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. If you strengthen your skills in using follow-up questions, in time you get to the information you want. Same thing with your conversation.

Cold Calling 204

Cold Calling Consultative Selling Follow-up Selling Skills 204

The Sales Hunter

APRIL 11, 2013

Provide senior management in advance an agenda of the meeting that includes the following: Key items we need to cover, including a copy of the presentation you will be giving on the call. Items of concern the customer may bring up. Brief overview of the customer’s performance with your company.

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

The Sales Hunter

JULY 12, 2013

When you follow-up, it shows that you take your involvement seriously and you value the role the sales team plays in the success of the company. Send a follow-up note to the customer and copy the salesperson. Recap with the salesperson’s boss what you saw, what you learned, and any necessary next steps.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

The Sales Hunter

DECEMBER 20, 2012

Things like expense reports, following up on paperwork, providing status updates, etc. I understand that, but let’s get real — checking sports websites to see how your team is doing instead of picking up the phone and calling a customer is a whole lot less productive.

Sports 195

Sports Customer Service Call-back Motivation 195

Hubspot Sales

JANUARY 9, 2024

Slow down to speed up Before working for a Fortune 500 company, Jim Norton (AOL’s former EVP Global Head of Media Sales) worked “an old-school sales job.” Norton, who helped AOL drive 30% YoY growth, got their start in sales selling office equipment for Pitney Bowes. And the only way to get really good at selling is to sell.”

Face-to-face 101

Face-to-face Up-Sell Research Sales 101

Janek Performance Group

APRIL 15, 2024

In our recent white paper The Ultimate Guide to Sales Negotiations , we discuss how negotiations improve with consultative selling. In addition, practice the pace beforehand, so you can gauge which sections can be sped up and which require additional time. But as you know there are many options with this product.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

The Sales Hunter

JANUARY 25, 2012

What this means is the salesperson has to be far more prepared to follow-up with the customer via email, telephone, mail, etc. Following up with a prospect is certainly nothing new, but what has changed is what is contained in the follow-up. customer service. high profit selling.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

The Brooks Group

JULY 11, 2018

The customer journey from start to finish should be designed so that all sales activities and communication are aimed at helping the customer achieve short and long-term success. Implementing a customer-centric approach to selling sounds simple, yet most companies fail to accomplish it. Believe in It.

Strategy 60

Strategy Customer Loyalty Customer Service 60

Highspot

DECEMBER 5, 2023

Here are some steps for creating a consistent and easy-to-follow sales process: Define Your Sales Objectives Start by defining clear sales objectives. These could range from increasing revenue to expanding market share or improving customer retention. Post-sale follow-up : Check in with clients for potential future referrals or sales.

Sales Process 52

Sales Process Top of Funnel Ideal Customer Profile Real Estate 52

Highspot

JANUARY 19, 2022

But it can just as easily be summed up in a few statistics: Per a survey conducted by the Association of Talent Development (ATD) in 2021, over a quarter (28%) of median sales people didn’t meet their company’s sales goals during the last fiscal year. Why Sales Training Is Important. or a 353% ROI. Challenger.

Training 92

Training Lead Rank Hiring Course 92

Hubspot Sales

NOVEMBER 10, 2020

You can define your sales environment according to a number of factors: where you’re selling from, who you’re selling to, how you incentivize the selling process, and more. For that reason, more than one of the following types of sales environments may apply to your sales organization. In-Office Sales Environment.

B2C 107

B2C Incentives Incentive How To 107

The Brooks Group

FEBRUARY 10, 2020

A person who is inclined to be conscientious is more likely to follow up, maintain a consistent prospecting routine, and complete all the tasks necessary to nurture a prospect to a sale. Hire people whose values and beliefs line up with your company’s unique culture, and reinforce behaviors and attitudes that support it.

Hiring 59

Hiring Sales Qualified Lead Lead Rank Lead Scoring 59

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. customer service.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

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. customer service. high profit selling. selling a price increase. selling skills. customer service. high profit selling. selling skills.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

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. customer service. high profit selling. discounting.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

FEBRUARY 10, 2012

Refer the client to others who might benefit from what they sell or do. Be aggressive in doing this and, most of all, follow-through with both the person you referred and who they were referred to so you can hear the outcome. Do not hide behind things or try to cover up issues. customer service. selling skills.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

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. Bring food the next time you visit the customer. It’s always amazing how a few cookies or food of any type can open up a relationship.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

FEBRUARY 13, 2012

Manipulative questions are designed to “set up” the prospect. It's Called "Professional Selling Skills" for a Reason. customer service. high profit selling. selling a price increase. selling skills. customer service. high profit selling. selling skills.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

FEBRUARY 19, 2013

Second thing this does is it then opens the door to come back to the customer with follow-up information to help address their issues. If you have not taken the time for the two of you to agree, then you don’t have the leverage to come back to the customer for a follow-up meeting.

Closing 230

Closing Call-back Follow-up Motivation 230

The Sales Hunter

APRIL 17, 2012

If you want to be a salesperson who not only commands higher profits, but also has more satisfied customers, you have to become aware of what you do not know. Unfortunately, too many salespeople do not ask enough follow-up questions — or do not ask the right follow-up questions — because they let their pride get in the way.

