Score More Sales

JANUARY 27, 2014

Need some sales inspiration? A new twist on an old sales idea you’d like to do again? A quick sales jump-start this week? Here are the first 50 of a list of 101 ways to “snap out of it” and score more sales: read a recommended sales book. bookmark a sales blog and read regularly.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

The Sales Hunter

MAY 11, 2013

Certain words may seem like no big deal, but in a selling situation, you can cause damage with… “To tell you the truth…” “Honestly…” “Seriously…” If you are using these words and phrases to set things up, they may actually convey something else to your customers.

Video 178

Video Selling Skills Consultative Selling Customer Service 178

The Sales Hunter

APRIL 25, 2013

Are you willing to walk away from a customer who is persistently asking for a price discount? I cannot emphasize this enough: The customer who beats you up on price will beat you up on everything else. Here’s a video I did as part of a Sales Mastery Summit. ” Sales Motivation Blog. I hope so!

Discount 272

Discount Customer Margin Consultative Selling 272

The Sales Hunter

AUGUST 27, 2013

Problem is that questions of that type do little to help the sales process. In fact, I’ll contend many times that they wind up harming the sales process. Short questions are fantastic because not only are they short (and easy to remember), they also get you and the customer engaged in conversation. We’re not.

Sales Process 250

Sales Process Cold Calling Consultative Selling Selling Skills 250

The Sales Hunter

MAY 8, 2013

This goes way beyond “benefits” of what you sell. You have to listen closely enough to your customer and ask enough follow-up questions to ensure you grasp what they really want, even if what they want seems unreachable. What does your customer truly want? And that’s what sales is all about.

Customer 224

Customer B2C Customer Service Selling Skills 224

The Sales Hunter

JUNE 18, 2013

I always feel if my competition wants to slack off during the summer, I am more than happy to pick up their customers. While some salespeople do cut back during the summer, it also can be the customers who start canceling appointments. Here are a four ways to prevent sales call cancellations in the summer: 1.

Cancellation 230

Cancellation Cold Calling Call-back Consultative Selling 230

The Sales Hunter

SEPTEMBER 26, 2013

I recently watched a very capable salesperson get completely flustered because the sales materials he had weren’t in the order he wanted them. He opened the sales meeting beautifully and then began walking the customers through the materials. We want customers talking and we want them engaged.

Consultative Selling 201

Consultative Selling Face-to-face Motivation Selling Skills 201

The Sales Hunter

AUGUST 22, 2013

Email is neither the primary way to make sales nor the best way. Treat email as one of the tools you have to communicate with a prospect/customer. Too many salespeople think they can use email exclusively to generate sales. Don’t use it as a data dump that winds up doing nothing but turning off the prospect.

Motivation 206

Motivation Selling Skills Customer Service Follow-up 206

The Sales Hunter

AUGUST 12, 2013

Is your sales process slow or fast? Selling fast works great because it gets you to a state of actually doing business with the client rather than merely talking about it. Selling fast works great because it gets you to a state of actually doing business with the client rather than merely talking about it. What is your POE?

Sales Process 229

Sales Process Consultative Selling Selling Skills Customer Service 229

The Sales Hunter

SEPTEMBER 10, 2013

As a public service, I’ve come up with 5 things you can do to avoid dealing with stupid customers. Don’t sell on price. When you sell on price, the biggest group of people you’re going to attract is stupid people. Copyright 2013, Mark Hunter “The Sales Hunter.”

Customer 278

Customer Negotiation Selling Skills Customer Service 278

The Sales Hunter

AUGUST 26, 2013

Sales is a great profession! Each year I’m in sales, I come to appreciate and respect it that much more. Every day, those of us in sales get to connect with numerous people. Is the impact you’re making centered around what it is you sell or is it centered around helping the other person?

Motivation 220

Motivation Customer Service Positioning Closing 220

The Sales Hunter

JULY 25, 2013

She truly believed in what it was she was selling, but the problem was her passion overtook any sense of intelligence with how to sell. I can’t recall more than twice when the customer did any talking, and both of those times were on totally unrelated subjects — the weekend and the weather. Well, that sums it up.

