The Sales Hunter

JANUARY 6, 2012

End result is the salesperson never winds up going after the big fish. ” It is because it’s also the best time for sales managers, CEOs, COOs, and others to get out visiting customers. Using senior level people early in the year as a tool to open up new opportunities will result in big payouts later in the year.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Pipeline

OCTOBER 3, 2011

Sign up for our Email Newsletter. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Customer Hot Potato – Sales eXchange – 117. A Random Walk Up Sales Street. Home About The Pipeline.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

The Sales Hunter

JANUARY 25, 2012

What this means is the salesperson has to be far more prepared to follow-up with the customer via email, telephone, mail, etc. Following up with a prospect is certainly nothing new, but what has changed is what is contained in the follow-up. customer service. December 2008.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

The Sales Hunter

FEBRUARY 20, 2012

For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. Salespeople all know the power of referrals from existing customers and how these can be some of their best leads. The next round of blitzing occurs in the summer. customer service. December 2008.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

DECEMBER 27, 2011

Spend as much time in the office, especially in the morning catching up on everyone’s personal life and making sure you have the latest updates on rumors. Even if you have connected the customer to someone else in the company, be sure to follow through to make sure the request was handled. customer service.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

DECEMBER 30, 2011

Don’t sit there and strategize about how you need to wait until the sun, moon and stars line up just right. Prospecting is not difficult and in the end it’s very rewarding, because it’s how you develop new customers. Sales Prospecting: Follow-Up or Follow-Down. customer service.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

The Sales Hunter

FEBRUARY 7, 2012

Don’t pass up the opportunity to connect with them via the telephone after a sporting event involving their favorite team or to find out how one of their children did in a particular event. Bring food the next time you visit the customer. It’s always amazing how a few cookies or food of any type can open up a relationship.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

JANUARY 24, 2012

How: Sales negotiating requires a process, and to sum it up, it means the following: 1. Know what it is you and the customer are negotiating over. Have a list of items you’re willing to offer up to the customer in exchange for something of equal or greater value. customer service. October 2008.

Negotiation 194

Negotiation Ideal Customer Profile Hiring Facebook 194

The Sales Hunter

DECEMBER 16, 2011

It’s up to you to control your time and calendar. customer service. Mark Hunter is… Blogs We Follow. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. cold calling.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

FEBRUARY 4, 2012

First, let’s clear up one thing: We sell first and negotiate second. I’m a very strong believer in always selling first, because it gives us the ability to understand the customer’s key needs. customer service. Mark Hunter is… Blogs We Follow. December 2008. November 2008.

Negotiation 206

Negotiation Motivation Hiring Ideal Customer Profile 206

The Sales Hunter

JANUARY 3, 2012

The thrill of picking up a new customer this way is incredible. The best way to pick up a new customer is by having someone who is familiar with what you do take you with them to their new employer. Don’t pass up the opportunity to prospect with these people. customer service. December 2008.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

DECEMBER 23, 2011

It’s a disaster for the salesperson, because they’ve either made the sales process longer than necessary or they’ve given up profit. customer service. customer service. Blog , Consultative Selling , Customer Service , Sales Motivation , pricing. Mark Hunter is… Blogs We Follow.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

DECEMBER 29, 2011

Sales Motivation: 2011 Goals Check Up. customer service. Mark Hunter is… Blogs We Follow. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. 6 Tips to Jump Start 2012 Sales Now.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Sales Hunter

FEBRUARY 23, 2012

Leaders are comfortable with communication flowing back up to them and how to deal with it once it’s received. customer service. Mark Hunter is… Blogs We Follow. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

The Sales Hunter

DECEMBER 10, 2011

Put Your Hands Up and Step Slowly Away From the Computer. Maybe it’s time someone comes to you to tells you to put your hands up and step away from the computer. What you need to be doing is picking up the phone and making the call or getting in your car and visiting the customer. customer service.

Ideal Customer Profile 175

Ideal Customer Profile Negotiation Facebook Hiring 175

The Sales Hunter

JANUARY 27, 2012

” This happens when the salesperson who is left alone too much begins to come up with all kinds of reasons as to why something won’t work. Bad Salespeople Make Cheap Customers: Sales Training Tip #408. customer service. Mark Hunter is… Blogs We Follow. December 2008. November 2008.

Sales Management 204

Sales Management Training Hiring Ideal Customer Profile 204

The Sales Hunter

JANUARY 3, 2012

Sell first and get your price on the table with the customer. Only after the customer has rejected your price twice should you even think about negotiating. Have a list of things you are would be willing to offer up that are of low cost to you but high value to the customer. customer service. December 2008.

Negotiation 177

Negotiation Motivation Strategy Ideal Customer Profile 177

The Sales Hunter

FEBRUARY 10, 2012

Be aggressive in doing this and, most of all, follow-through with both the person you referred and who they were referred to so you can hear the outcome. Speak using the same terms and words they use and follow all of the rules they have regarding safety and the workplace. Do not hide behind things or try to cover up issues.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

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? The problem is they gave up nearly 50% of the profit they should have made.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

NOVEMBER 25, 2011

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?” customer service. Mark Hunter is… Blogs We Follow. December 2008. November 2008. October 2008. September 2008. August 2008.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

JANUARY 24, 2012

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. Related posts: Will Your Customers Leave You if You Raise Prices? 7 Easy Ways to Screw Up a Price Increase. customer service. December 2008.

