The Sales Hunter

MARCH 13, 2013

Getting a prospect to open your email is only the first step in email marketing. If you learn only one thing from this email series, I hope it is this — prospecting is not about you! Examples would be an industry event, a competitor, an acquisition, annual or quarterly report, press release, awards or recognition, promotion, etc.

Prospecting 240

Prospecting Strategy Email Marketing Promotion 240

The Sales Hunter

MARCH 7, 2013

In a nanosecond, your prospect is going to decide whether or not they are going to open your email. How can you impact your prospect personally? Look at the difference visually between these two subject lines: Sales Prospecting Strategy. Sales prospecting strategy. Get out of your head and get into theirs.

Strategy 226

Strategy Prospecting Lead Gen Email Marketing 226

The Sales Hunter

JANUARY 8, 2013

“Informed-calling” is the prospecting method where in place of making cold-calls, you instead call potential customers with a specific reason based off of something you’re learned about them. An example of how it works is you might be selling B2B in the software industry. ” Sales Motivation Blog.

Cold Calling 181

Cold Calling Prospecting Customer Software 181

The Sales Hunter

APRIL 6, 2012

How is your sales prospecting plan working for you? Unfortunately, this exemplifies the expectations of too many sales prospecting plans. Below are a series of questions you can ask yourself regarding your sales prospecting plan to help you gauge how effective it is and what areas you may want to change.

Prospecting 190

Prospecting Cold Calling Referrals Intent 190

The Sales Hunter

JANUARY 3, 2013

Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. ” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting.

Account 204

Account Prospecting Guidelines Compensation 204

The Sales Hunter

JUNE 13, 2012

Do you struggle with prospecting by phone? For many salespeople, having to make prospecting telephone calls is one of the most difficult parts of their job. If you want greater success in prospecting — and more sales! Problem is many times their failure to have a process is the reason they’re not successful.

Prospecting 206

Prospecting Automotive Health Care Segment 206

The Sales Hunter

JUNE 15, 2012

Do you want a sure-fire way to set yourself apart from the competition while prospecting? Here’s how: Find an on-line news link that your prospect or person with whom you want to network would find of value — and you send them the link. If prospecting is a key part of your business, then I would suggest you do it every day.

Competition 240

Competition Prospecting Transportation Networking 240

The Sales Hunter

DECEMBER 28, 2012

Every salesperson has had at one time or another a prospect who just won’t move forward and buy. Best way to understand the engagement process is by giving you an example. The next step in this process might be for you to provide the prospect a worksheet with some diagrams of how systems might look in their building.

Prospecting 212

Prospecting Customer Insurance Insurance 212

The Sales Hunter

MAY 10, 2012

Sales prospecting can be very difficult, but why make it any harder on yourself by having a bad attitude? Too many salespeople fail to realize how much they’re destroying their sales prospecting results due to their attitude. The best example I can share with you is the late night hotel front-desk clerk.

Prospecting 181

Prospecting Hotels Travel Intent 181

The Sales Hunter

JUNE 16, 2012

How many times have you spent too much time with what you thought was a great prospect, only have them wind up being a suspect? There are two ways you can validate a prospect. For example, you could ask them if they would review something you send them and then email you their comments. ” Sales Motivation Blog.

Prospecting 197

Prospecting Intent Motivation Objections 197

The Sales Hunter

JULY 9, 2013

Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills Prospecting Purchasing Department Sales Training Tip closing closing a sale questions sales questioning sales tip' Typically their feedback to me is that they wish they had been asking questions like this long ago. ” Sales Motivation Blog.

Examples 221

Examples Consultative Selling Selling Skills Customer Service 221

The Sales Hunter

MARCH 19, 2013

Nothing is more frustrating than when you have a hot prospect simply go dark. The example below is one I’ve used for years with a huge success rate: Subject Line: Guidance please. Be sure to check out tomorrow’s blog as it will continue this series on email prospecting. Step 3: Get to the point. Just get to it.

Prospecting 217

Prospecting Call-back Email Marketing Motivation 217

The Sales Hunter

MARCH 29, 2012

Yes, you can prospect using voicemail. Here is the best way to sales prospect with voice mail: To make the voicemail message fly, it needs to be short. An example might be, “I’d be happy to share with you the latest findings as to how you respond to recent changes in the labor laws.” Make it less than 12 seconds.

Prospecting 174

Prospecting Telemarketing Energy Benefit 174

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Voicemail as a Prospecting Strategy? What this means is you use cold-calling voicemails as one part of your prospecting strategy, and the other parts are going to include email, direct mail, networking, and so forth. Client List. Testimonials.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

The Sales Hunter

MAY 3, 2019

These same people are quick to say that they just don’t have time to prospect or meet with customers because they’re busy. 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. I doubt it!

Sales Leadership 168

Sales Leadership Face-to-face Report Motivation 168

The Sales Hunter

JANUARY 23, 2014

Here is just one example of what I received recently: “Our markets are promising. After sending out the emails, the person probably congratulated themselves for doing such a great job of prospecting and how they will be closing sales quickly as a result. Let’s just say it right now — stupid! This is worse than direct mail!

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. Develop 2-3 different points of entry you might be able to use with a prospect. Blog Consultative Selling Customer Service Professional Selling Skills Prospecting prospect prospecting sales process' What is your POE? Test the idea and see what the results are.

Sales Process 229

Sales Process Consultative Selling Selling Skills Customer Service 229

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.” Blog Customer Service Professional Selling Skills Prospecting customer prospect prospecting' ” What is the customer really saying?

