Jeffrey Gitomer

AUGUST 23, 2011

To Become A Master Salesperson, Master NON Selling Skills. Tweet Share Everyone talks about “how to sell” Not me. ” Most salespeople are taught some “system” of selling. They concentrate on the system and not the prospect. What is selling about? Online Training. Hire Jeffrey.

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Selling Skills Hiring Social Media Lead Rank 326

The Sales Hunter

NOVEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Selling Skills or Selling Process? A person with strong selling skills. Strong selling skills certainly are a beginning. I refer to these as selling skills, not a sales process.

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Selling Skills Ideal Customer Profile Negotiation Facebook 186

The Sales Hunter

AUGUST 17, 2014

Often it is easy to notice when your customers or prospects are on vacation, either because of their outgoing voicemail message or their auto-reply email indicating they are away from the office. Pay close attention to these and then use the information when you connect with them a few days after their vacation. Check out […].

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Motivation Customer Video Selling Skills 234

The Sales Hunter

APRIL 15, 2014

You’ll shock your customers, especially those who are used to dealing with a lot of salespeople. Oh, when I say “naked,” what I mean is going into a customer call with zero sales materials. Excuse me, […].

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Customer Consultative Selling Selling Skills Customer Service 239

The Sales Hunter

FEBRUARY 11, 2014

Sales Prospecting Anxiety – the condition that limits a salesperson’s income due to their inability to prospect properly. Let’s look at 9 things you can do now to overcome sales prospecting anxiety. Let’s look at 9 things you can do now to overcome sales prospecting anxiety. Use it to actually prospect!

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Prospecting Face-to-face Selling Skills Up-Sell 273

The Sales Hunter

APRIL 20, 2012

Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects. Doesn’t it make sense that cheap prospects would naturally become cheap customers? If the prospect responds negatively exclusively to the price, then you have a strong indicator.

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Prospecting Customer Hiring Discount 217

The Sales Hunter

JUNE 13, 2014

Blog Customer Service Professional Selling Skills Prospecting prospect sales motivation sales prospecting' I know — seems crazy that I can find quality time to actually write, but I give it my best shot! My office is quiet except for the occasional car driving by and the sound of my keyboard.

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Prospecting Selling Skills Customer Service Motivation 219

The Sales Hunter

SEPTEMBER 10, 2013

Not all customers are good customers. In fact, there are some customers who are just plain stupid. 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. Stupid customers are good for one thing. ” Sales Motivation Blog.

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Customer Negotiation Selling Skills Customer Service 278

The Sales Hunter

MAY 8, 2013

When you help your customers achieve what seems unreachable, you are paving the way for both of you to succeed. I’m always fascinated when I talk to salespeople who are so intently focused on their product or service that they lose sight of what the product or service actually means to the customer. ” Sales Motivation Blog.

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Customer B2C Customer Service Selling Skills 224

The Sales Hunter

OCTOBER 12, 2013

Every sales call is an opportunity to learn insights from one customer — that you can then apply with other customers. I’m talking about broader business insights that equip you to better serve other customers. ” Sales Motivation Blog. . I’m not talking about proprietary information.

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Video Customer Consultative Selling Selling Skills 196

Partners in Excellence

OCTOBER 5, 2021

Do you know who your customer is? More importantly, do you know who your customer isn’t? Perhaps the biggest thing that impacts our performance is we don’t know who our customer, we define our ideal customer in such vague terms that we waste a lot of time and brand equity on customers that we should never be selling to.

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Ideal Customer Profile Customer Pharmaceuticals Microsoft 105

The Sales Hunter

MARCH 4, 2014

How do you respond when you find your customer has just lied to you? What we don’t realize is our customers have lied to us far more often than we realize. I’m not saying we can’t trust customers and that we as salespeople are so superior. ” What is the customer really saying?