Cold Calling 217

Cold Calling Selling Skills Customer Service Consultative Selling 217

The Sales Hunter

APRIL 16, 2013

We show up at a sales call with pretty pictures, a list of facts and other stuff the customer couldn’t care less about. This is due to the amount of time many customers will spend doing research on the internet before even talking with a salesperson. Copyright 2013, Mark Hunter “The Sales Hunter.”

Customer 247

Customer Consultative Selling Customer Service Benefit 247

The Sales Hunter

JUNE 25, 2013

If you want to close more sales, you better first do something about these 8 reasons your customers don’t care: 1. If you do try to fake that you care, your customer will throw you out even faster. Successful salespeople care about their customers. Successful salespeople care about their customers.

Customer 253

Customer Customer Service Motivation Selling Skills 253

The Sales Hunter

OCTOBER 22, 2013

Are you passionate about sales? If you want to be successful, your customer needs to see, feel and hear your passion when it comes to assisting them. Passion is a word that gets bantered about a lot, and yet few people truly understand what it means to the selling relationship. ” Sales Motivation Blog.

Customer Service 267

Customer Service Motivation Up-Sell Study 267

Score More Sales

DECEMBER 2, 2013

Sometimes in sales you just need to start over with your messaging. If you are in an open environment, jot down (or record with their permission) what the most successful peers you work with say on the phones that opens up dialogue and even creates sales opportunities. Work in an office on your own or away from other sales reps?

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

Hubspot Sales

AUGUST 25, 2022

As anyone in sales knows, there is nothing worse than a sales slump. You pick up the phone and no one is answering your calls. Experiencing a sales slump can make you question your ability, or worse, your entire career. Experiencing a sales slump can make you question your ability, or worse, your entire career.

Cold Calling 118

Cold Calling Hiring Face-to-face Call-back 118

No More Cold Calling

JANUARY 10, 2013

Selling is a person-to-person business. This suggests that buyers don’t really need us anymore—that sales has become so automated, and that salespeople are irrelevant. Sales: Powered By People Since the Beginning of Time. He’d take you up to your room, where you’d find your clothes all pressed and hanging in the closet?

Travel 247

Travel Hotels Fashion Buyer 247

The Sales Hunter

DECEMBER 8, 2013

They don’t pass blame and they don’t allow excuses to come up as to why they weren’t able to accomplish something. To them, sales is truly a team activity. To a customer, having a salesperson tell them it’s somebody else’s problem doesn’t solve it. ” Sales Motivation Blog.

Customer Service 233

Customer Service Selling Skills Sales Leadership Account 233

The Sales Hunter

JUNE 11, 2013

It’s time marketing departments wake up and quit shoveling garbage out to salespeople, all under the premise of helping them be more effective. Customers don’t want marketing materials. They want solutions. The last thing a customer wants to do is sit through another boring presentation. Trust me on this.

Marketing 231

Marketing Customer Service Consultative Selling Motivation 231

The Sales Hunter

AUGUST 8, 2013

When a salesperson comes up with what the customer knows is a lame excuse for something, what signal does that send? You want the sale, but the more you genuinely get to know the customer, the less likely you are to compromise your integrity to get the sale. Copyright 2013, Mark Hunter “The Sales Hunter.”

Intent 243

Intent Customer Customer Service Consultative Selling 243

The Sales Hunter

AUGUST 9, 2013

I read information about these types of individuals and I cringe because of their lack of integrity and we say, “How in the world could someone get that messed up?” ” It’s simple — people get messed up one step at a time. How does this apply to us as sales leaders? ” Sales Motivation Blog.

Sales Leadership 219

Sales Leadership Consultative Selling Motivation Selling Skills 219

The Sales Hunter

JULY 2, 2013

Personally, I’m not a fan of that approach as it can leave bad feelings which can wind up being plastered all over the web. If this happens, you may have the satisfaction of not working with the cheap customer, but you may have to then deal with a damaged reputation. Don’t just go up a little bit.

Customer 255

Customer Discount Consultative Selling Selling Skills 255

The Sales Hunter

JULY 9, 2013

In reality, the only thing that happens is it winds up confusing the customer, and the salesperson winds up looking stupid. Simplify things for your customer by showing you care. By doing this, you will wind up with better information. Copyright 2013, Mark Hunter “The Sales Hunter.”

