Blog pricing Professional Selling Skills discount discounting price salesLast week I wrote about the issue of discounting, and needless to say it generated a major amount of conversation all over social media and in emails and phone calls to me. A few people pushed back on my thinking. I’m fine with that, as I know what I say won’t always resonate with everyone. […]. MORE
Blog Cold-Calling Professional Selling Skills Sales Development Training Sales Motivation Jill Konrath sales skills selling skills time management MORE
Blog Networking Professional Selling Skills Prospecting Sales Motivation networking prospecting social social mediaSocial media is powerful. MORE
Check this out: Nordstrom is selling a rock for $85.00. Blog Customer Service pricing Professional Selling Skills Sales Motivation discount discounting price sales motivation selling skillsWould you pay $85.00 for a rock wrapped in leather? MORE
Blog leadership Professional Selling Skills culture executive sales leader briefing leader salesPeople say to me, “If culture is so important, then why can’t it be measured?” ” My response is you can measure culture. Culture is measured in both your top-line sales and your bottom-line profit. Check out this 29-second video as I share thoughts on this issue: Not only does culture matter to you and […]. MORE
Blog Professional Selling Skills Prospecting prospect prospecting sales prospectingYou need a prospecting strategy that is focused — a strategy that is based on looking for quality, not quantity. Key to that strategy is being consistent in your follow up. That’s right! Don’t start what you can’t finish. Check out the video to see what I mean: For the month of June, Amazon has […]. MORE
Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. Blog Cold-Calling Consultative Selling Professional Selling Skills executive sales leader briefing sales selling skills successIf you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: Recently […]. MORE
Blog Professional Selling Skills Prospecting lead generation pipeline prospect prospecting sales funnelToo many salespeople suffer from having to discount the price to close the sale. We can talk all we want about the need to create value for the customer, but if the salesperson still decides to cut the price then clearly something is not right. To understand this problem we need to go upstream […]. MORE
I wrote the best-selling book High-Profit Selling with one goal in mind — to help you prospect more effectively. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospecting sellingJust because a prospect rejects you on a call doesn’t mean there isn’t something for you learn. Check out this 50-second piece where I talk about learning from every call, regardless of how it goes: […]. MORE
Blog leadership Professional Selling Skills Prospecting Sales Development Training Sales Motivation sales motivation sales skills selling skillsWhat would your business look like if you were to grow it 10x? To be able to pull it off and — yes, you can do it! — you need to be incredibly focused. Start by taking individual components of your sales process and look to build each one of them 10x. Below is […]. MORE
Blog Professional Selling Skills Prospecting prospect prospecting sales prospect sales prospectingDon’t start what you can’t finish. This is the first rule of prospecting. MORE
Blog Professional Selling Skills Prospecting follow-up prospect prospecting sales prospecting saleswings selling skillsA few months back, I had a specific problem in my business and I needed help. MORE
Blog Professional Selling Skills Sales Motivation Sales Training Sales Training Program sales leader sales leadership sales skills selling selling skillsToo many times we get bogged down with the customer. MORE
Blog Closing a Sale Professional Selling Skills Prospecting closes closing a sale closing strategies prospecting sales strategiesOne of the best ways to keep a sale moving forward is by using the micro-commitment strategy. The approach is simple to use and very effective for those who are dealing with a customer who is hard to engage and hard to move forward. The micro-commitment strategy is built around finding ways to gain the […]. MORE
The number of people who are out there offering solutions via email to help you sell without ever having to pick up a phone or face rejection is driving me nuts. They’re taking their money by selling them a dream that goes “poof”shortly […]. MORE
Blog leadership Professional Selling Skills executive sales leader briefing leader sales leader sales leadershipAre the decisions we make no different than what everyone else would make? If all we’re looking for is average, then that’s fine. MORE
Selling a Price Increase. Communication Skills. Selling Skills or Selling Process? A person with strong selling skills. Strong selling skills certainly are a beginning. These include the ability to listen, ask questions, create a unique selling proposition and ultimately close. I refer to these as selling skills, not a sales process. The 4 areas I suggest you look at are: Unique Selling Proposition. MORE
