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10 Ways to Overcome a Customer’s Objection

The Sales Hunter

An objection from a customer is not a reason to panic. Thinking you’re never going to have a customer object to something is not realistic. Ask the customer to share with you more insight as to why they raised the objection. Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills handling objections objections sales motivation sales tipsHere are 10 responses to consider: 1. always say it’s not the […].

What’s the Fluff About Soft Selling Skills?

Best Sales Practices Blog

Question: My company conducts a significant amount of sales training on our product line and on sales techniques, yet very little in the area of “soft selling skills”.  Is there any research which shows the effect of training in these areas? Let’s start by looking at the entire sales equation, and then we’ll define and break down soft skills further.

Critical Selling Skills That Distinguish Top Performers

Partners in Excellence

Last week, Tim Ohai and I were talking about the future of selling.  We got onto a discussion of the critical skills needed for high performers. I’ve continued to think about this over the past few days.  I’ve narrowed things down to the top 3 skills critical for top performers.  I’d like your take on it, because most sales training programs don’t seem to include these.

7 Ways to Re-Think No / Selling Skills

Tom Hopkins

The post 7 Ways to Re-Think No / Selling Skills appeared first on How to Selling Skills. Objections or Concerns sales training selling skills Tom Hopkins tommy hopkins when you hear noA big part of your job in sales is to be the person in the company who gets the “no’s.” It would be a financially costly mistake for you […].

To Become A Master Salesperson, Master NON Selling Skills.

Jeffrey Gitomer's Sales Blog

To Become A Master Salesperson, Master NON Selling Skills. Tweet Share Everyone talks about “how to sell” Not me. ” Most salespeople are taught some “system” of selling. Salespeople are so busy trying to manipulate the selling process, that they disengage the buyer. What is selling about? You can learn old world selling skills.

5 Ways to Overcome an Objection to Your Price Being Too High

The Sales Hunter

Blog pricing Professional Selling Skills handling objections objections price You have the customer and the price you’re going to charge is right — at least it is to you.  Problem is the customer doesn’t feel the same way. They feel the price is too high and they’re refusing to buy.  How should you respond? Here are 5 ways to deal with the customer […].

Hearing No is Part of Getting to Yes

Tom Hopkins

The post Hearing No is Part of Getting to Yes appeared first on How to Selling Skills. Related posts: Overcoming the Word “No” What to Say When You Hear “I want to think it over” The Seven Selling Basics That’ll Make You as Great as You Want to Be. Champion sales people understand that hearing no is part of getting to yes.

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Why “No” is a Buying Signal

The Sales Hunter

Blog Closing a Sale Consultative Selling Professional Selling Skills handling objections objections overcoming objections sales skills“No” is a buying signal. I’ll take a “no” any day over a customer who won’t make any decision at all. At least a “no” is something I can work with. When a customer says “no,” we have to remember what they’re saying. The “no” is a no, but only for that moment in time.   […].

Selling Value vs Price

Tom Hopkins

As a sales professional, please realize the difference in selling value vs price. If you are selling a value-based product against a price-based product, trying to compete on price is a recipe for an unfulfilling sales career. When selling value, you […]. The post Selling Value vs Price appeared first on How to Selling Skills.

10 Prospecting Mistakes You Can’t Afford to Make

The Sales Hunter

Your objective should be to read them and […]. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospectingI 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.

Average Salespeople Sell Features. Great Salespeople Sell Themselves.

The Sales Hunter

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. Blog Closing a Sale Cold-Calling leadership pricing Professional Selling Skills Prospecting leader price sales leadership sales motivation top performer What became very […].

Is My Price Too High? You May Just Have Bad Customers.

The Sales Hunter

Blog Breakthrough Sales University pricing Professional Selling Skills breakthrough sales university discount discounting handling objections objections price The customer rejects your price. They tell you it’s too high. You’re nervous you’re going to lose another sale and you wonder what to do. Problem is you may very well come up with the wrong solution. Your best solution is not to cut your price. Your best solution is to find better prospects. […].

10 Things All Account Managers and Salespeople Should Do NOW to Have a Great 2016

The Sales Hunter

Learn the 2016 company objectives for each of […]. Blog leadership Professional Selling Skills Sales Motivation forecasting goal setting goals quotas sales motivationI know it’s hard to believe, but 2016 is right around the corner! There are definitely some things you should be doing now to ensure your 2016 gets off to a great start.

Overcoming the “It costs too much” Sales Objection

Tom Hopkins

If you’ve been in business longer than a week, you’ve probably heard this objection from at least one potential new client: “It just costs too much.” Or, you might have heard it in this way, “I’m really interested but I think I can get it cheaper somewhere else.” Related posts: You Won’t Overcome Every Sales Objection. Closes Objections or Concerns Selling Skills closing sales overcoming objections sales objections Think it overEveryone wants a bargain, but not everyone [.] When Buyers Hesitate.

