The Sales Hunter

NOVEMBER 22, 2011

Selling a Price Increase. Thank you customers for your questions and your comments. Sales Training Tip #314: Thankful for the Privilege to Sell. Selling Thanksgiving Week. high profit selling. selling a price increase. selling skills. high profit selling. selling a price increase.

Motivation 222

Motivation Ideal Customer Profile Hiring Negotiation 222

The Sales Hunter

JANUARY 17, 2012

Selling a Price Increase. ” The beauty of thinking this way is it changes how you prepare for sales calls and it changes the tone and nature of the questions you ask the customer. This means being pro-active in teaching our customers above and beyond what we’re selling. Mark’s Insights on PRICING. Networking.

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175

No More Cold Calling

JUNE 13, 2013

If I had a dollar for every time someone asked me that question, I would be rich. There are typically questions you can monetize against a minimum number of something to determine if the prospect is worth pursuing. You probably have similar questions. Next, you dive deeper into your pain-discovery questions, right?

ROI 235

ROI Sales Qualified Lead Analysis Microsoft 235

The Sales Hunter

FEBRUARY 21, 2012

Selling a Price Increase. Seems like an obvious question, doesn’t it? Unfortunately, salespeople tend to know their product or service so well that they gravitate toward singing the praises of the features of what they sell — instead of patiently and intentionally uncovering the true wants and needs of the customer.

Motivation 147

Motivation Ideal Customer Profile Hiring Discount 147

The Sales Hunter

MARCH 1, 2012

Selling a Price Increase. If you want to know the best way to improve your negotiation skills, then invest more time in improving your selling skills. First thing I believe with regard to negotiating is that you sell first, negotiate second. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. FREE Resources.

Negotiation 170

Negotiation Motivation Ideal Customer Profile Hiring 170

The Sales Hunter

DECEMBER 8, 2011

Selling a Price Increase. Ask them time-oriented questions that will start to flush out when they expect to make a decision. Work on developing a tight list of questions you can use with customers to help ensure you’re spending your time with people who can and will buy from you. Mark’s Insights on PRICING.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

The Sales Hunter

JANUARY 10, 2012

Selling a Price Increase. 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. Be ready with a question of your own. A much better way is to respond to them with a question of your own. high profit selling. Negotiation.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

The Sales Hunter

DECEMBER 9, 2011

Selling a Price Increase. One way to look at this is by asking yourself this question: What would have happened if you had been able to close one additional sale in the previous quarter? high profit selling. selling a price increase. selling skills. high profit selling. selling a price increase.

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

The Sales Hunter

NOVEMBER 21, 2011

Selling a Price Increase. In his new book The Best Damn Management Book Ever: 9 Keys to Creating Self-Motivated High Achievers , Warren Greshes presents the notion that people cannot be motivated, that motivation only comes from within and savvy managers give their workers the tools, ideas and techniques to motivate themselves.

Motivation 185

Motivation Training Hiring Ideal Customer Profile 185

The Sales Hunter

NOVEMBER 19, 2011

Selling a Price Increase. Contribute to these groups with strategic questions and strategic comments. Selling through Social Media and LinkedIn. high profit selling. selling a price increase. selling skills. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. FREE Resources. Negotiation.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

NOVEMBER 25, 2011

Selling a Price Increase. You spend far more time preparing than you actually do selling or playing a game. Let me leave you with one question. Professional Selling Skills Training: Stay Motivated, Finish Strong. high profit selling. selling a price increase. selling skills. high profit selling.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

FEBRUARY 24, 2012

Selling a Price Increase. However, for the people who question if sales is the right gig for them, here are 3 ways to know if you should stop being a salesperson: 1. This seems obvious, but if you don’t believe in your price or your product, you will fail miserably at selling. Mark’s Insights on PRICING. Negotiation.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Pipeline

OCTOBER 26, 2011

December 2007. Stored in Attitude , Business Acumen , Communication , EDGE Sales Process , Impact Questions , Interactive Selling , Proactive , Sales Strategy , Sales Success , Sell Better , Value , Video , execution. Book Notice. Book Review. EDGE Selling. Gap Selling. Impact Questions.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Sales Hunter

DECEMBER 17, 2011

Selling a Price Increase. One of the techniques I use is to post the same question on a couple of different discussion boards to get a cross-section of opinions. Recently, I posted a question about how to motivate a sales team during the holiday period. high profit selling. selling a price increase. selling skills.

