The Sales Hunter

FEBRUARY 20, 2019

Honestly evaluate yourself and your work. Without a doubt, sales is a great profession. Because you get to help others see and achieve things they didn’t think were possible. This is exactly the reason why I gave you this survey, so use it to your advantage! Ask yourself how you can improve at selling and prospecting today.

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Prospecting Face-to-face Survey Motivation 158

The Sales Hunter

MARCH 28, 2017

You can’t take a Walmart shopper and turn them into a Nordstrom customer. It simply is not going to happen, but that is exactly what too many salespeople think they can do. If you want full price, you need to spend your time prospecting customers who can pay full price. Are you one who […].

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The Sales Hunter

FEBRUARY 22, 2014

Surprisingly, it also is the business that could end up being profitable down the road. This is a key strategy you have to understand when it comes to boosting your profits. To see exactly what I mean, check out this video… Copyright 2014, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

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Video Exact Motivation Up-Sell 186

The Sales Hunter

SEPTEMBER 10, 2016

Are your voicemails worth listening to? I hate to say it, but most aren’t and that’s exactly why most salespeople don’t see any value in going through the effort of leaving a voicemail. I’ll argue the opposite, though! A great voicemail can be of your best strategies to turn a lead into a prospect. The […].

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Prospecting Lead Rank Lead Scoring Exact 100

The Sales Hunter

APRIL 13, 2013

BUT, I know that sometimes it has to be done. If you find yourself having to discount, you MUST pair it with a reduction in service. If that sounds crazy, check out the below video to see exactly what I mean. How to discount correctly: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. .

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Discount Video Strategy Selling Skills 174

The Sales Hunter

AUGUST 6, 2015

During a program I was doing recently, I was asked this exact question by a person who was incredibly sincere. Sad comment is I’ve been asked this question far too many times by people who suddenly find themselves in a sales position. My advice to the person was to first relax and get the […].

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Exact Positioning Selling Skills Motivation 100

The Sales Hunter

NOVEMBER 11, 2013

Focus your effort on helping create an environment by looking at the positive and the possible, not the negative and the naysayer comments of others. By helping others see the positive and the possible, you can’t help but see it and believe it yourself. Positive environments are contagious and that is exactly the purpose.

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Motivation Objections Positioning Exact 263

The Sales Hunter

SEPTEMBER 7, 2012

Those could be the exact words, though, that are sending the wrong message to your customer or prosp ect. There are some words we say without even thinking about them. Check out my below video to see what I mean, and then give me your reaction in the comment section! Copyright 2012, Mark Hunter “The Sales Hunter.”

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Exact Motivation Video Customer 150

The Sales Hunter

APRIL 3, 2012

It’s not “getting ready to talk,” it’s not “organizing files;” it’s actually doing it. I’ll be drilling down more in the weeks to come with what exactly I see as the best prospecting process, but before I do, I need to stress the importance of focusing. Break the categories down very specifically.

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Prospecting Exact Objections Call-back 168

The Sales Hunter

JANUARY 7, 2014

Since it’s the start of a new year, there is no better time to think through each of the steps. Is your planning concise and set up to ensure you never end one day without knowing exactly what you’re going to do the next day? What about your “do.”

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Motivation Exact Positioning Objections 243

The Sales Hunter

JUNE 25, 2019

Always know what you will say if a gatekeeper answers or you get the person’s voicemail. Your response to both of these is different than if you reached the decision maker. Know in advance exactly what you intend to say. Make sure your CRM / Sales Engagement software is open and ready. Personally, I prefer VanillaSoft for this activity.

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Prospecting VanillaSoft Gatekeeper Decision Maker 192

The Sales Hunter

JULY 30, 2019

Yes, I know that is the exact opposite of what many sales managers say. There’s nothing worse than having “prospects” in your pipeline just taking up your time but never becoming your customers. I’m a firm believer in having a fast moving prospecting pipeline that allows you to spend more time with fewer prospects.

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Prospecting Sales Qualified Lead Social Media Lead Rank 210

The Sales Hunter

JUNE 4, 2019

Block your time to ensure you have big chunks dedicated to only prospecting. For each window of time, make a specific goal to make “x” number of calls. Know exactly how you will handle every type of conversation you are in. Realize that the vast majority of people you speak to will not do anything.

