The Sales Hunter

DECEMBER 2, 2011

Too many salespeople when they come out of a bad sales call will call their spouse or mother as a way of gaining sympathy. Instead, when you have a call that goes bad, pick up the phone and call one of your favorite customers and let them pick you up. Sales Motivation: Getting Back on Track After a Bad Month. customer service.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

The Sales Hunter

NOVEMBER 18, 2011

Ask yourself — “Do ALL of my customers do the same thing?” 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?” 27 a day to do a phone blitz to customers and prospects to let them know you’re open.

Ideal Customer Profile 196

Ideal Customer Profile Hiring Negotiation Facebook 196

The Sales Hunter

NOVEMBER 22, 2011

5 Sales Negotiation Strategies that Work. Customers continue to get smarter, and in today’s economy, they are using more tactics than ever to get what they want. Here are 5 sales negotiation strategies you can use: 1. Negotiate on services you can provide at a low cost but the customer will perceive as being high in value.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

MARCH 2, 2012

Our customers don’t care about our problems, they care about their problems. Customers are buying confidence. We never know when the next phone call made will open the door to the biggest sale made. Customer satisfaction is what our customer’s choose to believe — it’s not what we expect.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Sales Hunter

FEBRUARY 20, 2012

Salespeople all know the power of referrals from existing customers and how these can be some of their best leads. Unfortunately, too few salespeople have a plan to get referrals on an ongoing basis from their customers. Again, you contact each customer. This is why I like tapping into existing customers for leads.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

JANUARY 5, 2012

Book Review: The Challenger Sale. I recently read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. In the book, the authors reveal the findings from their extensive studies regarding the sales process. Copyright 2012, Mark Hunter “The Sales Hunter.”

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

NOVEMBER 29, 2011

Is Your Company Ready for Year-End Sales? At this time of year, too many salespeople find themselves in an awkward situation with a customer, wondering how to fill a December or January order. So, you tell me — is your company ready for year-end sales? Copyright 2011, Mark Hunter “The Sales Hunter.”

Motivation 150

Motivation Company Ideal Customer Profile Hiring 150

The Sales Hunter

JANUARY 17, 2012

The salesperson is in the role of helping their customers learn what they don’t know — but need to know. You are your customer’s research and development department. Many times when I share this with sales teams, I am met with a look of ”I hadn’t thought that way before.” customer service.

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175

The Sales Hunter

FEBRUARY 21, 2012

Do you really understand what your customer wants and/or needs? What I’ve discovered, though, is that whether a salesperson can command high profits usually boils down to this matter of what the customer really wants. Getting the sale no matter the loss in profit becomes an over-riding drive. Feb 21, 2012. 2 Comments.

Motivation 147

Motivation Ideal Customer Profile Hiring Discount 147

The Sales Hunter

JANUARY 6, 2012

Another task to do in January is to make sure you start right away prospecting on those customers who may take the better part of the year to turn into a customer. These are the big kids on the block — the prospects who when you turn them into a customer, they will create a significant amount of new business. sales tips.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

FEBRUARY 8, 2012

I’ve spoken along these lines before, when I said that internet platforms are very effective for generating business with both existing and new customers. customer service. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success.

Social Media 189

Social Media Media Strategy Prospecting 189

The Sales Hunter

DECEMBER 27, 2011

Get your CEO and other senior level people on the road visiting customers. Too many sales managers and even C-Suite officers hold off on visiting customers until it’s time to close the sale. Get them out visiting customers now. customer service. phone sales tips. sales goals.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

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. Does it match the needs of the customer?

Selling Skills 186

Selling Skills Ideal Customer Profile Negotiation Facebook 186

The Sales Hunter

DECEMBER 9, 2011

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? Or, what would have happened if you had been able to close your last sale without offering the customer anything extra? customer service. phone sales tips.

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

The Sales Hunter

JANUARY 24, 2012

Sales Negotiating: The WHO, WHAT, WHEN, WHERE, WHY and HOW. Too many salespeople begin negotiating with customers too quickly. As soon as the customer gives any sort of resistance, it seems like the going norm is for the salesperson to roll over and play dead and give away the farm. This is a key part of the sales process.

Negotiation 194

Negotiation Ideal Customer Profile Hiring Facebook 194

The Sales Hunter

DECEMBER 3, 2011

Phone Sales Tips: Voice Mail that Makes an Impression. Phone Sales Tips When Contacting Customers. Phone Sales Tips: Smartphone Messages That Work. customer service. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

DECEMBER 16, 2011

Make sure you have at least one positive piece of information you can share with each customer you meet. customer service. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. the sales hunter.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

DECEMBER 29, 2011

Here are 4 things you can do right now to improve sales in 2012: 1. Take the time to contact each one of your existing customers with one objective — get referrals. The way you do this if by first engaging the customer in a conversation about what they’ve gained from working with you. Sales is about confidence.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Sales Hunter

NOVEMBER 17, 2011

customer service. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007.

