The Sales Hunter

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What Have You Learned Lately About Your Customers?

The Sales Hunter

I never cease to be amazed by the number of salespeople who are pretty good at connecting with customers, but absolutely lousy at documenting what they learn in such conversations. Be sure to document the date you talked as well. As for the second part — taking good notes — I can’t emphasize this enough.

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Evaluating Your Sales Performance: What Changed For You This Year?

The Sales Hunter

Scan through documents you sent customers. Surprising to most people is when you really take the time to think and examine the year, you will uncover a number of items you’re doing differently. To help you do this, go back and scan emails you sent a year ago. Look through them to see what’s changed.

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Your Prospect Knows More About You Than You Think

The Sales Hunter

Yes, the passport is an official government document, but what does it say? I’m writing this blog post while sitting Heathrow airport, and it is quite striking when you begin to realize a simple passport is what allows a person to get on a plane or not get on a plane.

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Can You Successfully Negotiate With Someone You Don’t Trust?

The Sales Hunter

First is to make sure you control the note taking process and you be the one to draw up the documents recapping what was agreed upon. If you don’t trust the other person, it’s hard to be certain they’ll do what you expect them to do. To deal with this problem there are several things you should do.

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Do You Prep for the Call? You Should!

The Sales Hunter

If you’re presenting or demonstrating software , don’t forget to provide the right supporting documents — and make sure you check your computer , projector and other systems beforehand to make sure everything’s working properly. Make sure you’ve got the correct brochures, data sheets and other materials.

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7 Things Salespeople Should NOT do in 2012 | Sales Motivation.

The Sales Hunter

Develop as many spreadsheets as possible and supporting documents outlining your position as to why your company should make an exception for you on your commission and bonus earnings. That approach won’t do anything, though, to increase your sales. If anything, it will likely lower them.

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50 Prospecting Truths- It’s Your Job: Truths 1-10

The Sales Hunter

I have now expanded that document to a list of “50 Prospecting Truths” Starting today, I will share 10 of those truths with you. If you remove prospecting from the equation, business and in turn the economy will be affected very quickly. Several years ago, I created a list titled “20 Sales Truths: The Guide to Sales Freedom.”