

The Sales Hunter

JULY 17, 2013

Sure, you may know quite a bit more than your customer, but if you don’t learn to pause at the right time, you may lose the sale. The typical salesperson thinks they know everything, and many times they do know quite a bit more than the customer. The customer is talking and you didn’t even have to ask a question.

Cold Calling 244

Cold Calling Customer Service Consultative Selling Negotiation 244

MTD Sales Training

NOVEMBER 26, 2019

Now, if you have been taught to up-sell or add another product onto that sale, it is unusual for people to spend more than 25% more than what they have just invested. Don’t ask me why that figure is important…it just seems to be the cut-off point for most customers. As an example, think of a customer who buys a new car.

Up-Sell 173

Up-Sell Insurance Insurance Comparison 173

The Sales Hunter

OCTOBER 24, 2012

Never offer a customer an open-ended price. When you don’t link your price to a time period, you’re allowing the customer to use the price as a negotiating tool with you whenever they feel like buying. An open-ended price offering is an invitation to allow the customer to take your price and shop it among your competitors.

Customer 192

Customer Negotiation Motivation Objections 192

Gong.io

APRIL 27, 2018

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? But, the way successful salespeople were handling sales objections were golden and we wanted to share them as well. It’s as if objections trigger them into slow motion.

Objections 48

Objections Call-back Sales Cycle Competition 48

Partners in Excellence

JUNE 14, 2023

If we are engineers or scientists, there are fundamental foundations in math, science, and analysis that enable us to build our skills to perform well. Likewise, as sellers, there are foundational skills, critical to our ability to engage customers and to do our jobs.

Hiring 77

Hiring Face-to-face Selling Skills Objections 77

The Sales Hunter

JUNE 20, 2013

Salespeople love to talk and when they do ask a question, it can many times wind up being so long and convoluted that the customer has no idea what the salesperson is asking. The long and convoluted question a typical salesperson asks results in the customer being confused and responding with not much more than a grunt. Sure it does.

Selling Skills 234

Selling Skills Consultative Selling Up-Sell Follow-up 234

The Sales Hunter

SEPTEMBER 27, 2012

We’ve all experienced at one time or another a sales presentation we believe is going well, only to have the customer go into a big stall mode just as you try and close. What makes this worse is many times the customer has been very engaged with you throughout the entire sales call process. Key is linking time and critical need.

Customer 172

Customer Closing Motivation Exact 172

Jeffrey Gitomer

MAY 12, 2011

Want To Learn How To Sell To Tough Customers? Tweet Share If you’re having a hard time selling to tough customers, I have a solution for you. Here’s what you’ll learn: How to transform an angry customer into a loyal client. How to use email to resolve customer issues. Customer Loyalty.

Hiring 220

Hiring Webinar Metrics Social Media Customer 220

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. Reason is the sales materials too many times deal with things the customer is not interested in.

Face-to-face 201

Face-to-face Consultative Selling Motivation Selling Skills 201

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. 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.

Cold Calling 204

Cold Calling Consultative Selling Follow-up Selling Skills 204

The Sales Hunter

SEPTEMBER 20, 2013

Objective of the calls is three-fold. First is to get the name of your company back in front of the customer/prospect, even though the person might not be our buyer. We never know who or when the person the senior person knows may encounter the buyer to whom you sell. Sooner you make the calls, the better. It’s your business.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

Miller Heiman Group

AUGUST 1, 2019

Almost half of organizations report having a weak relationship between their sales and customer success teams; and a third report that service plays no role in generating sales. Investing in a strong customer experience strategy now is crucial as more than 70% of revenues come from existing customers. Here’s how to get started.

Top of Funnel 63

Top of Funnel Customer Loyalty Customer Service 63

The Sales Hunter

OCTOBER 16, 2012

No, not for fast-food but for what you sell. ” What is it your customers would say separates you from others? If neither you nor your customers can identify the beef quickly, then I hate to say it, but you have a problem. Same thing is true in sales, regardless of what it is you’re selling.

Customer 177

Customer Maximizer Motivation Objections 177

Partners in Excellence

MAY 18, 2016

At its essence, sales is about finding customers who have problems we can solve, helping them understand why they should solve the problem, helping them commit to that change, and helping them solve the problem. The coup de gras is what customers think of sales. Clearly, from a customer experience point of view, something is missing.

Customer 51

Customer Sales Qualified Lead Lead Rank Lead Scoring 51