The Sales Hunter

DECEMBER 4, 2012

If I asked you what has changed in the last year with regard to your sales process, what would you say? One of the best ways to do this is by assessing each part of your sales process from the types of questions you ask to the types of closing techniques you use. Too bad because your customers have changed.

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The Sales Hunter

JUNE 9, 2012

Is there value in having a sales process? When I’m asked this question, I immediately ask the person if they have a sales process in place now. Typical answer is yes, but then when I challenge them on what the process is, the excuses begin to flow. Challenge of course is in defining the sales process.

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The Sales Hunter

JUNE 22, 2013

Check out the below video to hear why this is vital to your sales process: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. .

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The Sales Hunter

JUNE 21, 2015

Great salespeople know that what worked for them yesterday in their sales process just might not work today. Are you willing to evolve your sales process? Are you willing to take an honest look at techniques that are outdated and no longer giving you the results they once gave you? You may be missing out on […].

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The Sales Hunter

NOVEMBER 22, 2013

But it is one that has significant impact on your sales process whether you are a salesperson or someone leading a sales team. Ask yourself in your sales process how many times are you making left-hand turns. Don’t become a servant to the process. Copyright 2013, Mark Hunter “The Sales Hunter.”

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The Sales Hunter

JUNE 14, 2013

Should senior management play a role in the sales process? Regardless of how big or small the company, top management must understand what is happening in sales for one simple reason — Sales is the group that interfaces with the customer. And it should be an active role.

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The Sales Hunter

DECEMBER 8, 2011

Ways to Close More Sales By Changing Your Sales Process. We don’t pay enough attention to our sales process. It’s only natural for salespeople to be focused on how many sales they close and what their overall numbers are. Break your total sales process into segments. sales goals.

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The Sales Hunter

JULY 18, 2015

Great salespeople are continually looking for ways to tweak their sales process. How willing are you to make changes when they need to be made? Or are you content with status quo and do you do things as you have always done them? If you want to stand apart from your competitors, you have to […].

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The Sales Hunter

AUGUST 9, 2012

Do we have to negotiate to be successful in sales? This may take some people by surprise, but I love to say that it is possible to be extremely successful in sales without negotiating. Think about this question for a bit before answering.

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The Sales Hunter

NOVEMBER 13, 2012

Our discussion centered around the quality of the sales call, but it made me think about it from a different perspective. Sales leadership is about leading the customer, yet I find too many salespeople think they’re leading because they have a great sales process.

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The Sales Hunter

NOVEMBER 15, 2016

Success in sales is not measured by activity. This sounds simple, yet too many times we get caught up in the process, thinking if we just do the process enough we’ll be successful. The challenge is how do we know the process we’re using is working and is there something different […].

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The Sales Hunter

DECEMBER 15, 2015

Ask a sales leader what a key reason for their success is, and they’re bound to say that one of the things is having a sales process every member of the team is focused on executing. As critical as a sales process can be in building sales for your team, it can quietly work against […].

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The Sales Hunter

MAY 10, 2014

Have you become too comfortable with your sales processes? Are those processes outdated? Don’t get stuck in processes that no longer work. Sure, it’s not always easy to change, but I challenge you to look closely at your sales processes. Make sure you are evolving them where they need to evolve.

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The Sales Hunter

AUGUST 2, 2019

Are your customers lousy because your sales process attracts the wrong customers? If the prospect / customer is difficult to deal with during the sale process, stop and ask yourself what they’d be like as your customer. Ask yourself that question and be serious about your answer.

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The Sales Hunter

MAY 21, 2014

Things change and they change quickly, and if your sales process and strategies aren’t keeping pace, then you’re going to find yourself closing fewer sales. Here are 6 Dead Horse sales activities you need to stop ASAP: […].

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The Sales Hunter

JUNE 25, 2013

Structure your sales process to allow them to see it. In fact, they don’t have anything resembling a sales process. The number one part left out of a sales process is the close, and the reason is simple — the salesperson doesn’t have a plan. Determine if sales is the right field for you.

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The Sales Hunter

JUNE 5, 2013

What parts of your sales process are you still using that your customer couldn’t care less about? Below are 6 questions you must ask yourself about your selling process: 1. At what point during the sales process are they doing this? Copyright 2013, Mark Hunter “The Sales Hunter.”

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The Sales Hunter

OCTOBER 21, 2014

Blog Closing a Sale Consultative Selling Professional Selling Skills questions sales process' I think it’s appropriate to share what I believe are 5 great questions: What are the outcomes you’re expecting? I like asking this question […].

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The Sales Hunter

DECEMBER 5, 2013

Great salespeople know they have to be continually evolving their sales process. They understand what worked for them last year may not work this year, and as a result, they are continually looking to refine their process. How much of your sales process is unchanged from 5 years ago? ” Sales Motivation Blog.