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Customer Selling Skills Customer Service Up-Sell 236

The Sales Hunter

SEPTEMBER 12, 2013

We all want better prospects. The question we have to ask ourselves is, “Do we get better prospects by simply finding more or do we get better prospects by taking the ones we have and making them better?” ” Here are 4 quick tips you can use to get better prospects by focusing on the ones you already have.

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Prospecting Discount Selling Skills Follow-up 217

The Sales Hunter

OCTOBER 2, 2013

Voicemail is a tool you can use in prospecting. Here are 10 Tips for Leaving a Good Prospecting Voicemail: 1. I have some new information about what customers like to see in salespeople. ” Sales Motivation Blog. Key is to leave a voicemail that reflects you in a positive manner. Give me a buzz at 402-445-2110.

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Prospecting Call-back Selling Skills Motivation 256

The Sales Hunter

AUGUST 14, 2013

Develop a list of every prospect who you have not sold to so far this year. A prospect who didn’t buy earlier in the year may suddenly see the need or have the money to buy now. Follow up with each of your existing customers to uncover new opportunities. The best leads will always come from your happiest customers.

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Prospecting Selling Skills Campaigns Follow-up 246

No More Cold Calling

OCTOBER 1, 2020

I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. Learn more about the power of referrals in the Q3 blog posts and podcasts below. It takes roughly eight touches for sales reps to reach cold prospects.

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Referrals Cold Calling Sales Qualified Lead Call-back 373

The Sales Hunter

MAY 25, 2013

Do you struggle keeping your prospect or customer engaged after the sales call? There are specific techniques to keep the customer engaged in a way that will increase your likelihood of making a sale. Check out the below video to hear more about these prospecting techniques: Copyright 2013, Mark Hunter “The Sales Hunter.”

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Video Customer Consultative Selling Selling Skills 205

The Sales Hunter

FEBRUARY 3, 2014

Then call one of your best customers TODAY! More importantly, you’ll be pleased to see how it builds your confidence and momentum to call even more customers and prospects. ” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.

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Motivation Video Customer Selling Skills 234

The Sales Hunter

JUNE 5, 2013

What parts of your sales process are you still using that your customer couldn’t care less about? Below are 6 questions you must ask yourself about your selling process: 1. What percentage of my customers have done research on the internet before meeting with me? If so, how is the customer responding?

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Customer Direct Response Selling Skills Motivation 250

The Sales Hunter

JANUARY 7, 2014

Far too many salespeople claim they’re not more successful because what they’re selling is simply too expensive for their customers. First and foremost, it means the salesperson hasn’t built enough credibility with the customer. Second, the salesperson is trying to sell to the wrong customer.

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Customer Selling Skills Prospecting Motivation 235

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.

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Video Prospecting Selling Skills Follow-up 210

The Sales Readiness Blog

MAY 26, 2023

In the sales world, pricing is crucial in determining whether or not a prospect will convert into a customer. However, discussing pricing prematurely with a prospect may not always be the best approach. So, what should sales professionals do when faced with prospects who want to discuss price prematurely?

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Prospecting Conversion Face-to-face Lead Rank 116

The Sales Hunter

DECEMBER 28, 2012

Every salesperson has had at one time or another a prospect who just won’t move forward and buy. It might be time to put the conventional selling process you use on hold and break out what I refer to as the “engagement process.” Let’s say you sell security systems for commercial buildings.

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Prospecting Customer Insurance Insurance 212

The Sales Hunter

APRIL 30, 2013

Each contact you make is designed to help you move from thanking the customer for their business to securing more business. Two days after the customer makes their purchase, reach out to them with a phone call thanking them for buying and making sure they received what they wanted with regard to the benefits they were looking to fill.

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Customer Cold Calling Customer Service Consultative Selling 269

The Sales Hunter

NOVEMBER 14, 2013

Great salespeople like to hear the word “no” from a customer. That way the customer doesn’t ever have the opportunity to say “no.” In fact, many times they will move rapidly in a sales presentation to the point where the customer may tell them “no.” ” Sales Motivation Blog.