Blog Networking Professional Selling Skills network networkingAs we near the end of the year, it seems the calendar fills up with numerous parties and events, all of which are great opportunities to network. MORE
Just click on the below image: I am sharing this with you because I am committed to making you aware of resources that can improve your skills. . ” Sales Motivation Blog. If you could have a comprehensive list of leading sales experts, wouldn’t you want it? MORE
Blog Professional Selling Skills Sales Motivation motivation sales motivation sales process sales success successIf you want greater sales success, then you need to rid your vocabulary of the words “if” and “then,” and replace them with “do now.” ” Yes! “Do now” are the words that represent the mindset you need to embrace if you are going to boost your momentum and sales motivation. Whether we are talking about […]. MORE
Blog Customer Service leadership Professional Selling Skills Sales Motivation travel tipsPeople ask me how I put up with traveling so much. (I I recently went over the 3 million mile mark, and even during a slow year I will still log 100,000 actual air miles.) MORE
Blog Professional Selling Skills Sales Motivation executive sales leader briefing leadership motivating motivation sales motivationWhenever I’m asked this question, I love watching the shock on the person’s face when I tell them my answer. MORE
Blog Prospecting prospecting sales sales motivation sales prospecting selling skillsIt happens every summer. The number of sales appointments that get cancelled goes up and the number of excuses people make goes up. The result? A sales slump. MORE
Blog leadership Motivational Sales Speaker Networking Professional Selling Skills Prospecting Sales Development Training Sales Motivation outbound prospecting sales leader sales leadership sales motivation sales prospecting MORE
Blog leadership pricing Professional Selling Skills Prospecting high-profit prospecting price prospect prospecting sales sales leader sales leadershipWhat makes you think offering a discount is going to be an effective way to close a deal? The reasons are many, but none of them make any sense. The key is to be focused on the value the customer will receive and the outcome they will achieve by buying from you. You can’t cut […]. MORE
Blog leadership Professional Selling Skills leader sales leader sales leadershipPhil Graef played a huge role in my life. He taught me more about leadership, integrity, communication and how to run a business than anyone else. MORE
Blog Phone Sales Tips Professional Selling Skills Prospecting phone phone skills prospecting sales prospectingI get asked this question all the time. The argument people say is nobody listens to them, and even if they do, they never call back anyway, so it’s a waste of time. There are a lot of reasons I don’t agree with that, and they’re spelled out in my book, but one that […]. MORE
They want to optimize my website, sell me SEO services, provide me with online marketing tools, sell me the latest SaaS program, provide a guest article for my Blog, buy advertising on my Blog, sell me leads, book appointments for us with prospects, or show me the latest sales enablement tools. MORE
Sales is the “art of selling.” Blog Customer Service leadership Professional Selling Skills Prospecting Sales Motivation customer high-profit prospecting prospecting sales motivation sales prospectingNewsflash: Artificial intelligence and a bot will not take your sales job from you, unless you let it. ” It always has been and it always will be for one very simple reason — sales is about a transaction between two human beings. MORE
Blog Consultative Selling Professional Selling Skills consultative selling proposal sales proposal selling skillsI’ve seen far too many sales proposals, and I’ll admit 90% of them are a waste. Reason is simple: We don’t take the time to do them right. MORE
Last week, Tim Ohai and I were talking about the future of selling. We got onto a discussion of the critical skills needed for high performers. I’ve narrowed things down to the top 3 skills critical for top performers. MORE
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. What is selling about? You can learn old world selling skills. MORE
Blog Professional Selling Skills Prospecting Sales Motivation goals high-profit prospecting new year prospect prospecting quota sales motivation sales prospecting selling skills MORE
Blog leadership Professional Selling Skills sales leader sales leadershipAsk yourself if you’re more engaged with what you do when you know you’re doing it for a person who is engaged with you. I’m sure you are. I know I am. MORE
Do you know there are 6 things top-performing salespeople do to sell more in less time? You don’t need special skills, but rather the discipline to make it happen. The beautiful thing is anyone can do them. MORE
Blog leadership Professional Selling Skills executive sales leader briefing leader sales leadershipWhom do you attract? Earlier this week I was at the National Speakers Association Annual Conference — #Influence17. Each time I go I’m amazed at who I meet. From hallway discussions to the main sessions, it’s about connecting and learning from others. Walking to a session, a good friend stopped me and asked if I […]. MORE
