The Sales Hunter

SEPTEMBER 3, 2019

The object that describes this kind of person, that lacks persistence, is a “rain barrel” because that’s all you are. Persistence means staying focused on the mission at hand and not allowing yourself to get side-tracked with shiny objects or everything else in life. Your process doesn’t have to be complicated.

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Prospecting Guarantee Objections Energy 169

The Sales Hunter

APRIL 30, 2013

The objective of this call is to not only have the customer appreciating you more, but also to begin understanding better their needs. Your first objective is to keep your name and the name of your company in the forefront of the customer’s mind. You also want to begin building more on needs the customer might have.

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Customer Cold Calling Customer Service Consultative Selling 269

The Sales Hunter

MARCH 31, 2015

Blog Breakthrough Sales University pricing Professional Selling Skills breakthrough sales university discount discounting handling objections objections price' Your best solution is to find better prospects. […].

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Discount Customer Selling Skills Objections 100

The Sales Hunter

SEPTEMBER 16, 2014

The objective of the call was to discuss the attributes of what they do and how we could take those items and get the rest of the organization to implement them too. Recently I was having a conversation with a VP of Sales and the top two salespeople for their company. What became very […].

Cold Calling 263

Cold Calling Selling Skills Sales Leadership Motivation 263

The Sales Hunter

MARCH 25, 2018

Set even a small sales objective TODAY, because momentum creates momentum. Start your profits NOW! Don’t wait until Wednesday or Thursday to get moving on closing sales. If you can start the week already moving toward your first close, then you are well on your way to building more momentum and sales motivation. Want […].

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Motivation Video Objections Closing 144

The Sales Hunter

JUNE 25, 2019

Understand your objective. If you’re making initial calls, your objective is to secure a time for a discovery call. It’s not about asking them how their day is going or if they have time to talk. Your priority is to immediately engage them with a question that they find interesting.

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Prospecting VanillaSoft Gatekeeper Decision Maker 192

The Sales Hunter

JULY 16, 2014

Objective is […]. Regardless of whether you’re on track, ahead of pace or behind where you need to be, these 4 things will work for you: 1. Call every one of your customers past and present and ask them why they like working with you.

Selling Skills 259

Selling Skills Motivation Closing Objections 259

The Sales Hunter

FEBRUARY 7, 2014

Regardless of what circumstances arose, there was still an objective to be accomplished. Yes, it would have been tempting and much easier to let the circumstances take control and try to justify ignoring the objective at hand. First, as a sales leader, we have to make sure we know what the objective is. Things do come up.

Cancellation 196

Cancellation Leads Marketing Qualified Lead Call-back 196

The Sales Hunter

FEBRUARY 9, 2013

Or did you ignore their first objection? My suggestion is that you don’t even acknowledge their first objection. Watch the below video for further explanation on how to do this… and what to do after they have objected twice. That’s right! ” Sales Motivation Blog. .

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Video Negotiation Customer How To 184

The Sales Hunter

NOVEMBER 11, 2013

Your objective is to make an effort to motivate others not just each week, but each day. Your objective is simple. Just because you don’t have people you supervise doesn’t mean you don’t have people you can motivate. There are people all around us we can motivate. Motivate others, and in turn, you motivate yourself.

Motivation 263

Motivation Objections Positioning Exact 263

The Sales Hunter

NOVEMBER 23, 2012

Is it tactically focused with a series of objectives you need to accomplish? If it is, that’s fine…but is it also focused toward sales leadership in how you will meet your objectives? Too many annual sales plans are a series of number built around a matrix that comes down to achieving a tight set of objectives.

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Sales Leadership Objections Motivation Positioning 208

The Sales Hunter

DECEMBER 30, 2014

Rather than basing goals and objectives on how the current year finished, why not do […]. I’m like most people. I get toward the end of the year and I assess the year that is about to be gone — and then I plan for the year ahead. Blog Professional Selling Skills Sales Motivation 2015 goal setting goals radical change'

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Selling Skills Motivation Objections Sales 205

The Sales Hunter

SEPTEMBER 19, 2017

At the same time, the most difficult time I’ve had is when I’ve been focused on my own personal objectives at the expense of the customers to whom I was selling. The greatest satisfaction I’ve ever had in my sales career is when I’ve been selling solely due to the “why” I sell. Early in […].