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Customer Selling Skills Proposal Intent 196

The Sales Hunter

JANUARY 8, 2013

“Informed-calling” is the prospecting method where in place of making cold-calls, you instead call potential customers with a specific reason based off of something you’re learned about them. An example of how it works is you might be selling B2B in the software industry. ” Sales Motivation Blog.

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Cold Calling Prospecting Customer Software 181

The Sales Hunter

MARCH 26, 2015

Every day I get minimally 3 – 5 emails from people proclaiming to me how effective their social media plan is for getting new customers. Each one claims to know exactly why others fail and why they have a plan that works perfect. Along with the emails are the numerous articles on the web about how old school […].

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Social Media Media Prospecting Cold Calling 100

The Sales Hunter

NOVEMBER 5, 2013

Regardless of how you felt your last sales call went, there are a few things your customer just called me about and asked me to share with you. The customer said there’s no need to say “thanks,” but they do want you to adhere to these things the next time you come by: 1. ” Sales Motivation Blog.

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Customer Call-back ACT Selling Skills 240

Partners in Excellence

OCTOBER 18, 2022

I’ve taken a break from my series “Things We Thought We Knew About Selling But Really Didn’t.” ” Restarting it, I want to talk about our Ideal Customers–or our ICP (Ideal Customer Profile.) We have a tendency to try to sell to anyone. Why have we been successful with them?

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Ideal Customer Profile Customer Pipeline Enterprise 48

The Sales Hunter

JANUARY 30, 2015

Why is your customer in business? Who is their customer? How do their customers benefit from what they provide to them? Recently, I was working with a salesperson calling on customers and this issue came to light.

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Cold Calling Customer Consultative Selling Selling Skills 100

The Sales Hunter

AUGUST 16, 2014

I meet too many salespeople who spend too much time trying to communicate with prospects and customers through social media – when they really need to be reaching out to those people on the phone or in person. Be […].

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Social Media Media Consultative Selling Video 264

The Sales Hunter

SEPTEMBER 20, 2016

Prospects aren’t worth anything until they become a customer. There’s nothing worse than having prospects who never become a customer. In my new book, High-Profit Prospecting, I discuss this issue and share 6 things you need to remember if you want to turn a prospect into a customer: 1.

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Prospecting Customer Selling Skills Sales 100

The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 7 Sales Prospecting Ideas That Work. Here’s a list of 7 sales prospecting ideas you can use right now: 1. Give away prospects to others. You heard me — give away prospects. Testimonials.

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Motivation Prospecting Hiring Ideal Customer Profile 275

The Sales Hunter

JUNE 22, 2013

Your customer is researching on the internet before they even talk to you. Too many salespeople are afraid to talk to their customer or prospect about what they’ve learned on the web. ” Sales Motivation Blog. . ” Sales Motivation Blog. . You don’t need to be afraid!

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Sales Process Video Cold Calling Consultative Selling 245

Jeffrey Gitomer

MAY 20, 2013

A thought, an idea, an article, a brochure, a sales presentation, a customer testimonial, or a little kid sliding down a slide. Gather your best customers and have a video party. The post Jeffrey Answers a Question about Overwhelming Prospects with Data | Real World Sales Wisdom appeared first on Jeffrey Gitomer’s Sales Blog.

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Data Prospecting Video Social Media 206

Selling Essentials RapidLearning Center

JUNE 14, 2019

MDM and the Rapid Learning Institute collaborated on a survey that offers keen insights into how wholesale distributors structure their sales teams, what they want to change, and which skills are mission critical to succeeding in the marketplace. Most Critical Skill Gaps. That requires superior discovery skills.

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Distribution Selling Skills Lead Rank Lead Scoring 45

The Sales Hunter

AUGUST 24, 2013

” Sales Motivation Blog. . Blog Consultative Selling Customer Service Professional Selling Skills Prospecting Sales Motivation elevator speech prospecting sales motivation selling skills video video sales tip'

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Video Consultative Selling Selling Skills Motivation 221