The Sales Hunter

SEPTEMBER 12, 2013

Your objective when you meet with a prospect is to allow them to share with you a piece of personal information which you can then use to start off the next conversation you have with them. To me, if it takes a huge discount to turn a prospect into a customer, then they’re not a good prospect. ” Sales Motivation Blog.

Prospecting 217

Prospecting Discount Selling Skills Follow-up 217

Braveheart Sales

APRIL 6, 2021

As a Seller: If a seller has been frequently told “no,” they tend to assume that a new prospect, one who has never told them “no” before, is somehow going to raise the same objections others have raised. However, many salespeople prepare their entire sales conversation based on the assumption that the prospect is going to object.

Discount 52

Discount Objections Groups Selling Skills 52

The Sales Hunter

JUNE 25, 2013

Demand the largest volume discount price on all orders, regardless of size. Their objective isn’t to take advantage of you, even if it does feel that way at the time. Their objective is to help reduce the cost of buying for their company. If you do, the buyer knows it and will work you over even more.

Negotiation 215

Negotiation Buyer Discount Selling Skills 215

The Sales Hunter

SEPTEMBER 20, 2013

Objective of the calls is three-fold. We never know who or when the person the senior person knows may encounter the buyer to whom you sell. This is not to discount the work you do, but often times a senior level person can uncover different information. Third objective is being able to get a meeting during difficult periods.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

The Sales Hunter

FEBRUARY 18, 2014

Salespeople always want a higher price and don’t want to offer a discount to close the sale. In fact I’ll say it is as powerful of an attribute in the selling process as anything else. When you handle objections, do you run and hide or do you address them straight on? What role does confidence play in the equation?

Cold Calling 229

Cold Calling Motivation Discount Selling Skills 229

The Digital Sales Institute

MARCH 12, 2024

This knowledge will help them to deal with customer questions and overcome any objections that get in the way of closing. Communication Soft Skill. Soft sales skills such as communication are essential to sell and close effectively. Handling Sales Objections. In fact, salespeople should expect them.

Closing 52

Closing Objections Buyer Proposal 52

The Sales Hunter

OCTOBER 29, 2013

Schedule a meeting or minimally a phone call with each of your existing customers, with one very upfront objective and that is to get more volume now. Notice each quick tip does not involve discounting your price. This means inquiring about replenishing what you already provide them and seeking out new opportunities.

Consultative Selling 246

Consultative Selling Call-back Discount Selling Skills 246

Jeffrey Gitomer

FEBRUARY 27, 2011

Tweet Share Starbucks doesn’t discount a cup of coffee. It’s their quality that sells. Overcoming Objections. Who is Jeffrey? Starbucks | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Gitomer | February 28, 2011 | 3 Comments. Even in this economy. Antoine Dupont says: February 28, 2011 at 5:57 pm. Great post!!

Hiring 219

Hiring Social Media Loyalty Cancellation 219

The Sales Hunter

DECEMBER 29, 2011

Take the time to contact each one of your existing customers with one objective — get referrals. More importantly, they miss the opportunity to close sales without offering a discount. If you had been shooting to make 20 calls per week, then go ahead and say your new objective is 25 or even 30. Get others selling for you.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Sales Hunter

NOVEMBER 25, 2011

You face objections each day just like they face tough defenses in every game. Professional Selling Skills Training: Stay Motivated, Finish Strong. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling skills.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

Highspot

JANUARY 3, 2024

This is followed by handling sales objections, offering solutions, and finally, guiding the customer towards making a buying decision. Detecting purchase readiness: The skill of identifying when a prospect shifts into a buying state signals the right moment to propose the sale. How Does the Sales Closing Process Work?

Closing 52

Closing Training Lead Rank Negotiation 52

The Sales Hunter

JANUARY 25, 2012

The entire objective of the follow-up is of course to help close the sale. Professional Selling Skills Training: Sales Calls and the Myth of Preparation. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling skills.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

Janek Performance Group

MARCH 17, 2023

Average sales skills encourage reps to think, “This is good enough,” and discount the need for improvement. Another hidden cost of average sales skills is customer dissatisfaction. Sales tactics are the minimum level of sales skill development and discount the customer’s view of the entire sale process.

Referrals 62

Referrals Exercises Discount Study 62

The Sales Hunter

JANUARY 10, 2012

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. Your objective is to not cave to their request or even allow them to think they’ve thrown you off guard. Sales Training Tip #291: When to Respond to an Objection. discounting.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

The Sales Hunter

NOVEMBER 22, 2011

You must find out what their expectations are and what their objections are. This is what the selling process is all about. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

MARCH 20, 2012

Keep in mind the type of customer I’m talking about here is the “ultra discount seeker.” ” If the person is merely raising a small objection over price, then you can certainly deal with it through your value proposition.

Discount 220

Discount Margin Motivation Objections 220

The Sales Hunter

JANUARY 10, 2012

It’s critical you know what your sales negotiation strategies are to ensure you have the ability to achieve your objectives. Negotiation Skills: Don’t Celebrate When Things Go Your Way. discounting. high profit selling. selling a price increase. selling skills. discounting.