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4 Ways to Increase Your 2nd Half Sales Results

The Sales Hunter

Objective is […]. Blog Closing a Sale pricing Professional Selling Skills Sales Motivation closing closing sales price sales closing sales motivation The year is half over and the race is on. 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.

Low Profile Selling

Tom Hopkins

When I wrote the book Low Profile Selling, I wanted to get away from the term “closing” because it’s considered by some as too hard-sell. The post Low Profile Selling appeared first on America's #1 Sales Trainer. Selling Real Estate When They Want to See More Homes. What do salespeople really do when they close sales? ” I like the [.]

Jeffrey Answers a Question about Cold Calling via Email | Sales Training

Jeffrey Gitomer's Sales Blog

Overcoming Objections Productivity Sales Videos How to Improve Selling Skills how to sell sales management training sales video We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

What to Say When You Hear “I want to think it over”

Tom Hopkins

Closes Closing Sales asking for the business closing closing sales handling objections Objections or Concerns overcoming objections sales skills selling skillsIf you’ve been in sales for more than five minutes, you’ve heard this from a buyer: “I’ll think about it” or “I want to think it over.” ” It’s almost as natural to them as saying, “No, thanks. Just looking” when asked “May I help you?” ” Why do they say it so often? Because with average [.]

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Strategic Salesperson vs. Tactical Salesperson

The Sales Hunter

And it can be the difference between selling at a low margin short-term and selling at a high-margin long-term. tactical salesperson is focused on the features of what it is they sell.  The questions they ask are all geared around getting the customer to think and see why they need what it is they’re selling. believe the difference is huge!

Overcome the “I want to shop around” Objection

Tom Hopkins

Related posts: You Won’t Overcome Every Sales Objection. Overcoming the “It costs too much” Sales Objection. Closes Objections or Concerns Selling Skills closing closing sales handling objections sales closing sales objectionsHave you ever heard this from a potential client: “Okay. Well, thanks for the information. want to shop around and will get back to you if this is really what I want.” Unless you’ve only been in business a day or two, you have. In most cases what are they really saying to you? [.] When Buyers Hesitate.

Jeffrey Answers a Question about Overwhelming Prospects with Data | Real World Sales Wisdom

Jeffrey Gitomer's Sales Blog

Whatever it is you’re selling, take advantage of every new channel of distribution. The old ways of selling , the old ways of marketing, the old ways of promotion, and the old ways of branding are no longer applicable – other than for a history lesson. Tweet RSS readers click here for video. In your business: Video is the new brochure. Video is the new testimonial letter.

9 Ways to Overcome Sales Prospecting Anxiety

The Sales Hunter

Make a list of all the ways you help the people you’re to be selling to. Your objective is to gain a new piece of information from them that will earn you the ability to contact them again. 5. Think long-term.   Don’t expect results to happen quickly unless you are selling something that truly does have a very short sales purchase cycle. 6. Guess what? Got it? 

The Triplicate of Choice for Money

Tom Hopkins

I’m often asked how to eliminate money objections. The post The Triplicate of Choice for Money appeared first on How to Selling Skills. Objections or Concerns overcoming objections Tom Hopkins tom hopkins sales training tommy hopkinsThe single best strategy I have is the triplicate of choice for money strategy. Most buyers will give you […].

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Giving more than lip service

Julie Hansen's Sales Blog

Uncategorized Act like a sales pro business tips customer service Julie Hansen objections rapport sales skills sales techniques sales tips sales tools sales training selling skills selling techniques selling tipsI knew the relationship was coming to an end yet I refused to accept it. After all that searching for the perfect “match” I dreaded going through the hassle of starting over. You might find something better,” friends consoled, but I knew in my heart the replacement would never live up to what I had. [.].

Great Salespeople Like to Hear the Word “No” From a Customer (Part 5 of a series!)

The Sales Hunter

They know the best way to sell something is by spending more time with those who have the potential to buy.   If a customer doesn’t have the ability to buy, the salesperson wants to know as soon as possible. . Blog Professional Selling Skills Prospecting overcoming objections prospect prospecting selling skills ”  They do this for two reasons.

If you live by price – you will die by price

The Science and Art of Selling

If they know so much about you, how can you try to sell them the same product without knowing their business situation or their needs? There are many dimensions that you are selling, and price is only one of them. ——– The truth is that it is more difficult to sell in today’s market because the world is much more diverse than it was a decade, or even a year ago.

Confidence Warrants a Higher Price: How Confident Are You?

