The Sales Hunter

MARCH 29, 2019

For example, a customer may send you an email with a question. Think about the number of times you have made an assumption only to be proven wrong later. Bad assumptions lead to bad consequences, but often the consequences do not turn up right away. Immediately, you draw a conclusion from that question.

Travel 251

Travel Conversion Customer Examples 251

The Sales Hunter

FEBRUARY 19, 2014

I use the restaurant example as just that– an example. If you’re meeting a customer for a meal, are you meeting them at a fast-food location or an establishment that represents best the high-value of what you’re selling? But it applies to virtually every aspect of the sales process.

Positioning 229

Positioning Real Estate Selling Skills Up-Sell 229

The Sales Hunter

OCTOBER 15, 2013

He wanted to walk me through one example after another about sales he lost because his boss wouldn’t cut the price. After hearing two examples, I cut him off. On one particular occasion, the salesperson shared with me how his company’s prices are simply out of line for the marketplace.

Discount 245

Discount Face-to-face Territories Selling Skills 245

The Sales Hunter

DECEMBER 22, 2013

Example I’ll share is a year ago I didn’t use text messaging to communicate with clients. Another example is the use of the cloud for file sharing. My belief was texting is personal in nature and only between people who know each other well. I could have chosen to remain old school, but instead I shifted my thinking.

Consultative Selling 221

Consultative Selling Motivation Selling Skills Examples 221

The Sales Hunter

MAY 3, 2019

Yes, that’s a simple example but if you were to get serious about the revenue per hour that a salesperson is expected to generate, we would all start to wipe out much of the stupid busy work. This means that each spreadsheet that a salesperson spends two hours a week working on costs $1,000 per week! I doubt it!

Sales Leadership 168

Sales Leadership Face-to-face Report Motivation 168

The Sales Hunter

OCTOBER 8, 2013

Let me share an example. What my example points out is if you want to get full price, you have to create confidence in the mind of the buyer. Reason is simple: If the customer doesn’t have confidence in us and what we’re selling, their focus is most likely going to drift toward price.

Discount 209

Discount Closing Motivation Examples 209

The Sales Hunter

SEPTEMBER 25, 2012

Let me give you an example as to how easy this approach is. An example of this is during the sales call you and the customer get to talking about how little of a particular item they might need and how you can ship it in very small quantities.

Closing 219

Closing Customer Motivation Examples 219

The Sales Hunter

JANUARY 22, 2013

” Example is Congress. I am simply using this as an example to put into perspective the value of money. This is not unlike what most people and companies face all the time. Problem is what one person thinks is “not much money,” another person may think is “a lot.”

Government 189

Government Customer Discount Face-to-face 189

The Sales Hunter

JANUARY 8, 2013

An example of how it works is you might be selling B2B in the software industry. Example might be you discover that a company known for outsourcing its IT work has announced they’re no longer going to outsource work. Before you make the call, you quickly research the web and find out something of interest.

Cold Calling 181

Cold Calling Prospecting Customer Software 181

The Sales Hunter

JANUARY 3, 2013

Example: Total business from your major accounts last year was 70% of your total. Example: Your large new accounts are expected to bring in about 80% of your total business this year. The rest of your time should go to the other accounts and new accounts. This year you should allocate 35% of your time to these major accounts.

Account 204

Account Prospecting Guidelines Compensation 204

The Sales Hunter

APRIL 26, 2012

An example is somebody selling a software system might be inclined to focus in on the ease of use. If you’re still wondering what I mean, let me provide you with one more example. Keep the focus of the discussion on the prospect explaining what they want to gain from what you are selling. . Problem is this is an activity.

Maximizer 235

Maximizer Software Software Energy 235

The Sales Hunter

APRIL 10, 2012

Let me give you an example that seems subtle on the surface, but is profound. ” Granted, this is an extreme example. And if you aren’t really listening to your customer, you could miss vital information that not only will affect your sales success, but more importantly will affect your relationship with that customer.

Pharmaceuticals 211

Pharmaceuticals Face-to-face Follow-up Motivation 211

The Sales Hunter

OCTOBER 24, 2013

He includes specific examples, as well as Action Exercises as the end of each chapter. Brian Tracy has written more than 50 books and has spent decades helping sales professionals like you discover greater potential within themselves and their industries. As with any resource, you get out of it what you put into it.