Motivation 163

Motivation Ideal Customer Profile Hiring Negotiation 163

The Sales Hunter

JANUARY 31, 2012

Selling a Price Increase. Regardless of who you are and who you sell for, you can still create that personal awareness via your network.” Calling using this approach allows you to be more informed and engaged with the segment and thus ready to be able to handle specific questions that might arise. FREE Resources.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

The Sales Hunter

FEBRUARY 25, 2012

Selling a Price Increase. You are a salesperson and during your working hours, your sales career demands that you focus on things related to selling. A Recent Question About Ways to Close a Sale on the First Visit. Closing a Sale: Getting Past The Soft Sell. high profit selling. selling a price increase.

Closing 184

Closing Ideal Customer Profile Negotiation Hiring 184

The Pipeline

OCTOBER 31, 2011

December 2007. Have You Read The Sales Book About? In some ways this is not new, I used to buy books for some of the reps that worked for me, and many companies will buy a specific title for their entire team. Some companies are buying multiple copies of multiple books, and creating in house libraries.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

The Sales Hunter

JANUARY 3, 2012

Selling a Price Increase. Never waste an opportunity to ask your current customer who else might benefit from what it is you’re selling. They’re already sold on what it is you’re selling; the only problem is they’re buying it from someone else. Sales Prospecting Questions that Work. Negotiation.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

JANUARY 6, 2012

Selling a Price Increase. More importantly, in these meetings, a CEO or other senior level person can ask questions and get answers a salesperson might not be able to get. high profit selling. selling a price increase. selling skills. high profit selling. selling a price increase. selling skills.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

DECEMBER 30, 2011

Selling a Price Increase. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. FREE Resources. Sales Articles. Purchasing Departments and Buyers. Negotiation. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

The Sales Hunter

JANUARY 24, 2012

Selling a Price Increase. A question I like to ask is, “How have you made decisions like this in the past?” This means you don’t start negotiating until after the selling process is over. I like to say we sell first, negotiate second. high profit selling. selling a price increase.

Negotiation 194

Negotiation Ideal Customer Profile Hiring Facebook 194

The Sales Hunter

JANUARY 30, 2012

Selling a Price Increase. ” This was a problematic question for me, because I hadn’t even noticed the office building under construction along the freeway. After two weeks on the job, I went to a party where three separate people asked me questions about office buildings, retailers and condominium construction.

Motivation 155

Motivation Real Estate Hiring Construction 155

The Sales Hunter

NOVEMBER 18, 2011

Selling a Price Increase. Why Selling During the Holidays is an Absolute Must. Now ask yourself a MORE IMPORTANT question: “Do all of the customers I don’t sell to — but would like to — do the same thing?” Selling during the holidays? Mark’s Insights on PRICING. FREE Resources.

Ideal Customer Profile 196

Ideal Customer Profile Hiring Negotiation Facebook 196

The Sales Hunter

NOVEMBER 14, 2011

Selling a Price Increase. You develop a plan to do one or more of the following: Develop a new selling skills program. The deeper response is to ask yourself some difficult questions. Here are a couple of questions I would ask: Are your sales reps making a difference? Mark’s Insights on PRICING. FREE Resources.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

The Pipeline

JANUARY 18, 2012

December 2007. As always the goal is to provide a couple of actionable things you can implement in your selling. Book Notice. Book Review. EDGE Selling. Gap Selling. Impact Questions. Interactive Selling. January 2009. December 2008. November 2008. October 2008. September 2008. August 2008.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

