The Sales Hunter

AUGUST 3, 2013

I am always amazed at the number of salespeople who say they want more success in their sales prospecting, yet they aren’t doing the two things that will help them get there! . Superior sales prospectors know that they must follow up and must figure out the potential customer’s critical needs.

Video 210

Video Prospecting Selling Skills Follow-up 210

The Sales Hunter

DECEMBER 7, 2013

It’s easy to get caught up in all that happened yesterday, isn’t it? To see what I mean, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . Blog Consultative Selling Professional Selling Skills Sales Motivation sales motivation video'

Video 195

Video Consultative Selling Motivation Selling Skills 195

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

JUNE 20, 2013

Salespeople love to talk and when they do ask a question, it can many times wind up being so long and convoluted that the customer has no idea what the salesperson is asking. Sales is all about getting the customer to talk, so doesn’t it make sense to ask short questions? Copyright 2013, Mark Hunter “The Sales Hunter.”

Selling Skills 234

Selling Skills Consultative Selling Up-Sell Follow-up 234

The Sales Hunter

JULY 27, 2013

A sales manager can help tremendously if they occasionally go on sales calls with their salespeople. I call this the “four-legged sales call.” Used correctly, though, it is a sales leadership technique that can boost a salesperson’s sales motivation and open up opportunities that otherwise would go uncovered.

Video 192

Video Sales Management Consultative Selling Motivation 192

The Sales Hunter

NOVEMBER 12, 2013

I must admit that I was hooked on Joanne Black’s new book the moment I read the line… “Whether you read this book in 2013, 2023 or 3013, you will witness much change throughout your lifetime. ” And those two lines were in the INTRO of Joanne’s new book, “ Pick Up the Damn Phone! .”

Sales Technology 191

Sales Technology Face-to-face Referrals Cold Calling 191

The Sales Hunter

JULY 18, 2013

Failing to follow-up. Failing to ask for the sale. We in sales are a finicky group. We need to be continually assessing our sales process and challenging ourselves on these six items and ask ourselves how close we are coming to doing them. There are two simple questions we all need to ask ourselves: How is my follow-up?

Cold Calling 241

Cold Calling Consultative Selling Customer Service Selling Skills 241

The Sales Hunter

NOVEMBER 12, 2013

Your objective right now is to make your 2013 number. Easy to say the focus is on making the 2013 number, but there are 4 mistakes many salespeople make that wind up costing them money. Failure to verify what you’re selling is available to be shipped this fiscal year. Making your 2013 number is not an option.

Quota 212

Quota Selling Skills Intent Up-Sell 212

The Sales Hunter

APRIL 25, 2013

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. You’ll see how passionate I am about being willing to walk away: One Thing Sales Reps Could Take Action on Today to be More Successful!

Discount 272

Discount Customer Margin Consultative Selling 272

The Sales Hunter

NOVEMBER 17, 2013

We all know how important sales motivation is. The level of sales motivation a person has is going to be reflected in the level of sales they make. Conversely, the more sales a person makes, the greater their level of motivation. Copyright 2013, Mark Hunter “The Sales Hunter.”

Motivation 233

Motivation Selling Skills Vendor Sales 233

The Sales Hunter

JULY 15, 2013

Let’s put this in perspective of selling. Sales is all about momentum and it starts with what you’re thinking. Life is too short to be making up dumb excuses for our lack of doing something. Life is too short to allow us to wind up thinking about and worrying about stuff that is not worth our concern.

Motivation 230

Motivation Selling Skills Up-Sell Sales 230

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. As I have the opportunity to work with salespeople on sales calls across a wide number of industries, I see this happening time and time again. We’re not.

Sales Process 250

Sales Process Cold Calling Consultative Selling Selling Skills 250

The Sales Hunter

OCTOBER 18, 2013

If and Then : The two words no sales manager ever wants to hear. Salespeople are quick to come up with a reason why they are not successful. ” The reasoning goes like this: “ If we could cut our price, then I know I could close more sales.” What is the real reason they aren’t making the sale?

Sales Management 232

Sales Management Consultative Selling Selling Skills Motivation 232

The Sales Hunter

DECEMBER 4, 2012

Your success is due to you and it’s time to take responsibility for it — and to quit trying to say the reason for a lack of success is due to what you are selling. 2012 is quickly coming to a close and yes, we need to keep pushing as hard as we can to close as many sales this year as possible. It’s not what you sell.

Closing 260

Closing Video Motivation Up-Sell 260

The Sales Hunter

DECEMBER 27, 2013

Here is my list of 5 quick sales leadership tips that make a difference: First, personally thank each person you lead for their contributions. Too many times, year-end recognition winds up going to those who achieved success the last couple of months. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Leadership 239

Sales Leadership Call-back Selling Skills Motivation 239

Understanding the Sales Force

APRIL 4, 2013

Understanding the Sales Force by Dave Kurlan The latest interview between Jonathan Farrington, CEO of TopSalesWorld , and me is available here. We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. So why aren''t more sales managers effective at coaching salespeople?

Coaching 224

Coaching Sales Management Incentives Incentive 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. Here are a four ways to prevent sales call cancellations in the summer: 1. Always have a back-up plan for Friday sales calls. Copyright 2013, Mark Hunter “The Sales Hunter.”