The Sales Hunter

In fact I’ll say it is as powerful of an attribute in the selling process as anything else. When you handle objections, do you run and hide or do you address them straight on? Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price. Salespeople always want a higher price and don’t want to offer a discount to close the sale.

Dealing with the Competition

Tom Hopkins

Objections or Concerns Presentation/Demonstration Selling Skills competition handling objectionsWe are in some very competitive times. People are hesitant to make buying decisions so businesses are making previously unheard of offers to get whatever slice of the market pie they can. If any of your clients tell you they’re considering doing business with the competition, you need to be prepared. If you’re at the [.] No related posts.

Guest Post: Top 20 Reasons Why Sales Managers Suck at Coaching

Jonathan Farrington

Skills – They have not been trained in the fine art and science of sales coaching. Selling Skills – They never developed the kind of selling skills that would allow them to role-play all of the various scenarios that are bound to come up. Role Confusion – They spend too much time selling their own and the house accounts.

Do You Sell Using a “Push” or “Pull” Strategy?

The Sales Hunter

Make it your objective to add 5 more questions to each sales presentation you make.  Blog Closing a Sale Cold-Calling Consultative Selling Professional Selling Skills benefits needs outcomes sales strategy When asked this question, most salespeople respond by saying they use a “push” sales strategy. Take a look at your sales process.

Great Salespeople Set Goals (Part 1 of a series!)

The Sales Hunter

Objective is to be able to take each goal and learn something new from it you can then apply to something else. Blog Professional Selling Skills Sales Motivation goal setting goals sales motivation Over the next several weeks, I’ll be elaborating on my 14 things great salespeople always do that average salespeople only think about. 1. Great salespeople set goals.

Top 3 Reasons to Use Consultative Selling Skills


Consultative Selling Skills. Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling Skills are undoubtedly difficult to get right, the rewards are high, given the typically high values of the products & services involved.  Uncategorised

Best Time to Call a Hard-To-Reach Person: Top of the Hour

The Sales Hunter

Your objective might be to merely get a time later in the day when you can call and have time to talk. Blog Cold-Calling Consultative Selling Customer Service Networking Phone Sales Tips Professional Selling Skills Prospecting cold calling cold calls phone sales tips prospect prospectingDoes the strategy work? Copyright 2013, Mark Hunter “The Sales Hunter.”

The Great Sales Myth: Your Selling Price Will Never Equal the Value You’re Selling

The Sales Hunter

The challenge we have as salespeople is to accept that the selling concept of “price equals value” is just that a myth. The objective we have as salespeople is to present a compelling value picture for the customer. Blog Closing a Sale pricing Professional Selling Skills value value added And if we can get the two to equal, then we have a sale.

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The Value of Sales Leadership

The Sales Hunter

sales leader understands the challenges of the customer from their perspective and not solely with the objective of maximizing a sale. Blog leadership Professional Selling Skills sales leadership Recently I’ve been working with a number of salespeople making sales calls that stretch across a wide range of industries, and one thing stands out — Sales Leadership.

Power of Short Questions on a Sales Call

The Sales Hunter

Your objective is to make sure the questions you ask are ones of this type to allow the customer to become engaged in a conversation with you. . The more comfortable you are in asking short questions, the more flexibility you will have in your selling skills. Blog Consultative Selling Professional Selling Skills question questioning sales call sales process sales questions

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5th Secret to Selling at Full Price: Don’t Offer Discounts. Period.

The Sales Hunter

We’ve reached the last secret on my list of   5 Secrets to Selling at Full Price. However, once they get over the fact they can’t control pricing, it is amazing how they focus selling on the benefits rather than on price. Objective here is if the salesperson knows they have to go to their manager for authorization, they will be far less likely to do so. Period.

Monday Sales Motivation: Make the Easy Phone Call

The Sales Hunter

Your first call should be to a customer who you like and likes what you sell. Objective of your call is the person on the other end is going to tell you some very positive reasons why they like doing business with you. Blog Professional Selling Skills Sales Motivation sales motivation sales motivation tips Same goes for when someone calls. Remember one more thing.

Make 2013 a “No Excuse” Year

The Sales Hunter

Right now is the time to start organizing the key objectives of each quarter in 2013. Blog Consultative Selling Customer Service leadership Professional Selling Skills Prospecting Sales Motivation 2013 new year new years resolution sales goals sales motivationA new year will soon begin and one resolution you need to make to yourself is to not make any excuses in 2013.

The CEO’s Role in Sales

The Sales Hunter

The amount of time a CEO should be out with customers is a moving target, as it can vary dramatically by industry, time of year, company objectives, etc.   A good rule, however, is a CEO should make at least one customer visit per month. Blog leadership Professional Selling Skills ceo sales leadership Yes, the title “CEO” can make a difference.