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Harvest Prospecting Lead Rank Lead Scoring 215

The Sales Hunter

MARCH 26, 2015

Every day I get minimally 3 – 5 emails from people proclaiming to me how effective their social media plan is for getting new customers. Each one claims to know exactly why others fail and why they have a plan that works perfect. Along with the emails are the numerous articles on the web about how old school […].

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Social Media Media Prospecting Cold Calling 100

The Sales Hunter

JULY 18, 2013

The six items listed above have a couple of things in common, most notably they all take into consideration the self-centered salesperson. We may not think of ourselves as being self-centered, but in reality, there are too many situations where we become exactly that when we are with a customer.

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Cold Calling Customer Service Consultative Selling Selling Skills 241

The Sales Hunter

AUGUST 6, 2013

That exact rule applies, regardless of what we’re selling. When you think of an investment, you think of something you’re going to receive — and the something you expect to receive is going to exceed the cost you’re willing to pay for it. Copyright 2013, Mark Hunter “The Sales Hunter.”

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Cold Calling Consultative Selling Selling Skills Benefit 209

The Sales Hunter

NOVEMBER 3, 2013

How focused are you, and do you allow yourself to be swayed by outside voices and noises that tend to be overwhelmingly negative? The Boston Red Sox recently won the World Series, and if you follow Major League Baseball, you will know the last two years for the Red Sox haven’t exactly been good.

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Sports Motivation Exact Influencer 214

The Sales Hunter

AUGUST 27, 2013

When we ask customers long drawn out questions, we wind up losing their attention and, in turn, we many times wind up answering the question ourselves. Now that is a recipe for disaster and yet it is exactly what happens. Let me give you a one word response as to what I think of it: STUPID!

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Sales Process Cold Calling Consultative Selling Selling Skills 250

The Sales Hunter

DECEMBER 26, 2012

They know how to handle the predictable and they know how to handle the unpredictable. It might be unpredictable, but in reality it’s not. The only thing that is unpredictable about the unpredictable is exactly what it is. Top performers know the unpredictable will happen and that’s why they can handle it.

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Call-back Motivation Exact Objections 242

The Sales Hunter

JANUARY 16, 2014

Second thing I’ve learned sitting in Starbucks is what customers see as the reason they come to Starbucks. I watch several customers who are deeply engaged in their meeting and their $6.00 OK, I have no idea exactly what their particular drink costs, but obviously they are willing to pay it.

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Consultative Selling Banking Selling Skills Customer Service 241

The Sales Hunter

JANUARY 28, 2014

You spend time negotiating a deal you think makes sense, only to have the customer take it to someone else to gain approval. Undoubtedly, the result is still negotiating and more concessions. Offering too many things without agreeing on exactly what the customer really wants. Talking too much.

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Negotiation Decision Maker Selling Skills Exact 253

The Sales Hunter

AUGUST 12, 2013

An example might be an analysis or testing process. Something like this can be an excellent POE, as it will expose you to more. Having a POE that offers you more conversation with the customer is exactly what you want. You will learn more about the customer and they will learn more about what you do.

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Sales Process Consultative Selling Selling Skills Customer Service 229

The Sales Hunter

NOVEMBER 15, 2013

In fact, one of the best ways to deal with bubble thinking is to be doing the exact opposite. Challenge is it’s very easy to get swept up in “bubble thinking,” and we then begin to adjust our prioirities and focus our time based on our bubble thinking. Think of this as being similar to an investment strategy.

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Real Estate Selling Skills Influencer Energy 204

The Sales Hunter

DECEMBER 26, 2013

Conversations are seen as less threatening to customers and., therefore, the customer is much more likely to be engaged. Customers are naturally going to be less forthcoming with information if they feel they’re being sold to — yet, that is exactly what they’re experiencing when facing a sales presentation.

Cold Calling 212

Cold Calling Consultative Selling Face-to-face Selling Skills 212

The Sales Hunter

MAY 21, 2013

Nobody wants to be called a “pricing coward,” but that is exactly what many salespeople are. They talk tough with regard to price and holding firm with the customer, but the second there is even the slightest hesitation on the part of the customer, the salesperson throws out a discount.