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Objections Customer Selling Skills Motivation 132

The Sales Hunter

AUGUST 30, 2013

Identify key objectives of the company. The CEO is only interested in “investing” in products and services that better equip the company to meet its objectives. You need to understand those objectives as much as possible before you go into the meeting. This is where your homework is vital.

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Sales Leadership Meeting Transportation Consultative Selling 204

The Sales Hunter

OCTOBER 12, 2014

First, you must know what your objectives are before you […]. .” This event is so big! 130,000 people encompassing virtually every hotel in San Francisco area. If you don’t have a plan, it will overwhelm you.

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Hotels Networking Selling Skills Motivation 213

The Sales Hunter

SEPTEMBER 27, 2019

The objective with each conversation is for you to create trust and confidence. It looks like each person trusting and confiding in the other person and valuing each other’s opinions. Read that last sentence slowly. Now, go back and look at your list of customers and prospects again. Do you need to draw a line through any of the names?

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Sports Exercises Lead Rank Lead Scoring 180

The Sales Hunter

JANUARY 28, 2014

Undoubtedly, you have a quota or objective to meet, and for many salespeople it’s not just a volume amount, but also a dollar amount. Objective for most salespeople is to ensure their sales reach a specific dollar amount. The best way to do this is to minimize the use of discounts and maximize the revenue from each sale.

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Discount Selling Skills Objections Maximizer 185

The Sales Hunter

DECEMBER 28, 2012

The objective with the process is to get the customer to participate with you in an activity that allows them to see the value they will receive from what you’re offering, as well as confidence in you. Objective here is to be able to engage the customer in dialogue after the sales call.

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Prospecting Customer Insurance Insurance 212

The Sales Hunter

JULY 16, 2013

The objective is to simply use the contrast of the price point more than the actual comparison. Whatever the approach you use with a customer, the objective is the same. I’ll use an example of two autos, as it’s pretty easy to mention the price of a high-end car and contrast it with the price of small economy car.

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Discount Comparison Objections Examples 234

The Sales Hunter

SEPTEMBER 7, 2013

If you want to succeed, you have to be able to maintain good eye contact, whether delivering your price or handling a customer’s question or objection. Lack of eye contact does more to destroy sales confidence — yours and the customer’s — than most salespeople realize. ” Sales Motivation Blog. .

Consultative Selling 223

Consultative Selling Video Motivation Objections 223

The Sales Hunter

JULY 17, 2013

This means that when you pause anytime you share a key piece of information or answer an objection,your response will seem more credible because of the pause. I say a longer pause after you state your price because your objective is to ensure the customer speaks first after you’ve shared the price.

Cold Calling 244

Cold Calling Customer Service Consultative Selling Negotiation 244

The Sales Hunter

JUNE 25, 2013

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. Stay calm and resolute in your offer. I’m not sharing these out of disrespect to professional buyers.

Negotiation 215

Negotiation Buyer Discount Selling Skills 215

The Sales Hunter

SEPTEMBER 20, 2013

Objective of the calls is three-fold. Third objective is being able to get a meeting during difficult periods. We’re on the verge of the 4 th quarter, and for many companies, that means the race is on to make the number. Sooner you make the calls, the better.

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Sales Management Cold Calling Closing Consultative Selling 202

The Sales Hunter

MARCH 14, 2014

The objective is not to fear failure or look to minimize it. No, the objective is to fail and learn from it to provide us with the confidence to be even more successful than before. . It’s time for me and everyone else to push ourselves even harder than before in ways we didn’t really think possible. We win by failing!

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Motivation Objections Sales 188

The Sales Hunter

JULY 1, 2019

Each time you engage a prospect, your objective is to gain a micro-commitment from the prospect that allows you to move the process forward. Focus your prospecting not on what you share but on the questions you ask. The three types of questions I like to include are short questions, commitment questions, and follow-up questions.

