The Sales Hunter

DECEMBER 23, 2011

Many times I feel this is the difference between full-price and a discount. When the salesperson isn’t displaying confidence, it becomes far too easy for them to begin thinking the customer isn’t confident in buying. customer service. discounting. phone sales tips. sales goals. sales tips.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

JANUARY 20, 2012

As if offering a discount right up front wasn’t a big enough mistake, the salesperson went on to give the customer an even bigger discount when they were slow to respond with their decision. Did the customer wind up buying? Yes, so you could say the salesperson go the sale. customer service.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

FEBRUARY 21, 2012

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. Getting the sale no matter the loss in profit becomes an over-riding drive.

Motivation 147

Motivation Ideal Customer Profile Hiring Discount 147

The Sales Hunter

NOVEMBER 18, 2011

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?” If you close or cut your hours or simply coast during the holidays, what kind of customer service are you truly providing and how many sales are you truly missing?!

Ideal Customer Profile 196

Ideal Customer Profile Hiring Negotiation Facebook 196

The Sales Hunter

DECEMBER 29, 2011

Too many sales are lost because the salesperson isn’t confident. When the salesperson isn’t confident, they miss opportunities to close sales. More importantly, they miss the opportunity to close sales without offering a discount. customer service. discounting. phone sales tips.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Sales Hunter

DECEMBER 3, 2011

customer service. discounting. 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 2008. August 2008.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

FEBRUARY 20, 2012

When you contact each of your customers this time, you focus on thanking them for their business and asking them about how your company’s level of customer service has been. Immediately after you thank them for their comments, ask them for the names of others who would benefit from the same service. customer service.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

NOVEMBER 22, 2011

customer service. discounting. 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 2008. August 2008.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

FEBRUARY 8, 2012

customer service. discounting. 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 2008. August 2008.

Social Media 189

Social Media Media Strategy Prospecting 189

The Sales Hunter

DECEMBER 16, 2011

customer service. discounting. 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 2008. August 2008.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

FEBRUARY 14, 2012

Like many of the salespeople I meet, I believed that discounting was a valid way to secure a customer that would then become a “long-term” customer. I was willing to sacrifice profit — to lessen it’s significance, in order to get a sale. customer service. discounting.

Motivation 163

Motivation Discount Ideal Customer Profile Negotiation 163

The Sales Hunter

DECEMBER 9, 2011

customer service. discounting. 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 2008. August 2008.

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

The Sales Hunter

JANUARY 6, 2012

One final note on why I’m declaring January as “Prospecting for Sales Month.” ” It is because it’s also the best time for sales managers, CEOs, COOs, and others to get out visiting customers. customer service. discounting. phone sales tips. sales goals.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

JANUARY 5, 2012

In fact, I would argue the best audience for this book is the sales manager, because the book explores how to hire and coach “challenger salespeople.” ” Some of the best information in the book is on page 152, where they show a graph with the results a sales coach will receive from a typical sales team.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

DECEMBER 27, 2011

Want to know the best way to get your 2012 sales off to a great start? 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.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Sales Hunter

JANUARY 17, 2012

customer service. discounting. 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. customer service.

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175

The Sales Hunter

NOVEMBER 17, 2011

customer service. discounting. 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 2008. August 2008.

Motivation 168

Motivation Survey Hiring Ideal Customer Profile 168

The Sales Hunter

NOVEMBER 29, 2011

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. For sales managers reading this, take the time now to work through each possible scenario your salespeople might face and determine how you would handle it. customer service.

Motivation 150

Motivation Company Ideal Customer Profile Hiring 150

The Sales Hunter

NOVEMBER 19, 2011

customer service. discounting. 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 2008. August 2008.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

FEBRUARY 16, 2012

customer service. discounting. 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 2008. August 2008.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

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. customer service.

Selling Skills 186

Selling Skills Ideal Customer Profile Negotiation Facebook 186

The Sales Hunter

FEBRUARY 23, 2012

customer service. discounting. 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 2008. August 2008.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

The Sales Hunter

NOVEMBER 29, 2011

customer service. discounting. 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 2008. August 2008.

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

The Sales Hunter

NOVEMBER 25, 2011

customer service. discounting. 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 2008. August 2008.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

DECEMBER 22, 2011

customer service. discounting. 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 2008. August 2008.

Negotiation 195

Negotiation Buyer Ideal Customer Profile Hiring 195

The Sales Hunter

FEBRUARY 7, 2012

This all just creates a vicious cycle of discounting. Whenever one of your customers buys from you, whether that customer is a company or an individual, they are “investing” in what your product or service offers. . #1 Sales Motivation and Pricing: Are You Giving Away Your Profit? customer service.

Ideal Customer Profile 158

Ideal Customer Profile Negotiation Hiring Discount 158

The Sales Hunter

FEBRUARY 7, 2012

customer service. discounting. 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. customer service.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

FEBRUARY 4, 2012

customer service. discounting. 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 2008. August 2008.

Negotiation 206

Negotiation Motivation Hiring Ideal Customer Profile 206

The Sales Hunter

DECEMBER 1, 2011

customer service. discounting. 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 2008. August 2008.

Motivation 183

Motivation Hiring Ideal Customer Profile Negotiation 183

The Sales Hunter

FEBRUARY 24, 2012

You will either subtlety talk the customer out of buying or you will regularly discount the price. customer service. discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

JANUARY 16, 2012

I’ve had sales managers ask if I can motivate their team. customer service. discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip.

Motivation 172

Motivation Hiring Ideal Customer Profile Negotiation 172

The Sales Hunter

DECEMBER 27, 2011

customer service. discounting. 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 2008. August 2008.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

NOVEMBER 10, 2011

customer service. discounting. 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 2008. August 2008.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

The Sales Hunter

JANUARY 7, 2012

customer service. discounting. 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 2008. August 2008.

Motivation 193

Motivation Hiring Ideal Customer Profile Negotiation 193

The Sales Hunter

MARCH 5, 2012

customer service. discounting. 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 2008. August 2008.

Motivation 152

Motivation Hiring Ideal Customer Profile Negotiation 152

The Sales Hunter

NOVEMBER 11, 2011

customer service. discounting. 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 2008. August 2008.

Motivation 187

Motivation Hiring Ideal Customer Profile Negotiation 187

The Sales Hunter

JANUARY 10, 2012

customer service. discounting. 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 2008. August 2008.

Negotiation 181

Negotiation Motivation Strategy Hiring 181