Selling Skills 197

Selling Skills Exercises Motivation Benefit 197

The Sales Hunter

MARCH 27, 2013

For more details on how to create the right email see the following posts: Email Prospecting: Three Opening Sentence Strategies to Get Your Email Read and Email Prospecting: An Example of a Bad Email Transformed. . Step 3: Create 4 follow-up voice mails.

Prospecting 214

Prospecting How To Call-back Cold Calling 214

The Sales Hunter

FEBRUARY 13, 2012

Example — “Are you happy with your current vendor…” Phase 3: Manipulative Questions (Sales Amateur). Example — “If we can save you time, you would be interested, wouldn’t you? Example — “How long have you been thinking of doing this?”

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

JULY 30, 2019

Here’s an example: if it takes 3 months to move someone from a lead to a customer, then you need to run your process for at least 6 months before you’ll know if it is working. You won’t know if your process works unless you’ve executed it for a period of time that is twice the length of your average buying cycle.

Prospecting 210

Prospecting Sales Qualified Lead Social Media Lead Rank 210

The Sales Hunter

MARCH 27, 2012

Here are some examples: 1. These are just three examples. Building long-term relationships with customers and prospects requires that you ask strategic questions. Strategic questions are those where the answers are not always clear cut. You want to get the other person thinking and talking. You could also modify this question.

Industry 174

Industry Motivation Examples Positioning 174

The Sales Hunter

JUNE 2, 2012

His article, “ What to Do When You Catch a Homer “ should become the poster child example of how to use the big bold wild opening demand strategy. There’s a great article in the Wall Street Journal by Jason Gay that does a phenomenal job of pointing out how the strategy works.

Negotiation 174

Negotiation Journal Case Study Strategy 174

The Sales Hunter

SEPTEMBER 27, 2012

An example might be to ask something in reference to the exact quantity they may want to buy. An example of this is a customer may have shared with you how they want to get the upgrade you’re selling in place to allow them to begin working on the next phase. Use the element of time combined with their most critical need.

Customer 172

Customer Closing Motivation Exact 172

The Sales Hunter

MAY 28, 2013

To take an example from the B2C world, if you were to walk into a high-end restaurant, you’re not expecting to eat for the same price you would at a fast-food location, right? Conversely, if you walk into a low-price diner, the first thing you’re going to ask the waiter is what the specials are for that day.

Discount 230

Discount B2C Motivation Up-Sell 230

The Sales Hunter

OCTOBER 30, 2013

An example is a goal to open up at least 5 new accounts each year. Make it part of your continuous learning process to use your goals as a means to improve what you do. Objective is to be able to take each goal and learn something new from it you can then apply to something else.

Motivation 243

Motivation Selling Skills Account Objections 243

The Sales Hunter

OCTOBER 1, 2019

An example I like to use is if you were needing surgery and the surgeon had never performed that kind of surgery before, you would be cautious. As you ask these questions, you can share how you’ve seen this in other companies. Some sort of magic happens when the prospect begins to hear that this is not your first rodeo.

Sales Qualified Lead 182

Sales Qualified Lead Prospecting Video Negotiation 182

The Sales Hunter

JUNE 20, 2013

Do you have an example? . Conversely, short questions — and I mean really short questions — will get long answers. Questions like these: Why? Could you explain more? Each one of those questions is short and yet they command a long answer.

Selling Skills 234

Selling Skills Consultative Selling Up-Sell Follow-up 234

The Sales Hunter

AUGUST 27, 2019

Here’s an example: during my first conversation with a VP of Sales I met at an industry event, he mentioned how he was just starting to build a new home. What sets me apart is the way that I focus on them and never forget the personal information they share with me. I use what they share to build my relationship with them.

Networking 203

Networking Prospecting How To Quota 203

The Sales Hunter

AUGUST 15, 2013

Example is if you have a prospecting system where you rank prospects on a 1-5 scale, and you have a prospect you rank at 3, if after you’ve made two more calls you haven’t made progress, then you must move them down a notch. Too many salespeople have prospects in their pipeline that are nothing more than suspects taking up space.

