The Brooks Group

MAY 24, 2017

Even—or especially—in tough economic times, investing in your organization’s customer service function is critical for your overall business and profitability strategy. Savvy distributors are providing their service department with consultative selling skills training so they are able to: 1.

Customer Service 49

Customer Service Benefit Customer Margin 49

The Sales Hunter

AUGUST 8, 2013

Recently, I posed the question, “ Is your customer lying to you because you’re lying ?” ” I want to explore further about whether customers are intentionally lying. In other words, if you are a shady salesperson, you are likely attracting shady customers and vice-verse. This is a good thing!).

Intent 243

Intent Customer Customer Service Consultative Selling 243

Sales Training Connection

DECEMBER 12, 2014

In this case, the weeds involve drawing the distinction between the term consultative selling and the concept of selling consultatively. As starters, Mark Hanan established the branding this term in his brilliantly written book Consultative Selling – an early and extremely important work about selling consultatively.

Consultative Selling 99

Consultative Selling Trends Selling Skills Training 99

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.

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

The Brooks Group

JULY 23, 2018

Today, customer experience dictates how successful a company will be in the long-term. That’s why it’s key that your salespeople use a customer-focused, consultative selling process with every prospect and customer they interact with. But your customer-centric strategy should go beyond the sales team.

Customer Service 56

Customer Service Research Revenue Customer 56

The Sales Hunter

JULY 2, 2013

You know you aren’t making any money off the customer who became your customer when you were desperate during a slow period. If you do continue to do business with the low-price customer, the only thing you’re doing is continuing a bad thing. There are two ways to deal with the cheap customer you want to fire.

Customer 255

Customer Discount Consultative Selling Selling Skills 255

The Sales Hunter

MAY 31, 2013

.” But if you really want to succeed in sales, you better focus instead on your customer’s outcomes. When you do this, you will be able to close faster and at better profit margins. Check out the below video to see what I mean about outcomes rather than benefits: Copyright 2013, Mark Hunter “The Sales Hunter.”

Benefit 187

Benefit Video Customer Margin 187

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. I’m not talking about proprietary information. ” Sales Motivation Blog. .

Video 196

Video Customer Consultative Selling Selling Skills 196

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. Plus, if you start discounting with one customer, you’re more likely to do with the next. I hope so!

Discount 272

Discount Customer Margin Consultative Selling 272

The Sales Hunter

SEPTEMBER 3, 2013

Your customer doesn’t care about your price as much as you think. 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. Customers aren’t looking at price as much as you think.

Customer 238

Customer Discount Comparison Benefit 238

The Sales Hunter

APRIL 10, 2015

How much do you know about your customer? Let’s go a step further and ask, “How much do you know about your customer’s customer?” Most salespeople are quick to say they know a lot but when challenged they really know very little. ” This is where the information gets really sketchy.

Customer 100

Customer Consultative Selling Customer Service Selling Skills 100

The Sales Hunter

AUGUST 23, 2014

Customers are using the internet more and more to decide who they want to do business with. Blog Cold-Calling Consultative Selling Customer Service leadership sales leader sales leadership social media video sales tip' Do you think your personal social media accounts have no impact on your sales career?

Social Media 264

Social Media Media Video Cold Calling 264

The Sales Hunter

APRIL 14, 2015

A huge problem salespeople struggle with is asking questions — not only asking the customer questions, but making sure the questions are actually relevant to the customer. Blog Cold-Calling Consultative Selling Customer Service leadership Professional Selling Skills questioning skills questions sales call'

Cold Calling 100

Cold Calling Customer Consultative Selling Selling Skills 100

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.

Cold Calling 100

Cold Calling Customer Consultative Selling Selling Skills 100

The Sales Hunter

APRIL 9, 2015

How would you answer the question, “How valuable are you as a salesperson to your customer?” ” Think about this question in regard to each of your customers and prospects. If you say the value I bring to my customer is making […]. If you’re not bringing value to them, then what is it you do?

Customer 100

Customer Consultative Selling Customer Service Sales Leadership 100

The Sales Hunter

JULY 29, 2014

Blog Consultative Selling Customer Service Networking Professional Selling Skills communication customer email social media' Challenge is you don’t want the network of people you try to stay in contact with to grow even more distant. Here are 5 […].

Networking 241

Networking Social Media Consultative Selling Selling Skills 241

The Sales Hunter

SEPTEMBER 8, 2014

What is the one new question that you can ask your customers today? If you are serious about standing apart from your competitors and making a difference for your customers, it’s going to show up in the questions you ask. Be committed to coming up with one new question you can ask your customers […].

Motivation 228

Motivation Consultative Selling Video Customer Service 228

The Sales Hunter

APRIL 11, 2013

Items of concern the customer may bring up. Brief overview of the customer’s performance with your company. Brief overview of the customer’s performance in the marketplace. Invite the customer’s counterpart to the meeting. Areas to explore if possible. Bio of each person who will be attending.

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

The Sales Hunter

DECEMBER 27, 2014

I meet so many salespeople who come across more as a professor giving a lecture rather than an advocate offering customers solutions. It’s better to have a conversation with your customer. Blog Consultative Selling Customer Service Sales Motivation sales presentation selling skills video video sales tip'

Video 226

Video Consultative Selling Selling Skills Customer Service 226

The Sales Hunter

JULY 14, 2014

You likely know your product or service inside and out, but how well do you know what your customer wants? Blog Consultative Selling Customer Service Professional Selling Skills Sales Motivation sales motivation' How well acquainted are you with their problem and the solutions they desire?

Motivation 241

Motivation Video Consultative Selling Selling Skills 241

Partners in Excellence

JULY 24, 2012

Most of the principles we look at in high performance selling are simply the disciplined and systematic application of common sense and the Golden Rule (I mean the “Do unto others… ” one). We see great examples of consultative selling every day. However, there are great examples we see every day.