Blog Professional Selling Skills Prospecting prospect prospecting prospecting tools sales prospectingIf you expect to be successful by just using email to prospect or any other single method, you’re in for a rude shock. To be successful reaching prospects, you have to use every tool available. This is why a lot of salespeople fail when they think all they need is social media. It will reach […]. MORE
Blog Professional Selling Skills Prospecting prospect prospecting sales prospectingIt’s the start of a new year and as much as you feel good, you also feel a sense of concern about the numbers you need to hit for this year. MORE
Blog Professional Selling Skills Sales Motivation motivation sales motivationThink about the energy you cast and share with others. Are you energetic? Do people love hanging around you? MORE
It’s not what they sell or the customers they sell to; it’s their time. Blog leadership Professional Selling Skills sales leadership time managementThe most valuable asset any salesperson has is their time. MORE
Blog Professional Selling Skills Sales Motivation motivation sales motivationWhen a call goes badly, what do you do next? My suggestion is that you immediately call your best customer! By calling your best customer, not only will you boost your confidence and motivation, you will also potentially have the opportunity for more business. You both will be encouraging each other, which is exactly what […]. MORE
Blog Professional Selling Skills Prospecting Sales Motivation high-profit prospecting prospect prospecting sales motivation sales prospecting sales skillsWhat are you planning to do differently next year? When I say “differently,” I mean really different. MORE
Blog leadership Professional Selling Skills executive sales leader briefing leader sales leader sales leadershipWho are you spending your time with? More importantly, are those you’re spending time with helping you become a better person? Every week as my schedule allows, I spend 30 minutes to an hour talking with Gerhard Gschwandtner. If you’ve been in sales for any period of time, you’ll know him as the founder […]. MORE
Understanding the Sales Force
OCTOBER 13, 2016
They want to optimize my website, sell me SEO services, provide me with online marketing tools, sell me the latest SaaS program, provide a guest article for my Blog, buy advertising on my Blog, sell me leads, book appointments for us with prospects, or show me the latest sales enablement tools.
Partners in Excellence
SEPTEMBER 21, 2015
Last week, Tim Ohai and I were talking about the future of selling. We got onto a discussion of the critical skills needed for high performers. I’ve narrowed things down to the top 3 skills critical for top performers.
Jeffrey Gitomer's Sales Blog
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. What is selling about? You can learn old world selling skills.
The Sales Hunter
MAY 25, 2017
Blog Professional Selling Skills Prospecting follow-up prospect prospecting sales prospecting saleswings selling skillsA few months back, I had a specific problem in my business and I needed help.
The Sales Hunter
NOVEMBER 15, 2011
Selling a Price Increase. Communication Skills. Selling Skills or Selling Process? A person with strong selling skills. Strong selling skills certainly are a beginning. These include the ability to listen, ask questions, create a unique selling proposition and ultimately close. I refer to these as selling skills, not a sales process. The 4 areas I suggest you look at are: Unique Selling Proposition.
The Sales Hunter
JULY 18, 2017
Blog Closing a Sale Professional Selling Skills Prospecting closes closing a sale closing strategies prospecting sales strategiesOne of the best ways to keep a sale moving forward is by using the micro-commitment strategy. The approach is simple to use and very effective for those who are dealing with a customer who is hard to engage and hard to move forward. The micro-commitment strategy is built around finding ways to gain the […].
The Sales Hunter
DECEMBER 20, 2016
Check this out: Nordstrom is selling a rock for $85.00. Blog Customer Service pricing Professional Selling Skills Sales Motivation discount discounting price sales motivation selling skillsWould you pay $85.00 for a rock wrapped in leather?
The Sales Hunter
JULY 18, 2017
Blog pricing Professional Selling Skills discount discounting price salesLast week I wrote about the issue of discounting, and needless to say it generated a major amount of conversation all over social media and in emails and phone calls to me. A few people pushed back on my thinking. I’m fine with that, as I know what I say won’t always resonate with everyone. […].
The Sales Hunter
MAY 23, 2017
Blog Professional Selling Skills Prospecting prospect prospecting sales prospect sales prospectingDon’t start what you can’t finish. This is the first rule of prospecting.
The Sales Hunter
MAY 26, 2017
Blog Professional Selling Skills Sales Motivation executive sales leader briefing leadership motivating motivation sales motivationWhenever I’m asked this question, I love watching the shock on the person’s face when I tell them my answer.