Examples 221

Examples Consultative Selling Selling Skills Customer Service 221

The Sales Hunter

JULY 12, 2013

If you are a CEO or senior manager and you are planning to go on a sales call with someone on your sales staff, here are 9 things you must know: 1. It’s not every day a salesperson has the CEO in their car and on a sales call with them. You want your sales staff to see you as an asset in these situations.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

The Sales Hunter

SEPTEMBER 3, 2013

They fail to follow-up on leads. In fact, not only do they fail to follow-up on leads, but they also fail to follow-up on virtually everything. The typical response is, “I’m too busy with paperwork to follow-up with the prospect.” Copyright 2013, Mark Hunter “The Sales Hunter.”

Discount 238

Discount Cold Calling Consultative Selling Follow-up 238

The Sales Hunter

DECEMBER 19, 2013

Speed sells! Customers are entering into the buying process later than ever, thanks to the plethora of information available on the internet. The old days of customers wanting you the salesperson to share with them everything you know is gone. Customers don’t have time for it, and for that matter, neither do you.

Selling Skills 196

Selling Skills Consultative Selling Motivation Customer Service 196

Score More Sales

OCTOBER 18, 2013

If you could wave a magic wand and make improvements for keeping track of your business contacts, their social activity, and your current and past sales opportunities, what would you change or fix? These include prospects, customers, former customers, vendors, partners, and referrers? Harvey MacKay Was Right.

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

SBI Growth

SEPTEMBER 15, 2013

As a Sales Operations leader, you have 3 major challenges heading into 2014. Understanding how your customers are evolving and determining whether your sales team is keeping pace. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. A customer survey was launched and aggregated.

Tools 300

Tools Sales Tools Collateral Vendor 300

The Sales Hunter

JULY 23, 2013

Remember, the expiration date is as much for the customer to speed up their decision as it is for you to not waffle. If somebody is going to get a discount, then they have to be putting something up on the table for you. Now what you’ve done is set up a huge problem that was totally preventable.

Discount 211

Discount Consultative Selling Customer Service Up-Sell 211

The Sales Hunter

SEPTEMBER 3, 2013

Customers don’t care as much as salespeople think they do because we, salespeople, tend to have far too many voices in our head telling us our price is too high. The voices are quick to say how the sales we’ve lost are because our price was too high. Customers aren’t looking at price as much as you think.

Customer 238

Customer Discount Comparison Benefit 238

The Sales Hunter

JULY 11, 2013

What I mean by this is to be asking follow-up questions on what the customer shares with you. View the customer as if you were peeling an onion. Your objective is to get to the good part of understanding the customer’s needs and wants, and that means asking follow-up questions regarding what they just shared with you.

Cold Calling 204

Cold Calling Consultative Selling Follow-up Motivation 204

Understanding the Sales Force

DECEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think. Let''s quickly compare inside sales to outside sales.

Inside Sales 269

Inside Sales Outside Sales Telemarketing Travel 269

Score More Sales

JANUARY 28, 2014

You have so many apps and programs in sales, and more data than you could ever consume. So why are you not able to use it to predict more helpful business trends, share common memes throughout your organization or really add more value to your customers? Buyers similar to your customers who the sales team should be talking with.

Data 208

Data Retail Health Care Lead Rank 208

The Sales Hunter

FEBRUARY 12, 2013

When I was 16, I worked for McDonald’s and one of the first thing they taught me was to “incremental sell” each customer by recommending one additional item after they placed their order. You’re a salesperson and you sell software systems. Copyright 2013, Mark Hunter “The Sales Hunter.”

Follow-up 185

Follow-up Up-Sell Motivation Software 185

The Sales Hunter

APRIL 11, 2013

It’s not surprising that many CEOs, CMOs and other senior members of a company are not comfortable making sales calls. Below is a list of 9 things to help ensure your next sales call with a senior manager in attendance is as effective as possible: 1. Items of concern the customer may bring up.

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

SBI Growth

SEPTEMBER 7, 2012

This article is aimed squarely at the CEO or SVP of Sales who has tried (or considered) Inside Sales in the past. 18 days ago, I wrote another article on Inside Sales. Why am I burning up valuable time talking about it again? Because if you don’t have an Inside Sales force, you are losing revenue every day.

Inside Sales 244

Inside Sales Face-to-face Sales Qualified Lead Inbound 244