Pipeline 211

Pipeline Prospecting Scale Motivation 211

The Sales Hunter

AUGUST 19, 2013

Let’s use an easy example. Many of you are building your 2014 sales goals as you read this, and if you’re not, you need to start. It’s one thing to set a goal, but it’s another to have a plan that allows you to make (and exceed!) We’ll say you want to achieve $1 million in sales next year.

Motivation 219

Motivation Selling Skills Sales Goal Follow-up 219

The Sales Hunter

JANUARY 14, 2013

To give you an example of how some salespeople can waste the better part of the year, I put together a few numbers below. We all start the beginning of each year with 365 days. The sad comment is that a lot of the items, though they seem stupid, are closer to reality than fiction for some salespeople: 365 Total Days in a Year. -

Compensation 247

Compensation Quota Motivation System 247

The Sales Hunter

DECEMBER 7, 2012

Would they be able to recall specific examples to go alongside each one of the questions? When issues arise with the customer, are you point person? Review these questions and view them in the eyes of your customer. What would they say? Sales leadership is more than just “pretty talk.”

Customer 233

Customer Sales Leadership Motivation Benefit 233

The Sales Hunter

FEBRUARY 26, 2013

Let me give you a couple of examples of questions a strategic salesperson would ask: How do you see your competition changing in the next year? The strategic salesperson is focused around the outcomes the customer is looking for. Their questions are focused on getting the customer to think about the outcomes they need to succeed.

Margin 249

Margin Motivation Objections Competition 249

The Sales Hunter

JANUARY 23, 2014

Here is just one example of what I received recently: “Our markets are promising. Every day I receive at least one email from some salesperson with some “major breakthrough” that is going to change my life, my business, or both. The emails contain nothing but a list of product features and general garbage.

Direct Mail 201

Direct Mail Selling Skills Software Software 201

The Sales Hunter

AUGUST 12, 2013

An example might be an analysis or testing process. The POE is something you can get the customer to agree on quickly in the sales process — not necessarily on the first or second sales call, but much shorter than what your historical time has been for closing a deal.

Sales Process 229

Sales Process Consultative Selling Selling Skills Customer Service 229

The Sales Hunter

APRIL 4, 2018

An example I like to use when talking with salespeople is to never forget the one word found on every bottle of shampoo. If you can define your outcomes, then you can find your prospects. Challenge is following up with them to allow you to break through the noise and get them to focus on how you can help them. The word is “repeat.”

Sales Process 132

Sales Process Sales Qualified Lead Outbound Follow-up 132

The Sales Hunter

FEBRUARY 12, 2014

One example is you may be selling security systems for computers: A low-end outcome might be to prevent employees from downloading software for personal use. An excellent way to do this is with by focusing on the high-end outcomes the customer is looking for.

Positioning 228

Positioning Referrals Comparison Selling Skills 228

The Sales Hunter

APRIL 16, 2013

I’ll use the example of tickets to a concert: To the person who is crazy about the person who will be performing at the concert, they will be happy to pay top dollar to get their ticket well in advance.

Face-to-face 213

Face-to-face Benefit Follow-up Motivation 213

The Sales Hunter

MARCH 4, 2014

For example, think about this line we have all heard from a customer: “No, I can’t buy from you right now.” What I am saying is far too often customers lie, and we are so focused on trying to please them we wind up not even noticing it. ” What is the customer really saying?

Customer 236

Customer Selling Skills Customer Service Up-Sell 236

The Sales Hunter

JANUARY 24, 2013

If that is the case, then be ready to share with them an example of how you helped them deal with a problem before. The sooner a customer’s goals are on the table, the sooner you can start helping them. A customer might be hesitant to share with you their goals.

Positioning 232

Positioning Motivation Customer Opportunity 232

The Sales Hunter

NOVEMBER 13, 2012

If they can’t provide you with at least one example as to how they, in combination with the customer, were able to uncover at least one new insight, then I’d argue they’re not leading. If you’re a sales manager reading this, ask your sales team members if they believe they are leading their customers.

Sales Leadership 207

Sales Leadership Leads Marketing Qualified Lead Sales Process 207