Motivation 168

Motivation Survey Hiring Ideal Customer Profile 168

The Sales Hunter

FEBRUARY 7, 2012

Bring food the next time you visit the customer. Never speak negatively of anyone regardless of whether they work for the customer or somewhere else. customer service. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

DECEMBER 10, 2011

Simple — You’re spending too much time on the computer researching customers (at least that’s what you think you’re doing), and you’re not spending enough time actually selling. What you need to be doing is picking up the phone and making the call or getting in your car and visiting the customer.

Ideal Customer Profile 175

Ideal Customer Profile Negotiation Facebook Hiring 175

The Sales Hunter

NOVEMBER 25, 2011

You can’t do your job without a sales plan or a playbook. You can’t do your job without feedback from your customers or your coaches. customer service. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

NOVEMBER 19, 2011

Join groups where your customers are going to be. customer service. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

FEBRUARY 4, 2012

There’s no reason to enter into sales negotiation with anyone if you can sell to them instead. I’m a very strong believer in always selling first, because it gives us the ability to understand the customer’s key needs. Here are 6 sales negotiation tips you MUST know: 1. ” Sales Motivation Blog.

Negotiation 206

Negotiation Motivation Hiring Ideal Customer Profile 206

The Sales Hunter

JANUARY 14, 2012

I start this by saying that you must believe in the price you are offering for your product or service. If you as a salesperson — or worse, if you as a sales manager — do not believe in the price of what you sell, then that is a bigger problem than whether you have a tendency to offer a discount. customer service.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

The Sales Hunter

DECEMBER 27, 2011

Complain about marketing, insisting they are the reason you have not been able to close more sales. You think it’s effective to spend your time spouting off to anyone who will listen, including customers, about how inept marketing is. That approach won’t do anything, though, to increase your sales. customer service.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

JANUARY 10, 2012

Other times, sales negotiations should be seen as opportunities to take a stand or to send signals to a customer or even an industry as to how you will behave. You want to make sure you end the negotiation having earned the right, privilege, opportunity and respect to meet with the customer again. customer service.

Negotiation 181

Negotiation Motivation Strategy Hiring 181

The Sales Hunter

NOVEMBER 29, 2011

customer service. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. ” without insulting the customer?

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

The Sales Hunter

NOVEMBER 10, 2011

A customer who has had a bad experience buying something is more likely to talk about that experience than the countless customers who have great experiences buying something. ” “I help CEOs make their companies more customer-friendly.” ” “I help companies better manage their communications systems.”

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

The Sales Hunter

FEBRUARY 23, 2012

customer service. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

The Sales Hunter

JANUARY 24, 2012

Don’t ask your customers for a price increase. Customers of all types are experiencing price increases. Don’t give your customer an option by asking them. Start softening up your customer now for an increase you intend to take in a month or two. Talk quality with your customer.

Motivation 201

Motivation Ideal Customer Profile Hiring Negotiation 201

The Sales Hunter

FEBRUARY 25, 2012

What is the best thing you can do when you can’t close a sale? Call your best customer! Yes, call one of your existing customers who has always been profitable for you and generally is a pleasure to work with. Your sales motivation will go up a notch or two. Copyright 2012, Mark Hunter “The Sales Hunter.”

Closing 184

Closing Ideal Customer Profile Negotiation Hiring 184

The Sales Hunter

MARCH 1, 2012

. “Selling first, negotiating second” allows you to understand the customer’s needs and it allows the customer to understand where you’re coming from. What are the needs the customer has and have they expressed at least 3 needs to you? Has the customer expressed at least some interest in your offer?

Negotiation 170

Negotiation Motivation Ideal Customer Profile Hiring 170

The Sales Hunter

MARCH 5, 2012

This concept of sales leadership is just one I cover in my new book “ High-Profit Selling: Win the Sale Without Compromising on Price. ” 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.

Motivation 152

Motivation Hiring Ideal Customer Profile Negotiation 152

The Sales Hunter

JANUARY 7, 2012

High-maintenance customers. Go ahead and admit there are customers who can suck the life out of anyone. In this case, the best way is to contact a positive customer you enjoy dealing with right after you’ve had to deal with the high-maintenance one. customer service. phone sales tips. sales goals.

Motivation 193

Motivation Hiring Ideal Customer Profile Negotiation 193

The Sales Hunter

DECEMBER 22, 2011

customer service. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2007. November 2007.

Negotiation 195

Negotiation Buyer Ideal Customer Profile Hiring 195

The Sales Hunter

JANUARY 3, 2012

You would be crazy to not learn from these: SECRET #1: Best leads will always come from your existing customers. Never waste an opportunity to ask your current customer who else might benefit from what it is you’re selling. The thrill of picking up a new customer this way is incredible. customer service.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195