Customer 236

Customer Selling Skills Customer Service Up-Sell 236

The Sales Hunter

APRIL 4, 2018

There’s no way you’d get on that plane or allow that surgery, yet that’s what our prospects are subjected to when we don’t have a sales process. The ability to qualify a prospect quickly is essential to avoid having valuable time wasted on someone who doesn’t line up with what you provide.

Sales Process 132

Sales Process Sales Qualified Lead Outbound Follow-up 132

The Sales Hunter

MAY 29, 2012

The person’s perspective was he doesn’t need to sell because he works on building a relationship with the prospect and then they wind up buying. He was allowing the relationship he created with the prospect to be the foundation for the confidence the prospect needed to make a decision to buy.

Channels 201

Channels Up-Sell Motivation Prospecting 201

The Sales Hunter

FEBRUARY 13, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Example — “Are you happy with your current vendor…” Phase 3: Manipulative Questions (Sales Amateur). Manipulative questions are designed to “set up” the prospect. prospecting. Client List. Testimonials.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

AUGUST 19, 2013

Let’s use an easy example. Blog Professional Selling Skills Prospecting Sales Development Training Sales Motivation sales goals sales motivation' Many of you are building your 2014 sales goals as you read this, and if you’re not, you need to start. 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

OCTOBER 8, 2013

The prospect asks you what your price is. 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. You’ve barely met them and you’re eager to close a sale, so you give them your price.

Discount 209

Discount Closing Motivation Examples 209

The Sales Hunter

JUNE 20, 2012

I’ll use myself as an example. If this is helpful to you, I encourage you to buy my complete Sales Prospecting Program. Click on the below link or the image: Sales Prospecting Strategies that Work! The sooner you invest in yourself, the sooner you’ll be on your way to improving your prospecting and selling skills!

Selling Skills 192

Selling Skills Study Prospecting Motivation 192

The Sales Hunter

MARCH 27, 2012

Building long-term relationships with customers and prospects requires that you ask strategic questions. Here are some examples: 1. These are just three examples. If you don’t understand the power of strategic questioning, you are missing out on a vital tool in high-profit selling.

Industry 174

Industry Motivation Examples Positioning 174

The Sales Hunter

OCTOBER 9, 2012

We must take on a broad perspective when it comes to sales prospecting. Every salesperson and every company must have a sales prospecting process in place that allows for the on-going exploration of new opportunities. I believe in that sales principle 100%, but we have to at the same time keep our eyes open for bigger opportunities.

Conference 178

Conference Sales Leadership Motivation Prospecting 178

The Sales Hunter

NOVEMBER 5, 2012

Yes, Sandy is an extreme example, but even putting the extreme aside, there are always circumstances for which we need to prepare. With 8 weeks left in the year, take a look at your schedule, your customer list and your prospects. Think of those located in the New York area and how their year-end business plans have been disrupted.

Travel 192

Travel Call-back Motivation Sales 192

The Sales Hunter

MAY 22, 2012

If you want to be viewed as a value-added partner to your clients and prospects — not just a salesperson — you need to go above and beyond to share information they may find of interest. Use news websites as a source of links you can email to clients and prospects. Let me share with you an example. www.CNBC.com.

Transportation 189

Transportation Customer Motivation Follow-up 189

The Sales Hunter

APRIL 26, 2012

Keep the focus of the discussion on the prospect explaining what they want to gain from what you are selling. . 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.

Maximizer 235

Maximizer Software Software Energy 235

The Sales Hunter

NOVEMBER 6, 2012

One of the best examples I can think of is expense reports. It might be the number of sales prospecting calls you make; it might be the speed with which you follow-up with customers; or it might be something else entirely. What do your people expect of you? Pick something and then set the new expectation.

Motivation 183

Motivation Report Follow-up Coaching 183

The Sales Hunter

JANUARY 10, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Before you doubt me and stop reading, let me give you a couple of examples. 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. prospecting.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

The Sales Hunter

DECEMBER 23, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. An example I like to use in training programs is comparing two similar items — one being offered on eBay and the other by a store you’ve been buying from for years. prospecting. Client List. Testimonials. FREE Resources. Negotiation.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

OCTOBER 29, 2012

Using the tablet war as our example, what we’re seeing is a lot people gaining awareness — but there’s a big difference between awareness and making a decision to buy. When prospects become aware of something, they will develop questions and this is where you shine. Just the opposite!

Microsoft 161

Microsoft Advertising Advertising B2C 161

The Sales Hunter

MARCH 10, 2012

An example of this is to ask the customer to look at some information you plan to send them shortly and then to respond to you with their opinion. This is a very effective technique you can use not only when a call stalls out, but also to verify if a prospect is really a sales prospect or merely a sales suspect.

Closing 200

Closing Face-to-face Benefit Follow-up 200

The Sales Hunter

FEBRUARY 12, 2013

Let me give you an example. A prospect you’ve been working on for months finally places their order and it takes a month of two for the installation process to be completed, etc. You’re a salesperson and you sell software systems.

Follow-up 185

Follow-up Up-Sell Motivation Software 185

The Sales Hunter

FEBRUARY 16, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. I saw an example of this recently at and event with nearly 100 people. prospecting. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PRICING. FREE Resources.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

The Sales Hunter

NOVEMBER 10, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. EXAMPLES: “I help people gain more free time to do the things they really want to do.” prospecting. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. FREE Resources. Sales Articles.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190