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The Sales Hunter

SEPTEMBER 13, 2019

Watch this video on the best sales presentations: Sure, there are a few exceptions when a presentation makes sense; however, they’re far fewer than we think. Still, this only applies to a long way down in the sales process. The presentation is to benefit the customer not to feed your ego.

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The Sales Hunter

MAY 23, 2014

Blog Closing a Sale Cold-Calling Consultative Selling Customer Service Professional Selling Skills Prospecting prospect prospecting sales process' Salespeople are quick to blame the customer as being […].

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Cold Calling Consultative Selling Selling Skills Customer Service 211

The Sales Hunter

NOVEMBER 19, 2013

You must find ways to streamline your sales process. The entire sales process is going to continue to shrink in regard to the level of time it takes to complete the sale. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. To you, it means one thing.

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The Sales Hunter

FEBRUARY 20, 2019

What would I say is the strongest part of my sales process, and what can I do to leverage it more? What is the weakest part of my process and why? What would my professional life be like if I could increase my sales performance by 50%? What can I do to shorten my sales process?

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The Sales Hunter

JULY 22, 2014

Blog pricing Professional Selling Skills Sales Motivation business disruption business model sales motivation sales process' Business disruption is the norm. You can forget all the banter about how […].

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The Sales Hunter

AUGUST 10, 2013

Check out the below video to better understand what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . Blog Closing a Sale Cold-Calling Consultative Selling Networking pricing price sales process selling video video sales tip'

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The Sales Hunter

OCTOBER 21, 2013

I’m not talking about your sales process. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Blog Closing a Sale Customer Service leadership Sales Motivation customer sales process' What I’m talking about is what it is your customer is buying.

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The Sales Hunter

AUGUST 19, 2014

What jumped out to me was a dealership chairman acknowledging how the sales process is constantly changing. He matter-of-factly went on to say that forcing outdated sales processes on to current customers just won’t work. I was reading an article the other day that talked about young people buying luxury cars.

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The Sales Hunter

DECEMBER 19, 2013

Ask yourself what can you do to speed up the sales process, not to merely close easy sales, but to get the sale that otherwise would not have occurred using a drawn out slow process. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

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Selling Skills Consultative Selling Motivation Customer Service 196

The Sales Hunter

NOVEMBER 15, 2011

Recently I had a discussion with a sales manager who said the key to success in sales is having an effective sales process. His argument was very strong, but not more than 30 minutes later, I received a phone call from a sales recruiter looking for sales candidates. ” Sales Motivation Blog.

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Selling Skills Ideal Customer Profile Negotiation Facebook 186

The Sales Hunter

AUGUST 6, 2014

It comes down to the sales process you use and how the customer […]. First off, the idea your price is too high is strictly that — an idea. But like a lot of ideas, it likely doesn’t have merit. Your price is based on the value the customer perceives they are going to receive.

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Selling Skills Sales Process Customer Sales 259

The Sales Hunter

AUGUST 16, 2014

Are you using social media the right way in your sales process? Blog Consultative Selling leadership Networking Phone Sales Tips Professional Selling Skills Prospecting phone sales phone tips prospect prospecting sales prospecting social media' Unfortunately, many salespeople are not! Be […].

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Social Media Media Consultative Selling Video 264

The Sales Hunter

NOVEMBER 14, 2014

Many sales processes will tell you to start with the basic questions. Blog Professional Selling Skills Prospecting prospect prospecting questions sales prospecting' The Who, What, Where and How. The problem is these questions sound more like an interrogation than a conversation.

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Prospecting Selling Skills Exact Conversion 238

The Sales Hunter

MAY 24, 2019

Maybe the right question is: how do customers define credibility? The issue is that customers can’t see someone’s good intentions; they only see the results. This is the big issue when it comes to credibility and why oftentimes there is a disconnect between a salesperson and the customer.

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The Sales Hunter

SEPTEMBER 4, 2014

Negotiating should be an option only when the sales process has not been successful. Blog Negotiation Professional Selling Skills negotiating negotiation sales negotiation' How can you know the customer’s needs if you don’t spend time “selling” to them first? Just because the customer has […].

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The Sales Hunter

AUGUST 22, 2017

It’s time you quit thinking that your inability to close sales is the reason you’re not more successful. Yes, this can be a problem, but far more often I find the problem is at the top of the sales process and how you prospect. There’s a simple equation we can’t forget: Bad Prospects = Bad […].

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Prospecting Closing Sales Process Sales 144

The Sales Hunter

JULY 15, 2014

Salespeople want to avoid discounting (or at least most do), yet they say they can’t close a sale without discounting. The issue comes down to not having a focused sales process and the confidence in themselves […]. One of the most frequent topics I get questions about is price and, in particular, how to avoid discounting.

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Discount Strategy Selling Skills Closing 241

The Sales Hunter

OCTOBER 22, 2019

First, you get answers to key information during a non-threatening period of the sales process. Whatever their response, ask a follow up question. In the prospecting phase, follow up questions work so well for two reasons.

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