Cancellation 230

Cancellation Cold Calling Call-back Consultative Selling 230

The Sales Hunter

NOVEMBER 25, 2013

I know for me, I’ve been able to get a number of conference calls set up with people who I normally would not be able to connect with. If you work Monday, Tuesday and Wednesday right, you can wind up with a slew of productive conversations. There is still a lot of business to be had in 2013. ” Sales Motivation Blog.

Travel 206

Travel Consultative Selling Selling Skills Motivation 206

The Sales Hunter

AUGUST 16, 2013

Let’s do a quick review of some of the key activities the typical sales manager — or sales leader — does. Sales managers put them together properly, adding information where necessary, and send them up the chain of command on time. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Management 212

Sales Management Selling Skills Sales Leadership Sales 212

The Sales Hunter

APRIL 30, 2013

Think 2 days, 2 weeks and 2 months as your rule for following up. If needs arise you can help with, then move forward immediately with getting another meeting set up with the customer. You can secure repeat sales from existing customers if you follow the 2/2/2 rule. Copyright 2013, Mark Hunter “The Sales Hunter.”

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

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. Copyright 2013, Mark Hunter “The Sales Hunter.”

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. Too many salespeople think they can use email exclusively to generate sales. While email isn’t an exclusive tool, it is a great tool to follow up with a prospect after you’ve met them. Copyright 2013, Mark Hunter “The Sales Hunter.”

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. Stupid customers can get off track and wind up wasting a lot of time dealing with trivial items.

Customer 278

Customer Negotiation Selling Skills Customer Service 278

The Sales Hunter

SEPTEMBER 23, 2013

Who is the sales role model you pattern yourself after? Surprising to me is the number of people who don’t have a sales role model. They’re the sales giant you one day want to become. Who is your sales role model? With each trait you record, ask yourself how you measure up.

Motivation 198

Motivation Selling Skills Industry Sales 198

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. One word sums up what I heard in this salesperson’s approach: Pathetic! One word sums up what I heard in this salesperson’s approach: Pathetic! Well, that sums it up.

Cold Calling 217

Cold Calling Selling Skills Customer Service Consultative Selling 217

The Sales Hunter

AUGUST 19, 2013

The truth is, though, that when you build your sales plans to make your goal, chances are pretty high that you will MISS your goal!! Many of you are building your 2014 sales goals as you read this, and if you’re not, you need to start. We’ll say you want to achieve $1 million in sales next year. Aim higher!

Motivation 219

Motivation Selling Skills Sales Goal Follow-up 219

The Sales Hunter

NOVEMBER 22, 2013

But it is one that has significant impact on your sales process whether you are a salesperson or someone leading a sales team. Companies such as UPS, Coca-Cola and others found the value of asking themselves this question and it resulted in significant savings in fuel and time. ” Sales Motivation Blog.

Sales Process 205

Sales Process Consultative Selling Selling Skills Sales Leadership 205

The Sales Hunter

DECEMBER 19, 2013

Speed sells! Long sales calls are not a direct reflection of the eventual success of a sales call. Speed sells! I’m also not saying to become merely an order taker, slopping up the easy sales that come your way. Copyright 2013, Mark Hunter “The Sales Hunter.”

Selling Skills 196

Selling Skills Consultative Selling Motivation Customer Service 196

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. Remember — you have to look beyond mere benefits of what you sell.

Customer 224

Customer B2C Customer Service Selling Skills 224

The Sales Hunter

MAY 30, 2013

Prospecting is without a doubt one of the hardest parts of the selling process. On the other hand, if you work in what makes up the majority of the industry — SMB: small and medium size business — then prospecting is certainly a lot tougher, because you don’t have the same resources as the big kids.

Webinar Metrics 180

Webinar Metrics Construction Cold Calling Advertising 180

The Sales Hunter

NOVEMBER 1, 2013

You’re in sales and you sell the customer something based on a set of expectations they develop from what they have heard from you. To them the thing they bought is not living up to the expectations they had been led to believe. Second, although we may be in sales, we do have to understand what we’re selling.

Sales Leadership 195

Sales Leadership ACT Selling Skills Up-Sell 195

The Sales Hunter

DECEMBER 6, 2013

How is your sales leadership during the month of December? Too many times, I hear from sales managers who are complaining about how customers are pushing things back to January due to the holidays. Just because others are slacking off doesn’t mean we as sales leaders and salespeople should be slacking off. Wasting 8.5%

Sales Leadership 199

Sales Leadership Selling Skills Motivation Sales 199

The Sales Hunter

AUGUST 14, 2013

If anything, you need to pick it up while your competition is still on vacation. Instead, race like mad to set yourself up to win big from September to December. Here are 4 quick things you can do now to set yourself up for a big finish: 1. Set up a telephone and email campaign to reach out to each one over the next 4 weeks.

Prospecting 246

Prospecting Selling Skills Follow-up Campaigns 246

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

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. I speak with many VP Sales who say the same thing every year: “We have some underperformers that are killing us.” It’s foolish to spend additional money on someone who will end up missing quota yet again in 2014. Assessing Your Sales Team.

Territories 300

Territories Scale Guidelines Groups 300

The Sales Hunter

JULY 1, 2013

It’s time to reveal the secret of sales leaders who are at the top o f their game. It’s time for you to become an opium user too, if you expect to become a high-performing sales leader. Turning over to someone else doesn’t mean you’re giving up control. ” Sales Motivation Blog.

Consultative Selling 193

Consultative Selling Motivation Selling Skills Sales Leadership 193