NOVEMBER 23, 2011

December 2007. Stored in Attitude , Business Acumen , EDGE Sales Process , Funnel management , Impact Questions , Interactive Selling , Planning , Prospecting , Sales Leadership , Sales Strategy , Sales Success , Sell Better , Video , execution , qualifying. Book Notice. Book Review. EDGE Selling.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Sales Hunter

JANUARY 24, 2012

Selling a Price Increase. If you want to be part of high-profit selling, you would be wise to do what it takes to raise your price when it needs to be raised. 8 1/2 Questions to Ask Yourself. Selling a Price Increase. Selling a Price Increase. Selling a Price Increase: Is There a Good Time? selling skills.

Motivation 201

Motivation Ideal Customer Profile Hiring Negotiation 201

The Pipeline

JULY 25, 2011

December 2007. Diving home it struck me that this fellow an unnecessary but real barrier to successfully selling, going to an expo with thousands of attendees, and completely limit the means of buyers to buy does not seem savvy. January 2009. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

The Pipeline

FEBRUARY 8, 2012

December 2007. Opposite – Different -Or… Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Gap Selling , Planning , Proactive , Productivity , Questions , Sales Process , Sales Strategy , Sales Success , Value , Video , execution. Book Notice. Book Review. EDGE Selling.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Sales Hunter

FEBRUARY 7, 2012

Selling a Price Increase. Take what you can by listening for short comments they make and then asking a question to get them to share more. high profit selling. selling a price increase. selling skills. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Mark’s Insights on PRICING.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Pipeline

MARCH 6, 2012

December 2007. Stored in Attitude , Book Notice , Price , Proactive , Sales Leadership , Sales Success , Sales Technique , execution. In High-Profit Selling , my friend, Mark Hunter shows you how to close deals that truly make a profit. Book Notice. Book Review. EDGE Selling. Gap Selling. Guest Post.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Sales Hunter

FEBRUARY 14, 2012

Selling a Price Increase. Related posts: A Recent Question About a Cold-Calling Voicemail Strategy: Cold-Calling Never Goes Out of Style. high profit selling. selling a price increase. selling skills. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Mark’s Insights on PRICING.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

The Sales Hunter

NOVEMBER 28, 2011

Selling a Price Increase. In any job interview situation, you can expect a candidate to do their best to “sell” you on why they should be considered for a position. Wrong questioning techniques lead to insufficient factual knowledge about the candidate. Mark’s Insights on PRICING. FREE Resources. Negotiation.

Hiring 160

Hiring Ideal Customer Profile Negotiation Facebook 160

The Pipeline

JUNE 8, 2011

December 2007. Stored in Attitude , Business Acumen , EDGE Sales Process , Interactive Selling , Proactive , Sales Leadership , Sales Success , Sell Better , Success , Video , execution. Recently someone turned the table on me asked me why I ask that question and what my view is on what should be in your pipeline.

Pipeline 224

Pipeline Cold Calling Hiring Compensation 224

The Pipeline

MARCH 7, 2012

December 2007. Stored in Attitude , Business Acumen , EDGE Sales Process , Planning , Proactive , Sales Process , Sales Strategy , Sales Success , Sell Better , Video , execution , qualifying. Book Notice. Book Review. EDGE Selling. Gap Selling. Impact Questions. Interactive Selling.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

JANUARY 17, 2012

December 2007. Stored in Attitude , Awards , Business Acumen , Gap Selling , Interactive Selling , Productivity , Sales Leadership , Sales Success , execution. Start by downloading our new book: Sales & Consequences. Book Notice. Book Review. EDGE Selling. Gap Selling. Impact Questions.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

The Pipeline

AUGUST 24, 2011

December 2007. Stored in Attitude , EDGE Sales Process , Impact Questions , Interactive Selling , Proactive , Proactivity , Prospecting , Sales Process , Sales Strategy , Sales Success , Video , execution. The primary focus of the conversation is on various aspects of and best practices in B2B selling. Book Notice.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241