The Sales Hunter
JULY 9, 2017
Blog Professional Selling Skills Sales Motivation motivation sales motivation sales process sales success successIf you want greater sales success, then you need to rid your vocabulary of the words “if” and “then,” and replace them with “do now.” ” Yes! “Do now” are the words that represent the mindset you need to embrace if you are going to boost your momentum and sales motivation. Whether we are talking about […].
The Sales Hunter
JULY 4, 2017
I wrote the best-selling book High-Profit Selling with one goal in mind — to help you prospect more effectively. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospecting sellingJust because a prospect rejects you on a call doesn’t mean there isn’t something for you learn. Check out this 50-second piece where I talk about learning from every call, regardless of how it goes: […].
The Sales Hunter
JULY 11, 2017
Blog Phone Sales Tips Professional Selling Skills Prospecting phone phone skills prospecting sales prospectingI get asked this question all the time. The argument people say is nobody listens to them, and even if they do, they never call back anyway, so it’s a waste of time. There are a lot of reasons I don’t agree with that, and they’re spelled out in my book, but one that […].
The Sales Hunter
MAY 3, 2017
The number of people who are out there offering solutions via email to help you sell without ever having to pick up a phone or face rejection is driving me nuts. They’re taking their money by selling them a dream that goes “poof”shortly […].
The Sales Hunter
JULY 21, 2017
Blog leadership Professional Selling Skills culture executive sales leader briefing leader salesPeople say to me, “If culture is so important, then why can’t it be measured?” ” My response is you can measure culture. Culture is measured in both your top-line sales and your bottom-line profit. Check out this 29-second video as I share thoughts on this issue: Not only does culture matter to you and […].
The Sales Hunter
DECEMBER 6, 2016
Blog Cold-Calling Professional Selling Skills Sales Development Training Sales Motivation Jill Konrath sales skills selling skills time management
The Sales Hunter
JULY 2, 2017
Blog Professional Selling Skills Sales Motivation motivation sales motivationWhen a call goes badly, what do you do next? My suggestion is that you immediately call your best customer! By calling your best customer, not only will you boost your confidence and motivation, you will also potentially have the opportunity for more business. You both will be encouraging each other, which is exactly what […].
The Sales Hunter
JUNE 10, 2017
Blog Customer Service leadership Professional Selling Skills Sales Motivation travel tipsPeople ask me how I put up with traveling so much. (I I recently went over the 3 million mile mark, and even during a slow year I will still log 100,000 actual air miles.)
The Sales Hunter
MAY 30, 2017
Blog Prospecting prospecting sales sales motivation sales prospecting selling skillsIt happens every summer. The number of sales appointments that get cancelled goes up and the number of excuses people make goes up. The result? A sales slump.
The Sales Hunter
JUNE 27, 2017
Blog Professional Selling Skills Prospecting prospect prospecting sales prospectingYou need a prospecting strategy that is focused — a strategy that is based on looking for quality, not quantity. Key to that strategy is being consistent in your follow up. That’s right! Don’t start what you can’t finish. Check out the video to see what I mean: For the month of June, Amazon has […].
The Sales Hunter
MAY 21, 2017
Blog Professional Selling Skills Sales Motivation motivation sales motivationThink about the energy you cast and share with others. Are you energetic? Do people love hanging around you?
The Sales Hunter
APRIL 18, 2017
Blog leadership Motivational Sales Speaker Networking Professional Selling Skills Prospecting Sales Development Training Sales Motivation outbound prospecting sales leader sales leadership sales motivation sales prospecting
The Sales Hunter
JUNE 23, 2017
Blog leadership pricing Professional Selling Skills Prospecting high-profit prospecting price prospect prospecting sales sales leader sales leadershipWhat makes you think offering a discount is going to be an effective way to close a deal? The reasons are many, but none of them make any sense. The key is to be focused on the value the customer will receive and the outcome they will achieve by buying from you. You can’t cut […].
The Sales Hunter
JUNE 20, 2017
Blog Professional Selling Skills Prospecting prospect prospecting prospecting tools sales prospectingIf you expect to be successful by just using email to prospect or any other single method, you’re in for a rude shock. To be successful reaching prospects, you have to use every tool available. This is why a lot of salespeople fail when they think all they need is social media. It will reach […].
The Sales Hunter
APRIL 28, 2017
Blog leadership Professional Selling Skills leader sales leader sales leadershipPhil Graef played a huge role in my life. He taught me more about leadership, integrity, communication and how to run a business than anyone else.
