The Sales Hunter

JUNE 16, 2015

You don’t have to look very far — the word LEADERSHIP broken down says it all: Listen Empower Attitude Driven Encourage Relate Simplify Helpful Imagine Passion Listen: Leaders take the time to listen to what is being said and, more importantly, to what is not being […]. What does it take to be a high-performing leader?

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Relationals Leads Marketing Qualified Lead Sales Leadership 100

The Sales Hunter

AUGUST 11, 2012

If the question is going to be non-business related, that’s fine, as long as it’s a non-business related topic that fits their interest. Ask them a question regarding their business or something happening in their industry or community.

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Customer Relationals Motivation Prospecting 183

The Sales Hunter

MARCH 18, 2015

Starbucks and their CEO, Howard Schultz, stirred things up (maybe a little more decaf would help) with the idea baristas should enter into a discussion with customers regarding race relations. He announced it with full-page ads this week in the New York Times and USA Today. Is this a smart or stupid move for […].

Sales Leadership 100

Sales Leadership Relationals Customer Sales 100

The Sales Hunter

JANUARY 14, 2014

Can you relate? Sales are slow, the competition has never been tougher, and to top it off, customers are looking for a reason to buy. Problem is the reason customers are looking is because they want a low price. Sound familiar? Here are 9 reasons why selling on a low price does not work: 1.

Discount 247

Discount Competition Closing Up-Sell 247

The Sales Hunter

SEPTEMBER 2, 2013

Those of us in the sales industry may find it is a great day to catch up on such things as cleaning out the email inbox or reading sales-related articles. While not everyone is off work on this holiday, quite a few companies do close and give their employees an extra day to spend relaxing.

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Industry Motivation Video Benefit 200

The Sales Hunter

JUNE 22, 2012

Salespeople naturally are most comfortable selling to people and companies they can relate to. Now this does not mean a salesperson can’t become comfortable and good at selling to a market to which they feel they can’t relate.

Customer 169

Customer B2C Intent Course 169

The Sales Hunter

JANUARY 7, 2014

The price a customer pays is directly related to the level of credibility and confidence the salesperson has been able to create. First, the credibility: Why should a customer buy anything from a salesperson they don’t believe in? The only reason they would is if the price is so low they simply can’t turn it down.

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Customer Selling Skills Prospecting Motivation 235

The Sales Hunter

JUNE 14, 2019

These questions are inter-related, too. Average is what other people do, but it’s not what you do. If you answer these three questions, the trajectory of your career and life will dramatically change. There are few people with real 25-year goals. What people have is 25-year dreams; however, a dream without a plan is just a dream.

Networking 182

Networking Motivation Follow-up Meeting 182

The Sales Hunter

MARCH 6, 2014

Who knows, but I know you can relate to it, and maybe you too will feel a little better knowing you’re not the only one getting the same stupid messages. I’ll end my rant now. Did I do any good? Copyright 2014, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

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LinkedIn Tools Prospecting Licensing 221

The Sales Hunter

MARCH 24, 2012

This group is already becoming a great central location for sales-related discussions and the sharing of valuable skills. I know there is something to be said for Facebook pages and Twitter and so on, but when it comes to networking and picking up skills we can actually use, Linkedin is packed with opportunity.

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Groups LinkedIn Social Media Networking 171

The Sales Hunter

DECEMBER 3, 2013

Can you relate? The race is on. The end of the year is near and salespeople everywhere are scrambling. Chances are you can, and at this point in time, it’s game on to grab whatever you can. Guess what? Your buyers know you’re scrambling and to them the end of year is like shooting fish in a barrel.

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Buyer Negotiation Account Motivation 200

The Sales Hunter

JANUARY 30, 2012

I had to become an expert on those things related to commercial real estate that were most fascinating to people outside the profession. I read every magazine, newspaper and website I could find that related to construction, real estate, business expansion and economic development. I studied the local marketplace.

