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. high profit selling. August 2008.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

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?” Professional Selling Skills Training: Stay Motivated, Finish Strong. high profit selling. selling a price increase. selling skills.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

NOVEMBER 19, 2011

Here are a few things to keep in mind regarding using LinkedIn as a tool to reach senior level people: Senior level people will follow you long before they will let you know they’ve been following you. Don’t waste your time joining groups made up of your peers. high profit selling. selling a price increase.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

JANUARY 6, 2012

End result is the salesperson never winds up going after the big fish. 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. Sales Prospecting: Follow-Up or Follow-Down. high profit selling. selling a price increase.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

MARCH 1, 2012

The Best Way to Improve Your Negotiation Skills. 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. Do You Have Effective Negotiation Skills?

Negotiation 170

Negotiation Motivation Ideal Customer Profile Hiring 170

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. high profit selling. selling a price increase. April 2008.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

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. high profit selling. selling a price increase. selling skills. Blog , Closing a Sale , Professional Selling Skills. December 2008. November 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. Related posts: Professional Selling Skills Training: Sales Motivation and the Holidays.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

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. Sales Prospecting: Follow-Up or Follow-Down. high profit selling. selling a price increase. selling skills. high profit selling. selling a price increase. April 2008.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

The Sales Hunter

JANUARY 24, 2012

How: Sales negotiating requires a process, and to sum it up, it means the following: 1. Have a list of items you’re willing to offer up to the customer in exchange for something of equal or greater value. high profit selling. selling a price increase. selling skills. December 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. high profit selling. selling a price increase. selling skills. FREE eBook: The Negotiation Skills You Need! Mark Hunter is… Blogs We Follow. December 2008. November 2008. October 2008. September 2008. April 2008.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

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. It's Called "Professional Selling Skills" for a Reason. high profit selling. selling a price increase. selling skills. high profit selling. selling a price increase. selling skills.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

DECEMBER 6, 2011

Since there is a lot we can learn from fantasy football that will help us in sales, we’ll just have to say it’s acceptable to work our line-ups during the “sales day.” Related posts: Professional Selling Skills Training: Stay Motivated, Finish Strong. high profit selling. selling a price increase.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Cancellation 200

The Sales Hunter

FEBRUARY 4, 2012

First, let’s clear up one thing: We sell first and negotiate second. 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. April 2008.

Negotiation 206

Negotiation Motivation Hiring Ideal Customer Profile 206

The Sales Hunter

JANUARY 14, 2012

You may not think you are, because you “feel” like you are selling so much more. But quantity will never make up for the profits you did lose by selling at a discount. When they are not allowed to discount, the salespeople tended to refine their selling skills so that they were better equipped to sell at full price.

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. If, on the other hand, you want to continually refine and expand your prospecting skills , then you will create success like you have never known. high profit selling.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

NOVEMBER 14, 2011

You develop a plan to do one or more of the following: Develop a new selling skills program. Sales managers struggle to come up with the answers and reps get nervous. high profit selling. selling a price increase. selling skills. FREE eBook: The Negotiation Skills You Need! October 2008.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

The Sales Hunter

JANUARY 3, 2012

They’re already sold on what it is you’re selling; the only problem is they’re buying it from someone else. 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.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

DECEMBER 29, 2011

Sales Motivation: 2011 Goals Check Up. high profit selling. selling a price increase. selling skills. high profit selling. selling a price increase. selling skills. FREE eBook: The Negotiation Skills You Need! Mark Hunter is… Blogs We Follow. December 2008.

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. high profit selling. selling a price increase. selling skills. FREE eBook: The Negotiation Skills You Need! Mark Hunter is… Blogs We Follow. December 2008. November 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. high profit selling. Contact Mark.

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. high profit selling. selling a price increase. selling skills. FREE eBook: The Negotiation Skills You Need! Mark Hunter is… Blogs We Follow.

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. 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. Too many people wind up getting suckered one step at a time. high profit selling. selling a price increase. selling skills.

Negotiation 177

Negotiation Motivation Strategy Ideal Customer Profile 177

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. high profit selling. selling a price increase. selling skills. FREE eBook: The Negotiation Skills You Need! Mark Hunter is… Blogs We Follow. December 2008. November 2008.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

FEBRUARY 17, 2012

The politics can come in many different forms, but the one that trips up salespeople the most is the politics that can from what I call the “remote influencer.” high profit selling. selling a price increase. selling skills. Blog , Closing a Sale , Professional Selling Skills. October 2008.

Motivation 172

Motivation B2B Decision Maker Hiring 172

The Sales Hunter

JANUARY 20, 2012

I knew what the regular price was and what the salesperson should have been selling it for. 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?

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

JANUARY 24, 2012

Start softening up your customer now for an increase you intend to take in a month or two. 7 Easy Ways to Screw Up a Price Increase. Selling a Price Increase. Selling a Price Increase: Is There a Good Time? high profit selling. selling a price increase. selling skills. high profit selling.

Motivation 201

Motivation Ideal Customer Profile Hiring Negotiation 201

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. high profit selling. selling skills.

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. high profit selling. selling a price increase. selling skills. Blog , Consultative Selling , Prospecting. FREE eBook: The Negotiation Skills You Need! Mark Hunter is… Blogs We Follow.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

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. high profit selling. selling a price increase. selling skills. FREE eBook: The Negotiation Skills You Need! Mark Hunter is… Blogs We Follow.

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. high profit selling. selling a price increase. selling skills. FREE eBook: The Negotiation Skills You Need!

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

The Sales Hunter

FEBRUARY 25, 2012

Your sales motivation will go up a notch or two. high profit selling. selling a price increase. selling skills. FREE eBook: The Negotiation Skills You Need! Mark Hunter is… Blogs We Follow. December 2008. November 2008. October 2008. September 2008. August 2008.

Closing 184

Closing Ideal Customer Profile Negotiation Hiring 184

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. It’s always amazing how a few cookies or food of any type can open up a relationship. high profit selling. selling skills.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

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 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. high profit selling. selling a price increase. selling skills. Blog , Consultative Selling , Customer Service , Sales Motivation , pricing. December 2008.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

FEBRUARY 21, 2012

Think you’ll make up that lost profit in quantity of sales? Selling at a discount hurts profit short term and long term, no matter how you want to run the numbers. high profit selling. selling a price increase. selling skills. Blog , Customer Service , Professional Selling Skills , pricing.

Motivation 147

Motivation Ideal Customer Profile Hiring Discount 147