The Sales Hunter
MARCH 1, 2016
Blog leadership Professional Selling Skills Prospecting Sales Development Training Sales Motivation sales motivation sales skills selling skillsWhat would your business look like if you were to grow it 10x? To be able to pull it off and — yes, you can do it! — you need to be incredibly focused. Start by taking individual components of your sales process and look to build each one of them 10x. Below is […].
The Sales Hunter
JULY 14, 2017
Blog leadership Professional Selling Skills executive sales leader briefing leader sales leadershipWhom do you attract? Earlier this week I was at the National Speakers Association Annual Conference — #Influence17. Each time I go I’m amazed at who I meet. From hallway discussions to the main sessions, it’s about connecting and learning from others. Walking to a session, a good friend stopped me and asked if I […].
The Sales Hunter
MAY 12, 2017
Blog leadership Professional Selling Skills sales leader sales leadershipAsk yourself if you’re more engaged with what you do when you know you’re doing it for a person who is engaged with you. I’m sure you are. I know I am.
The Sales Hunter
APRIL 15, 2014
Do you know there are 6 things top-performing salespeople do to sell more in less time? You don’t need special skills, but rather the discipline to make it happen. The beautiful thing is anyone can do them.
The Sales Hunter
MAY 10, 2017
Sales is the “art of selling.” Blog Customer Service leadership Professional Selling Skills Prospecting Sales Motivation customer high-profit prospecting prospecting sales motivation sales prospectingNewsflash: Artificial intelligence and a bot will not take your sales job from you, unless you let it. ” It always has been and it always will be for one very simple reason — sales is about a transaction between two human beings.
The Sales Hunter
JUNE 16, 2017
Blog leadership Professional Selling Skills executive sales leader briefing leader sales leader sales leadershipWho are you spending your time with? More importantly, are those you’re spending time with helping you become a better person? Every week as my schedule allows, I spend 30 minutes to an hour talking with Gerhard Gschwandtner. If you’ve been in sales for any period of time, you’ll know him as the founder […].
The Sales Hunter
AUGUST 4, 2015
Blog Consultative Selling Professional Selling Skills consultative selling proposal sales proposal selling skillsI’ve seen far too many sales proposals, and I’ll admit 90% of them are a waste. Reason is simple: We don’t take the time to do them right.
The Sales Hunter
JANUARY 3, 2017
Blog Professional Selling Skills Prospecting prospect prospecting sales prospectingIt’s the start of a new year and as much as you feel good, you also feel a sense of concern about the numbers you need to hit for this year.
The Sales Hunter
DECEMBER 21, 2016
Blog Professional Selling Skills Prospecting Sales Motivation high-profit prospecting prospect prospecting sales motivation sales prospecting sales skillsWhat are you planning to do differently next year? When I say “differently,” I mean really different.
The Sales Hunter
JUNE 2, 2017
Blog leadership Professional Selling Skills executive sales leader briefing leader sales leader sales leadershipAre the decisions we make no different than what everyone else would make? If all we’re looking for is average, then that’s fine.
The Sales Hunter
NOVEMBER 16, 2016
Blog Networking Professional Selling Skills network networkingAs we near the end of the year, it seems the calendar fills up with numerous parties and events, all of which are great opportunities to network.
The Sales Hunter
JUNE 10, 2016
Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. Blog Cold-Calling Consultative Selling Professional Selling Skills executive sales leader briefing sales selling skills successIf you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: Recently […].
The Sales Hunter
JULY 26, 2016
It’s not what they sell or the customers they sell to; it’s their time. Blog leadership Professional Selling Skills sales leadership time managementThe most valuable asset any salesperson has is their time.
The Sales Hunter
MARCH 23, 2017
Blog Professional Selling Skills Prospecting lead generation pipeline prospect prospecting sales funnelToo many salespeople suffer from having to discount the price to close the sale. We can talk all we want about the need to create value for the customer, but if the salesperson still decides to cut the price then clearly something is not right. To understand this problem we need to go upstream […].
The Sales Hunter
JUNE 28, 2016
Blog Networking Professional Selling Skills Prospecting Sales Motivation networking prospecting social social mediaSocial media is powerful.
INDUSTRY INSIGHTS YOUR PEERS ARE READING
79 
Let's personalize your content