Negotiation 181

Negotiation Motivation Strategy Hiring 181

The Sales Hunter

FEBRUARY 14, 2012

The objective of the voicemail messages is for the prospect to see you as somebody different. Your objective is that over time, this will help open the door and at some point you will have the privilege to talk live with the person. discounting. high profit selling. selling a price increase. selling skills.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

The Sales Hunter

DECEMBER 6, 2011

If you want to win in fantasy football and in sales, you have to be ready with the contingency plan if you want to make your objective. Related posts: Professional Selling Skills Training: Stay Motivated, Finish Strong. discounting. high profit selling. selling a price increase. selling skills.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Cancellation 200

The Sales Hunter

FEBRUARY 23, 2012

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. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

The Sales Hunter

FEBRUARY 28, 2012

Sales Training Tip #393: Your Body Language and the Customer’s Objection. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. cold calling. customer service.

System 160

System Motivation Training Hiring 160

The Sales Hunter

FEBRUARY 20, 2012

Your objective here is to get them to realize the quality you provide them and, in so doing, to get them to talk about it. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

Mereo

MAY 12, 2022

While all the sessions have been accomplishing the program objectives, in-person sessions have proven most effective for salespeople. When you give your salespeople enough chances to practice, a new selling skill starts to become not so new. Role-playing sales conversations in-person simply works better. Then practice it again.

Training 36

Training Travel Exercises Sales Enablement 36

The Sales Hunter

DECEMBER 27, 2011

Your objective is to wish them the best and find out from them what they expect in 2012. Selling a Price Increase: Tips To Start Using Now. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Sales Hunter

JANUARY 24, 2012

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? discounting. high profit selling. selling a price increase. selling skills. discounting.

Negotiation 194

Negotiation Ideal Customer Profile Hiring Facebook 194

The Sales Hunter

JANUARY 24, 2012

Your objective is for the customer to see both tactically and strategically why they appreciate working with you. Selling a Price Increase: Is There a Good Time? discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling skills.

Motivation 201

Motivation Ideal Customer Profile Hiring Negotiation 201

Pipeliner

FEBRUARY 8, 2019

They teach negotiation skills, with the goal of salespeople standing firm on the price when meeting with a professional buyer. So why do salespeople still discount too often and too quickly? Your sales team members may not lack negotiating skills – but they might lack the soft skill needed to execute hard skills: emotion management.

Negotiation 58

Negotiation Margin Discount Intent 58

The Sales Hunter

MARCH 5, 2012

“But what if I can’t close the sale without offering a discount?!” Sure, they don’t go into it thinking this is what they are doing, but trust me — the negotiating typically leads straight to a path of offering a discount. In other words, offering a discount on price should rarely if ever be used.

Negotiation 150

Negotiation Discount Policies Up-Sell 150

The Sales Hunter

NOVEMBER 15, 2011

Your objective is to not just beat these goals, but to nail them big time! discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. cold calling. customer service. leadership.

Motivation 178

Motivation Ideal Customer Profile Negotiation Hiring 178

LeadFuze

MARCH 5, 2019

Why not differentiate yourself through the selling skills of your company? A Closer Look at Selling Skills. Selling skills are the collection of all the skills that make a salesperson good at their job. This puts more focus on what you took away than the discount you offered. Conclusion.

Training 40

Training Discount Negotiation Selling Skills 40

The Sales Hunter

JANUARY 31, 2012

discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills. a buyer’s objections send a signal to salespeople.-Friend Sales Training Tip #395: Are Customers Stalking You?

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

SBI

OCTOBER 25, 2017

And we aren’t just talking about selling skills. For other groups or other time periods, it may be expanded to include skills like handling competitive objections, or responding to a recent regulatory change in your market. You can bring in other data, too, like average discounts or deal size.

Lead Rank 139

Lead Rank Lead Scoring Hiring Analytics 139

The Sales Hunter

NOVEMBER 12, 2011

Use your script to prepare and to know your key points and each part of your selling process, but once the call begins, allow yourself to be flexible enough to adapt to the other person on the phone. Phone Sales Tip: Selling to the C-Suite and Holiday Networking. discounting. high profit selling. selling a price increase.

Motivation 171

Motivation Hiring Ideal Customer Profile Negotiation 171

The Sales Hunter

FEBRUARY 7, 2012

Make sure everything on your site is professional and is something you would not object to your mother or children reading.). discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

DECEMBER 13, 2011

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. discounting. high profit selling. selling a price increase. selling skills. discounting.

Ideal Customer Profile 172

Ideal Customer Profile Hiring Negotiation Referrals 172

The Sales Hunter

APRIL 27, 2012

Rather than selling to your timeline, sell to the customer’s timeline. When you can sell to the customer’s timeline, you are far more likely to not only sell without discounting, but also to sell at a premium.

Proposal 156

Proposal Discount Maximizer Closing 156

The Sales Hunter

DECEMBER 5, 2011

They understand that if you don’t initiate the process, there is little chance of reaching your objective. discounting. high profit selling. selling a price increase. selling skills. discounting. high profit selling. selling a price increase. selling skills.

Cold Calling 161

Cold Calling Motivation Hiring Ideal Customer Profile 161