Discount 204

Discount Call-back Up-Sell Benefit 204

The Sales Hunter

OCTOBER 29, 2013

Notice each quick tip does not involve discounting your price. I’m very much against using price to close year-end sales for two simple reasons. One, you’re giving away profit, and profit is exactly what you’re looking for at year-end! Second, you’re destroying the price-value relationship with your customers.

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Consultative Selling Call-back Discount Selling Skills 246

The Sales Hunter

DECEMBER 13, 2011

Contact Mark. E-mail RSS. Twitter Facebook. Facebook. -->. Year-End Sales Blitz! What Sales Needs to Do TODAY! Dec 14, 2011. Leave a Comment. Do you want to know exactly what you need to do to end 2011 on a high note? Here is what I suggest: Current Customers: Call EVERY customer you have and EVERY contact you have within a customer.

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Ideal Customer Profile Hiring Negotiation Referrals 172

The Sales Hunter

OCTOBER 30, 2012

You’ll be seen as a village idiot, and needless to say, the damage you will do to yourself and your company could potentially be huge. The rule I tell salespeople is to back off and go prospect in another area of the country.

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Outbound Sales Team Outbound Call-back Exact 213

The Sales Hunter

NOVEMBER 7, 2012

Either way it helps you move the sales process forward. Far too many sales calls are nothing more than one-sided conversations that should really be referred to as a bad lecture from a boring professor. This is exactly what this technique helps to prevent.

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Customer Follow-up Closing Exact 191

The Sales Hunter

MAY 16, 2013

Unfortunately, training is often pegged as the solution for everything. Obviously, I do often see where organizations could benefit greatly from training. Sometimes, sales training is exactly what is needed! But not always. So, how do you decide?

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Training Compensation Selling Skills Exact 210

The Sales Hunter

NOVEMBER 16, 2012

Could you imagine what fans would say if a team that is down by a touchdown decided to give up and quit with 6 minutes left on the clock? There would be absolute chaos as the fans would have no part of seeing something like that happen. I hate to say it, but that is exactly what happens with far too many salespeople.

Motivation 221

Motivation Webinar Metrics Comparison Sports 221

The Sales Hunter

JUNE 13, 2012

I have a new on-line training program I think every salesperson who wants a fuller pipeline and more profitable sales should invest in immediately. My Sales Prospecting program is exactly that — an investment in yourself that will result in a return. Click on the below icon now, and you will be on your way to upgrading your sales.

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Prospecting Automotive Health Care Segment 206

The Sales Hunter

APRIL 13, 2012

.” Your goal is to have 5 unique benefit statements and/or 5 unique pertinent pieces of news the person who you’re trying to reach would find of interest. The key thing is what you share must be of benefit to them and not you. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

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Cold Calling Benefit Exact Prospecting 197

The Sales Hunter

AUGUST 9, 2013

Recently the news has been full of politicians such as Anthony Weiner and athletes such as Alex Rodriguez who have demonstrated the exact opposite of integrity. It’s easy for us to sit on the side and blast people like this as being stupid, arrogant and any number of other things.

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Sales Leadership Consultative Selling Motivation Selling Skills 219

The Sales Hunter

DECEMBER 11, 2012

Sales prospecting must be planned, and when I say planned, I mean the exact details of who is going to be called and what is going to discussed. Sales prospecting and, in particular, spending time reaching out to people you don’t know is difficult for most people to do.

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Motivation Video Exact Prospecting 188

The Sales Hunter

MARCH 18, 2013

Sales is all about the exact same thing. I finished watching the video and came away thinking, “How did a guy who bombed so bad the first time make it to the point of being the host for 20 years of the same show?” ” Answer is simple: He never gave up, he believed in himself and he kept moving forward. Never giving up.

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Motivation Video Exact Sales 192

The Sales Hunter

NOVEMBER 19, 2013

In the end, the big take away is this: If you think you can be successful doing the exact same thing you did this year, you’re kidding yourself. At the core is the ever growing level of information available to the prospects and customers. Just as the level of information is growing, so is the number of competitors you have.

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Motivation Loyalty Selling Skills Engineering 225