Discount 174

Discount Follow-up Up-Sell Customer 174

Highspot

APRIL 14, 2023

If it takes too much effort to keep your program up to date, materials can become stale and irrelevant. Incorporate a variety of training focus areas that range from consultative selling, prospecting and negotiating to sales management and selling on social media like LinkedIn. Develop repetitive learning opportunities.

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

If it takes too much effort to keep your program up to date, materials can become stale and irrelevant. Incorporate a variety of training focus areas that range from consultative selling, prospecting and negotiating to sales management and selling on social media like LinkedIn. Develop repetitive learning opportunities.

Training 52

Training Scale How To Hiring 52

The Sales Hunter

DECEMBER 27, 2011

It’s their ability to have these meetings that will many times open up significant new leads. Selling a Price Increase: Tips To Start Using Now. customer service. high profit selling. selling a price increase. selling skills. customer service. high profit selling.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Sales Hunter

OCTOBER 3, 2012

This is especially true if it’s you, the salesperson, who has offered the idea up to send the prospect some information. Although you might think you’ve done a good job, what you’ve really done is give the customer an excuse to end the meeting. You might as well play the lottery if you think this is going to payout for you.

Follow-up 212

Follow-up Motivation Up-Sell Customer 212

The Sales Hunter

JANUARY 11, 2013

A great way to demonstrate how well you listen is by asking them a follow-up question on what they shared with you. Nothing conveys listening better than a follow-up question. The opinion they share might be totally different than yours, but remember that you asked and you should definitely listen.

Prospecting 197

Prospecting Follow-up Objections Motivation 197

The Sales Hunter

JANUARY 3, 2013

Best way I’ve found to determine how much time to spend on major accounts vs. new accounts is by following one of the ways I’ve listed here. Over the years, I’ve found these two guidelines to be quite accurate and people have told me they have been able to achieve far greater results than they expected by following them.

Account 204

Account Prospecting Guidelines Compensation 204

The Sales Hunter

MAY 8, 2012

You can also validate information simply through follow-up questions with your customer. It is not unusual through your follow-up questions to have the customer share vital information that reveals the bigger picture of what may be happening.

Face-to-face 189

Face-to-face Guarantee Follow-up Trends 189

The Digital Sales Institute

JANUARY 6, 2021

These sales insights for the years ahead to 2025 and even beyond will probably shape how sales organizations go about selling. Old sales strategies and sales tactics playbooks will be torn up as rapid innovation is changing how buyers buy. Welcome to the age of buyer-centric selling and digital first sales engagement with buyers.

Lead Rank 66

Lead Rank Negotiation Face-to-face Buyer 66

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. Note that CSMs are not Customer Service advisors.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

The Sales Hunter

NOVEMBER 1, 2012

The problem was he thought he was so successful because of his selling skills and the way he could quickly size up a customer and close the deal. I’ll argue his “expertise” was holding him back from selling more. Ask customers why they buy from you. Follow-up with customers after the sale.

Customer 195

Customer Selling Skills Motivation Up-Sell 195

Hubspot Sales

MARCH 18, 2019

These accounts make up the majority of the business' income. Before you go all-in on a key account strategy, consider the following points. Key accounts require consultative selling techniques -- and it will be hard to teach your salespeople to adopt completely new processes for just a few clients. Customer's Business.

Hiring 125

Hiring Account Analytics Sales Qualified Lead 125

The Sales Hunter

NOVEMBER 7, 2012

Rather than stating the key point yourself and expecting the customer to understand what you said, switch things up and ask the customer to read the statement. What we’re doing with this approach is engaging the customer using more of their own natural learning skills.

Customer 191

Customer Follow-up Closing Exact 191

The Brooks Group

OCTOBER 9, 2014

Why Try to Cover Up Your Role as a Sales Professional? If you want you and your company to be more trusted and valued by prospects and clients, you must shift your focus from yourself (and your quota) to your customer—and their wants and needs. Gain Trust and Improve Your Positioning with a Consultative Selling Process.

Real Estate 49

Real Estate Telemarketing Account Consultative Selling 49

The Sales Hunter

AUGUST 3, 2012

When you understand their decision-making process better, you will be more equipped to meet the needs and wants of your customer. Obviously a good way to find out more is simply by being curious and asking more questions — and then asking more follow-up questions.

Customer 180

Customer Motivation Follow-up Up-Sell 180

Hubspot Sales

OCTOBER 29, 2017

In one of his most recent videos, “ Applying the 80/20 Principle to Goal Setting ," he teaches salespeople how to apply the Pareto principle to goal-setting in order to speed up your success. After I tell new salespeople to read "Baseline Selling," I follow it up with Weinberg’s "New Sales: Simplified." 6) Dave Kurlan.

Channels 112

Channels Video Training Hiring 112

The Brooks Group

OCTOBER 9, 2014

Why Try to Cover Up Your Role as a Sales Professional? If you want you and your company to be more trusted and valued by prospects and clients, you must shift your focus from yourself (and your quota) to your customer—and their wants and needs. Gain Trust and Improve Your Positioning with a Consultative Selling Process.

Real Estate 40

Real Estate Telemarketing Account Consultative Selling 40

The Sales Hunter

MAY 22, 2012

I can’t begin to tell you the number of phone calls and follow-up emails I’ve received from people after I’ve done this. Each time I forward a link, I keep the note very short and typically only write something about how I thought this article might be of interest. Short and sweet.

Transportation 189

Transportation Customer Motivation Follow-up 189