Richardson

MARCH 23, 2021

A hard sell is an attempt to get the buyer to take action now. In contrast, a soft sell is a gradual approach. When a sales professional embraces soft selling they are taking their time. They are learning about the customer, their needs, concerns, and perceptions of value.

Selling Skills 88

Selling Skills Buyer Customer Consultative Selling 88

The Sales Hunter

OCTOBER 27, 2014

Call your best customer. Because your best customer will pump you up, possibly give you some more business and definitely help you build momentum for your day and week. Let’s start the week off on a high note. Check out the video to see what I mean: Copyright 2014, Mark Hunter “The […].

Motivation 244

Motivation Video Customer Consultative Selling 244

The Sales Hunter

OCTOBER 23, 2014

The 5 type of “customer personalities” you may face on your next sales call: 1. Decision Maker The decision maker (DM) is the person who must sign off for the deal to go through. Be careful. Many people will call themselves the decision maker, but ultimately they really submit to someone else. Influencer […].

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Decision Maker Cold Calling Customer Face-to-face 215

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. You’ll be surprised at what you can make happen when you’re naked. Excuse me, […].

Customer 239

Customer Consultative Selling Selling Skills Customer Service 239

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.

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Consultative Selling Trends Selling Skills Training 99

Sales Hacker

JUNE 17, 2020

The notion that consultative selling is the optimal way to sell has been around since the last millennium. The concept was coined in the 1970s in the book Consultative Selling by Mack Hanan. To compete in this “new buying normal,” we need to modernize what we mean by and how we execute consultative selling.

Consultative Selling 70

Consultative Selling Hiring Objections Churn 70

The Sales Hunter

JULY 26, 2014

We start to get the sense early in the sales call that this person is not going to be a good customer or even going to buy at all. Blog Consultative Selling Customer Service leadership Professional Selling Skills Sales Motivation integrity respect sales motivation video sales tip'

Video 226

Video Customer Consultative Selling Selling Skills 226

The Sales Hunter

DECEMBER 12, 2014

Your customers are willing to pay more IF — and it’s a big IF — you have the right customers. Blog Closing a Sale Consultative Selling pricing Professional Selling Skills price' Too many times […].

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Consultative Selling Customer Discount Selling Skills 226

Klozers

JUNE 5, 2014

Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling is undoubtedly difficult to get right, the rewards are high given the typical values of the products & services involved.

Consultative Selling 48

Consultative Selling Selling Skills Ideal Customer Profile Sales Methodology 48

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. .

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Video Customer Consultative Selling Selling Skills 196

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

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

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

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

OCTOBER 19, 2013

Some customers are a tremendous drain on your resources. I know what you’re thinking — that the whole idea of “firing” a customer seems very counter-productive. Truth is, though, that some customers cost you more money than they are worth. And you need to fire them. ” Sales Motivation Blog. .

Video 208

Video Customer Consultative Selling Motivation 208

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. Blog Consultative Selling Professional Selling Skills Prospecting customer prospect sales call sales prospecting'

Video 205

Video Customer Consultative Selling Selling Skills 205

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

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 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

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 9, 2013

If you’re wondering what the ultimate secret is for dealing with customers who push back on price, let me be upfront and say there isn’t any single secret. The more you can get the customer to focus on their big issue, the more likely they are to realize the price is not an issue. ” Sales Motivation Blog.

Discount 244

Discount Customer Consultative Selling Selling Skills 244

Klozers

FEBRUARY 17, 2016

Consultative Selling Skills. Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling Skills are undoubtedly difficult to get right, the rewards are high, given the typically high values of the products & services involved.

Consultative Selling 20

Consultative Selling Selling Skills Sales Methodology Education 20

The Sales Hunter

APRIL 6, 2013

Too many salespeople and sales managers are “asking” a customer for a price increase. You need to confidently tell the customer you are taking a price increase. If telling a customer you’re taking a price increase seems difficult, then trust me on this… you can learn these skills.

Video 197

Video Discount Consultative Selling Customer 197

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

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

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

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

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

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

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 […].

Social Media 264

Social Media Media Consultative Selling Video 264

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 1, 2014

Sales is about connecting with the customer. Problem is too many of us in sales make the connection with the customer by way of assumption — or, I should say, our personal assumption. Recently, I was talking with a person who I consider extremely knowledgeable and a very capable business person/salesperson.

Consultative Selling 216

Consultative Selling Selling Skills Motivation Prospecting 216

The Sales Hunter

JANUARY 10, 2015

I know, it sounds crazy, but you need to view your customer as an onion. Blog Consultative Selling Professional Selling Skills questioning sales questions video sales tip' And you need to ask questions accordingly. You ask questions, and then based on what they say, you ask follow-up questions.

Video 100

Video Customer Consultative Selling Selling Skills 100

The Sales Hunter

OCTOBER 10, 2014

Everyone talks about the need to create more value for customers, but one element that gets left out far too often is the element of time. Time is an incredible asset for any salesperson and, for that matter, for the customer. The one who leverages time the best is going to be the one […].

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Discount Consultative Selling Selling Skills Closing 227