Motivation 155

Motivation Real Estate Hiring Construction 155

The Sales Hunter

JUNE 16, 2012

The information might be personal or related to their business. Proprietary information is something you would not be able to find out any other way unless the person with whom you are talking shares it with you. I like this as a clue for one reason.

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Prospecting Intent Motivation Objections 197

The Sales Hunter

JANUARY 29, 2013

I’m talking, of course, about what people will pay to attend a certain football game taking place in New Orleans this coming weekend. What I find interesting is how the price of tickets for a game like this peaks a week before the event and then slowly trails off. Well, it applies a lot.

Travel 172

Travel Maximizer Motivation Objections 172

The Sales Hunter

FEBRUARY 25, 2012

You are a salesperson and during your working hours, your sales career demands that you focus on things related to selling. Related posts: You Can’t Close Every Sale. That kind of consolation, though, will ironically do more to keep you from focusing on sales. Give it a try. You might be surprised at the results.

Closing 184

Closing Ideal Customer Profile Negotiation Hiring 184

The Sales Hunter

JULY 12, 2013

Make them feel comfortable by talking about non-business related subjects as a way to allow the salesperson to realize you’re human. The salesperson is going to be nervous having you along on the call. It’s not every day a salesperson has the CEO in their car and on a sales call with them.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

The Sales Hunter

MAY 8, 2012

Or, it could have been presented to you in such a way that someone was trying to skew your opinion on a particular issue or industry-related matter. For one, the information could be flat out wrong. Of course, there is the possibility too that someone unknowingly or innocently conveyed a piece of information wrong. You get the point.

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Face-to-face Guarantee Follow-up Trends 189

The Sales Hunter

APRIL 8, 2012

Does it carry a benefit the receiver can relate to? Merely sending out blanket emails touting how wonderful you are and how you’ve helped numerous other people isn’t going to get you very far. Does your email have a call to action? Does it have a personal connection with the receiver? Is it time driven?

Prospecting 175

Prospecting Direct Mail Campaigns Motivation 175

The Sales Hunter

MARCH 27, 2013

Check out the blog post Email Prospecting: Automate Your Info Gathering to Be Relevant and Relatable to Prospects. Your key talking points need to be about your target, something they are responsible for, something about their industry, an upcoming event, etc. Remember, your emails should be 80 to 100 words total!!

Prospecting 214

Prospecting How To Call-back Cold Calling 214

The Sales Hunter

FEBRUARY 7, 2012

Send them links to websites or send them information they may find of value that relates to something they do away from work. Related posts: Sales Motivation: You Never Know Who Could Be Your Client Someday. Bring food the next time you visit the customer. I know — I promised you 23 in the headline. ” Sales Motivation Blog.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

NOVEMBER 14, 2011

Conclusion: The key to building a sales force that can dramatically impact and increase sales is directly related to the strength of the sales management team. Related posts: Sales Training Tip #164: Defining Failure. Hire great sales managers and they will hire and develop sales superstars. Revenue is Down. Let’s Fire Sales.

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Hiring Remedy Ideal Customer Profile Negotiation 155

The Sales Hunter

NOVEMBER 17, 2011

Related posts: Your Insight Counts: Sales Survey 2010. From one sales professional to another, I value your opinion immensely. I will take the 2012 Sales Survey. Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Small Goals Now Mean Big Results in 2012.

Motivation 168

Motivation Survey Hiring Ideal Customer Profile 168

The Sales Hunter

DECEMBER 2, 2011

Related posts: What Are the Voices In Your Head Saying? Please comment. Have you taken our quick sales survey yet?! It’s super easy. Your opinion matters ! Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Sales Motivation: Getting Back on Track After a Bad Month.

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Motivation Training Hiring Ideal Customer Profile 275

The Sales Hunter

NOVEMBER 22, 2011

Related posts: Thanksgiving Day and Sales. Most of all I’m thankful for my faith in knowing I’m doing what I should be doing and hopefully making a positive impact on everyone with whom I come in contact. Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Thanksgiving and Sales Motivation.