Consultative Selling 82

Consultative Selling Examples Travel Up-Sell 82

The Sales Hunter

JANUARY 27, 2015

Your customers are looking for value. Blog Closing a Sale Cold-Calling Consultative Selling Professional Selling Skills customer service questions sales questions value value added' These aren’t flippant questions. They’re serious and they deserve some real thinking. If you […].

Cold Calling 100

Cold Calling Customer Consultative Selling Selling Skills 100

The Sales Hunter

AUGUST 2, 2014

This isn’t just about the impact it has on your customers, prospects and colleagues, […]. Blog Cold-Calling Consultative Selling Customer Service leadership Motivational Sales Speaker Professional Selling Skills Sales Motivation influence sales influence sales leadership sales motivation'

Influencer 241

Influencer Cold Calling Consultative Selling Video 241

The Sales Hunter

MAY 30, 2014

Blog Consultative Selling Customer Service Professional Selling Skills Sales Training customer needs selling skills' Now, let’s look at the facts. Munich, Germany and Seattle, Washington USA (home of Starbucks) are at least 8,000 miles […].

Consultative Selling 232

Consultative Selling Selling Skills Customer Service Training 232

The Sales Hunter

JULY 17, 2014

Blog Consultative Selling Customer Service Professional Selling Skills Sales Motivation sales motivation selling' ” If you’re too young to remember the song, you better pay attention. If you do remember the song, you may choose to read out of commitment to the industry or mere fascination as […].

Consultative Selling 241

Consultative Selling Selling Skills Customer Service Motivation 241

The Sales Hunter

SEPTEMBER 18, 2014

Blog Consultative Selling Customer Service leadership pricing Professional Selling Skills competitor discount discounting price' When confronted with a competitor’s price that is ridiculously low, the last thing you should do is think about lowering your price. A price that is dirt cheap is many […].

Discount 233

Discount Consultative Selling Selling Skills Customer Service 233

The Sales Hunter

MAY 23, 2014

Not only do we wind up confusing the customer, but many times we also wind up confusing ourselves. Salespeople are quick to blame the customer as being […]. Blog Closing a Sale Cold-Calling Consultative Selling Customer Service Professional Selling Skills Prospecting prospect prospecting sales process'

Cold Calling 211

Cold Calling Consultative Selling Selling Skills Customer Service 211

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. You don’t need to be afraid! Instead, embrace and initiate dialogue about what they’ve learned on the internet. .

Sales Process 245

Sales Process Video Cold Calling Consultative Selling 245

The Sales Hunter

OCTOBER 15, 2014

Blog Consultative Selling Customer Service Professional Selling Skills dreamforce salesforce' I found myself today following the mass into the main room to hear Marc Benihoff, CEO of Salesforce, and thus the host of the event. I left before it began for one simple reason. What was he […].

SalesForce 197

SalesForce Consultative Selling Selling Skills Customer Service 197

The Sales Hunter

DECEMBER 20, 2014

Blog Consultative Selling Customer Service Professional Selling Skills Sales Motivation positive attitude sales attitude sales motivation video sales tip' ” To that I say, “You can learn!” ” What is your attitude like? Are you positive or negative? The more you learn to look at […].

Video 195

Video Consultative Selling Selling Skills Customer Service 195

The Sales Hunter

APRIL 24, 2014

Blog Consultative Selling Customer Service leadership Professional Selling Skills questions sales questions top performers top performing salespeople' The reason I say stupidity is a sales virtue is it drives us to ask questions, to be open for new ideas, and to be continually learning.

Consultative Selling 210

Consultative Selling Selling Skills Customer Service Sales 210

The Sales Hunter

AUGUST 31, 2013

Devote that energy instead to genuinely listening to your customer and showing them why you are the right choice to meet their desired outcomes. Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills Prospecting competition desired outcomes video sales tip'

Competition 226

Competition Video Consultative Selling Selling Skills 226

The Sales Hunter

JULY 18, 2013

Ignoring the customer. Trying to prove the customer is wrong. We may not think of ourselves as being self-centered, but in reality, there are too many situations where we become exactly that when we are with a customer. How much time does the customer do the talking compared to me? Most likely they do! Talking too much.

Cold Calling 241

Cold Calling Customer Service Consultative Selling Selling Skills 241

The Sales Hunter

JULY 30, 2013

Blog Cold-Calling Consultative Selling Customer Service Professional Selling Skills Prospecting Purchasing Department Sales Development Training Sales Motivation CRM customer customer service sales information' Copyright 2013, Mark Hunter “The Sales Hunter.”

CRM 261

CRM Cold Calling Customer Service Consultative Selling 261

The Sales Hunter

AUGUST 1, 2013

Use the 2-second pause immediately after the customer says something. The vast majority of salespeople are quick to respond to whatever the customer says and the 2-second pause is designed to break that habit. The impact of waiting 2 seconds after the customer says something before you say anything is powerful.

Customer Service 230

Customer Service Consultative Selling Selling Skills Closing 230

The Sales Hunter

AUGUST 24, 2013

Blog Consultative Selling Customer Service Professional Selling Skills Prospecting Sales Motivation elevator speech prospecting sales motivation selling skills video video sales tip' If you get them talking, then it’s more likely you can get them listening. ” Sales Motivation Blog. .

Video 221

Video Consultative Selling Selling Skills Motivation 221

The Sales Hunter

JANUARY 8, 2015

Blog Consultative Selling Customer Service consultative selling customer service listening selling techniques' The person talking to another person on the phone was shocked to hear Mario Cuomo had died. Excuse me, but it happened days earlier. The person saw […].

Travel 100

Travel Consultative Selling Customer Service Conversion 100