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Prospecting Top of Funnel Exercises Funnel 210

The Sales Hunter

SEPTEMBER 26, 2013

That is the objective, so let’s engage them with a discussion. Your objective is to know what you sell and know it so well that you don’t need anything other than the questions you want to ask. I don’t know about you, but that doesn’t sound like a good thing! We want customers talking and we want them engaged.

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Consultative Selling Face-to-face Selling Skills Motivation 201

The Sales Hunter

AUGUST 22, 2012

In at least some of the cases where you use this technique, the customer will never object to price again in the remainder of the sales call. If you discipline yourself, though, to resist responding the first time they object to the price, you will find that you will become more confident. Does it take confidence to do this?

Discount 216

Discount Customer Call-back Objections 216

The Sales Hunter

JULY 11, 2013

Your objective in peeling an onion is to get to the good part. Your objective is to get to the good part of understanding the customer’s needs and wants, and that means asking follow-up questions regarding what they just shared with you. View the customer as if you were peeling an onion. Same thing with your conversation.

Cold Calling 204

Cold Calling Consultative Selling Follow-up Selling Skills 204

The Sales Hunter

OCTOBER 26, 2012

What is the objective of lowering your price to try and get more sales? Here’s the question you have to ask: What is the objective of lowering your price? Anyone can get more business if they lower their price. It doesn’t take a rocket scientist to figure that one out.

Customer 237

Customer Discount Objections Motivation 237

The Sales Hunter

NOVEMBER 14, 2013

Blog Professional Selling Skills Prospecting overcoming objections prospect prospecting selling skills' I’m not saying I want you to forgo the opportunity to turn a reluctant buyer into a customer, but what I want you to do is to make sure you’re using your most valuable resource, your time in as effective manner as possible.

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Customer Selling Skills Proposal Intent 196

The Sales Hunter

SEPTEMBER 27, 2016

Your objective should be to read them and […]. I hate to spend time pointing out issues, but sometimes the fastest way to get things moving in the right direction is by calling out the mistakes. Below are 10 prospecting mistakes too many salespeople make and there’s zero reason for anyone to be making them.

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Prospecting Objections Selling Skills Sales 100

The Sales Hunter

AUGUST 5, 2013

The objective of a sales call is to have a discussion with the customer. The objective is to engage them and find out their needs. If a customer wanted to hear a presentation, they could go to YouTube and watch a video. Ask yourself this question: ”Would I rather be me or would I rather be a YouTube video?”

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Closing Consultative Selling Motivation Selling Skills 198

The Sales Hunter

JANUARY 11, 2013

The objective is not only to share something with them, but also to find out what they think about it. Your objective with the informed calling process is to establish a relationship either live or via voicemail that allows the other person to begin to have confidence in you. Nothing conveys listening better than a follow-up question.

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Prospecting Follow-up Objections Motivation 197

The Sales Hunter

OCTOBER 11, 2019

Your objective today and everyday is to own your own motivation. The beginning of the day is the platform in which the rest of the day is built. When we start it in a positive, excited and motivated frame of mind, it’s amazing how much better the rest of the day goes.

Motivation 149

Motivation Video Objections Positioning 149

The Sales Hunter

APRIL 3, 2012

Your objective is to be able to accurately measure how you’re spending your time. Your objective from this process is to be able to benchmark your existing sales prospecting methods to allow you to objectively measure the impact of changes you’ll be making as I share more in the weeks to come.

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Prospecting Exact Objections Call-back 168

The Sales Hunter

FEBRUARY 20, 2019

Your objective is to work with customers, not to spend time with suspects who pretend to be prospects. Prospecting is an omni-channel activity. It is not just email, the telephone, or social media. It is about using every tool in a deliberate manner. Be ruthless in your follow through!

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Prospecting Social Media Call-back Media 236

The Sales Hunter

NOVEMBER 3, 2012

The salesperson’s objective is to get the customer to share what they (the customer) want and need. Too many salespeople overlook this fundamental rule — the customer defines value, not the salesperson. This takes time and a willingness to ask the right questions and to listen.

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Video Customer Maximizer Motivation 190