Motivation 222

Motivation Ideal Customer Profile Hiring Negotiation 222

The Sales Hunter

NOVEMBER 22, 2011

Related posts: Negotiation: Are You Prepared to Live with What You Put Into Writing? And don’t forget to cast your opinion in our quick and easy annual sales survey. I greatly appreciate it! Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Sales Training Tip #360: Negotiation?

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Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

FEBRUARY 27, 2012

Related posts: Sales Prospecting Questions that Work. Move these people to your cold-contact list and allow your low-touch contact system to take over. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Voicemail as a Prospecting Strategy? Phone Sales Tips: Smartphone Messages That Work.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

The Sales Hunter

FEBRUARY 8, 2012

Related posts: Why “Social Media” Sucks for Prospecting. If you want more profits, you’re going to have to have the most comprehensive and effective “prospecting tool bag” possible. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. It’s Time To Kill Social Media.

Social Media 189

Social Media Media Strategy Prospecting 189

The Sales Hunter

MARCH 2, 2012

Related posts: Sales Training Tip #314: Thankful for the Privilege to Sell. The only good sale is one that leads to the next sale. Check back tomorrow when I share more sales motivation quotes to get you going! Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Thanksgiving and Sales Motivation.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Sales Hunter

DECEMBER 6, 2011

Related posts: The Myth of Finding More Time to Prospect: Sales Training Tip #412. I’ll say this — based on the thousands of salespeople I’ve had the privilege to work with and train, I know without a doubt that if salespeople do these 5 things and do them well, they will have a high probability of achieving success.

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

The Sales Hunter

DECEMBER 9, 2011

Related posts: Negotiation Skills: Don’t Celebrate When Things Go Your Way. Here’s the link. Check out the articles and begin closing more sales at a higher margin. Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. 5 Sales Negotiation Strategies that Work.

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Negotiation Motivation Hiring Ideal Customer Profile 190

The Sales Hunter

NOVEMBER 29, 2011

Related posts: Sales Training Tip #261: Year-End Billing Options. Knowing in advance how your accounting department will be handling year-end orders will also potentially give you additional leverage in working with the customer. So, you tell me — is your company ready for year-end sales? ” Sales Motivation Blog.

Motivation 150

Motivation Company Ideal Customer Profile Hiring 150

The Sales Hunter

MARCH 5, 2012

Related posts: Leadership and High-Profit Selling. . ” You can be the salesperson who stands apart from the rest, best meets the customer’s needs, and gets the profits that too many other salespeople are willing to leave on the table. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Motivation 152

Motivation Hiring Ideal Customer Profile Negotiation 152

The Sales Hunter

DECEMBER 16, 2011

Related posts: 8 Ways to Increase Your Sales Motivation. Also, by putting your successes in writing, it’s amazing how it can motivate you even more. Take the time to put into motion the sales motivation ideas you can use NOW! Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

NOVEMBER 25, 2011

Related posts: 4 Common Sales and Marketing Practices that Fail in the New Economy. I’m not asking for it to go to the same level as Aaron and Tom give — I’m just asking, “What would happen if you stepped up your game?” ” Only you know the answer. It’s worth exploring. ” Sales Motivation Blog.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

APRIL 21, 2012

Do you interest to make a different impression?

Scale 140

Scale How To Enterprise Enterprise 140

The Sales Hunter

DECEMBER 1, 2011

Related posts: Sales Motivation and Money: Expand Your Sales Motivators. It’s your career! Haven’t taken our quick sales survey yet?! It’s super easy. Your opinion matters ! Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. 9 Ways to Use Your Network to Build Your Sales Motivation.

Motivation 183

Motivation Hiring Ideal Customer Profile Negotiation 183

The Sales Hunter

DECEMBER 22, 2011

Related posts: Sales Training Tip #365: How Well Do You Know Your Buyers? Want to learn more about dealing with purchasing departments and buyers? Visit my extensive article section on the topic. Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Do You Hate Negotiating?

Negotiation 195

Negotiation Buyer Ideal Customer Profile Hiring 195