Motivation 201

Motivation Ideal Customer Profile Hiring Negotiation 201

The Sales Hunter

JANUARY 5, 2012

More importantly, they blow up several of the myths most people have come to believe regarding sales. Summing it up, the authors don’t believe relationship selling is all it’s cracked up to be, and they have the data to back it up. customer service. Mark Hunter is… Blogs We Follow.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

DECEMBER 13, 2011

Naturally, you’re going to wish them the best for the holidays and the new year, but your objective should also include one or more of the following: Gain any additional year-end business that might be available. Get orders set up now for the next year, including dates, quantities, etc. customer service. April 2008.

Ideal Customer Profile 172

Ideal Customer Profile Hiring Negotiation Referrals 172

The Sales Hunter

DECEMBER 27, 2011

It’s their ability to have these meetings that will many times open up significant new leads. customer service. Mark Hunter is… Blogs We Follow. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Sales Hunter

DECEMBER 8, 2011

After 2 weeks, add up the time spent on various activities. If you want to close more sales, you have to set yourself up to close more sales. customer service. Mark Hunter is… Blogs We Follow. December 2008. November 2008. October 2008. September 2008. August 2008.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

The Sales Hunter

NOVEMBER 26, 2011

This includes in particular the weeks surrounding Thanksgiving, the days leading up to Christmas and the very slow time of year between Christmas and New Year’s. All of this means you could be the person they do wind up talking to. customer service. Mark Hunter is… Blogs We Follow. December 2008.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

The Sales Hunter

JANUARY 7, 2012

Too many salespeople spend way too much of their time listening to people who only wind up doing one thing — hurting their sales performance. customer service. Mark Hunter is… Blogs We Follow. December 2008. November 2008. October 2008. September 2008. August 2008.

Motivation 193

Motivation Hiring Ideal Customer Profile Negotiation 193

The Sales Hunter

FEBRUARY 3, 2012

Despite this fact, there still is no valid reason to give up on it all together. Far too many salespeople are quick to come up with other things they need to do in place of making cold calls. customer service. Mark Hunter is… Blogs We Follow. December 2008. November 2008. October 2008.

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

The Sales Hunter

FEBRUARY 25, 2012

So, if you instead call your best customer when you are teetering on the edge of despair, there is a high likelihood that they will get your mind back on sales. Just hearing this customer’s voice often is enough to remind you that indeed you are proficient at what you do. Your sales motivation will go up a notch or two.

Closing 184

Closing Ideal Customer Profile Negotiation Hiring 184

The Sales Hunter

NOVEMBER 15, 2011

But still come up with 2-3 smaller goals you know you can accomplish. Once you’ve come up with those smaller goals, keep them in the forefront of your brain between now and the end of the year. Your project for this week is to come up with 3 small goals you know you can achieve between now and the end of the year.

Motivation 178

Motivation Ideal Customer Profile Negotiation Hiring 178

The Sales Hunter

DECEMBER 12, 2011

We came up with a slogan that we lived by: “A company built by agents for agents to better serve our customers.” I love to brag about companies that are passionate about giving great service. They know that customer service is not a department; it’s an attitude. customer service.

Motivation 147

Motivation Real Estate Training Hiring 147

The Sales Hunter

JANUARY 9, 2012

We have all seen it happen to other people, and you need to learn what to do if it happens to you: Pause, look at your notes or outline and try to pick up again where you left off, or move on to your next thought. Be honest, and tell the person you will get back to him or her as soon as possible with an answer, and then follow up as promised.

Motivation 167

Motivation Ideal Customer Profile Negotiation Hiring 167

The Sales Hunter

FEBRUARY 13, 2012

Manipulative questions are designed to “set up” the prospect. customer service. Mark Hunter is… Blogs We Follow. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

MARCH 1, 2012

I say twice because there is no reason to enter into a negotiation if you can first sell to the customer. If you have to negotiate, be sure your negotiation skills are up to par. customer service. Mark Hunter is… Blogs We Follow. December 2008. November 2008. October 2008. September 2008.

Negotiation 170

Negotiation Motivation Ideal Customer Profile Hiring 170

The Sales Hunter

JANUARY 14, 2012

But quantity will never make up for the profits you did lose by selling at a discount. customer service. Mark Hunter is… Blogs We Follow. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. leadership.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

The Sales Hunter

FEBRUARY 24, 2012

If you are consistently coming up with reasons why you don’t really need to go after new customers, then you really should stop being a salesperson. customer service. Mark Hunter is… Blogs We Follow. December 2008. November 2008. October 2008. September 2008. August 2008.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

FEBRUARY 21, 2012

Profit is left on the table, and what is worse is that the customer now has a diminished view of the true value of the product or service. Think you’ll make up that lost profit in quantity of sales? customer service. customer service. Mark Hunter is… Blogs We Follow. December 2008.

Motivation 147

Motivation Ideal Customer Profile Hiring Discount 147