The Sales Hunter

JULY 25, 2014

It’s a great opportunity to hear me talk more about the need for finding the right customers and to avoid discounting as a sales strategy. Blog Closing a Sale Consultative Selling pricing Professional Selling Skills Sales Motivation discount discounting price sales discounting sales strategy salesfolk'

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The Sales Hunter

SEPTEMBER 13, 2014

A better approach is little successes every day that then add up to better opportunities. Blog Cold-Calling Consultative Selling Professional Selling Skills Sales Motivation sales motivation selling success successful selling video sales tip' Climb your way up step by step.

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The Sales Hunter

JUNE 7, 2014

But the real opportunities often come through asking your customers relevant questions about their circumstances down the road. Blog Closing a Sale Consultative Selling Professional Selling Skills Prospecting high profit selling prospecting video sales tip'

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Video Consultative Selling Selling Skills Closing 206

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. Blog Consultative Selling Customer Service Professional Selling Skills Prospecting customer sales selling skills video sales tip' ” Sales Motivation Blog. .

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The Sales Hunter

JULY 27, 2013

Used correctly, though, it is a sales leadership technique that can boost a salesperson’s sales motivation and open up opportunities that otherwise would go uncovered. Check out the below video to see the best way and time to have a “four-legged sales call”: Copyright 2013, Mark Hunter “The Sales Hunter.”

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Understanding the Sales Force

DECEMBER 1, 2020

Not being one to pass up opportunities like this, I conducted the following comparison: First, it's important to know that OMG's assessment is sales specific - built for sales. Consultative Selling Skills - Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%.

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The Sales Hunter

AUGUST 27, 2013

When you do, you will tap into opportunities that long questions will never reveal. As I have the opportunity to work with salespeople on sales calls across a wide number of industries, I see this happening time and time again. The best way to engage your prospect or customer is by asking short questions. ” Sales Motivation Blog.

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The Sales Hunter

DECEMBER 19, 2013

I’m a strong believer there are significant sales opportunities that abound in every industry, but they’re never uncovered because the sales industry does a poor job of listening. Blog Consultative Selling Customer Service Professional Selling Skills Sales Motivation sales process selling skills'

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The Sales Hunter

JANUARY 20, 2015

If you’re like me, each year poses new opportunities and new challenges. Blog Consultative Selling Professional Selling Skills obstacles sales motivation sales skills' Regardless of how you view things, the core issue is the same — we must be ready from the start to make it happen.

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The Sales Hunter

OCTOBER 18, 2013

.” The issue is what is it going to take for the salesperson to understand the needs of the customer and make an offer that will address the opportunity. Blog Closing a Sale Consultative Selling Professional Selling Skills Sales Motivation sales leadership sales manager' ” Sales Motivation Blog.

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The Sales Hunter

AUGUST 12, 2013

Conversely, the person who closes slow has the opportunity to get the customer to see a bigger picture. In so doing, both the salesperson and the customer likely discover there is more opportunity for the salesperson to help the customer. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

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The Sales Hunter

SEPTEMBER 13, 2013

I’m not saying to forgo long-term sales opportunities, but you need to monitor time spent on these very closely in the 4 th quarter. Schedule yourself to be with the salespeople who have the opportunities that can be leveraged by your presence. Fourth, allocate your time to be customer facing as mush as possible.

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The Sales Hunter

SEPTEMBER 20, 2013

We never know who or when the person the senior person knows may encounter the buyer to whom you sell. Second, the discussion between the senior level person and the customer may very well uncover new opportunities you the salesperson were not aware of. Third objective is being able to get a meeting during difficult periods.

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The Sales Hunter

OCTOBER 29, 2013

This means inquiring about replenishing what you already provide them and seeking out new opportunities. Blog Closing a Sale Consultative Selling pricing Professional Selling Skills Prospecting goal goal setting price sales goals year-end' Don’t hold back. Be upfront that you’re looking for volume.

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The Sales Hunter

DECEMBER 5, 2013

Top performers, however, see each day, each activity, and each item they read as an opportunity to learn something new. Blog Consultative Selling leadership Motivational Sales Speaker Professional Selling Skills great salespeople sales process' Average people are quick to say there is nothing new to be learned.

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The Sales Hunter

APRIL 11, 2013

If you’re bringing senior management, then use it as an opportunity to have a meeting with the customer’s senior management. Ask the senior manager after the call if they saw any opportunities that possibly you haven’t considered. Brief overview of the customer’s performance in the marketplace.

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The Sales Hunter

AUGUST 29, 2013

This isn’t about you not having information; it’s about you having an opportunity to better serve the customer by getting the information. Blog Consultative Selling Customer Service leadership pricing Professional Selling Skills Sales Motivation communication skills confidence price sales motivation'

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The Sales Hunter

AUGUST 30, 2013

After all, securing a meeting with the CEO is an opportunity that doesn’t come along every day. Blog Consultative Selling leadership Networking Professional Selling Skills c-suite ceo leader sales leadership' Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

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Understanding the Sales Force

SEPTEMBER 26, 2014

He instantly reminded me of the salesperson that works lots of hours, always seems to have enough to keep quite busy, but never seems to be get his opportunities moved through the pipeline to closure. Jogger #2 two was a middle-aged woman who was moving in slow motion. Until that moment, I did not believe anyone could run that slowly!

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Hoovers Hiring Sales Qualified Lead Lead Rank 228

Highspot

DECEMBER 5, 2023

For dyed-in-the-wool, traditional sales reps, consultative selling can sometimes seem intimidating at first. This should come as no surprise, especially when you consider consultative selling takes the “normal” sales process and, for all intents and purposes, turns it on its head. What Is Consultative Selling?

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Mindtickle

SEPTEMBER 13, 2023

The most successful sales organizations are adopting a consultative selling approach to meet buyers’ lofting expectations – and start closing more deals, faster. In this post, we’ll explore what consultative selling is, how it differs from traditional selling, and how it can set your organization apart from the competition.

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Understanding the Sales Force

APRIL 4, 2012

Understanding the Sales Force by Dave Kurlan Today we have another rare opportunity to compare a personality assessment masquerading as a sales assessment to OMG's sales specific assessment. OMG found that the candidate has only 11% of the attributes of the Consultative selling skill set and 11% of the attributes of the Closer skill set.

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Hiring Cold Calling Selling Skills Consultative Selling 184

Women Sales Pros

DECEMBER 27, 2018

You will find two key differentiators: Conviction – The salesperson selling value and at full margin has no doubt that her product, service, and expertise are worth it. Selling skills – Salespeople that sells on value has put in the time to become masterful at the art and science of sales. That was an uncomfortable ride.

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Highspot

NOVEMBER 1, 2022

For dyed-in-the-wool, traditional sales reps , consultative selling can sometimes seem intimidating at first. This should come as no surprise, especially when you consider consultative selling takes the “normal” sales process and turns it on its head. WHAT IS CONSULTATIVE SELLING ? First things first.

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Anthony Cole Training

NOVEMBER 20, 2012

Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. These weaknesses can neutralize entire skill sets, from Hunting skills to Consultative Selling skills to Qualifying skills to Closing Skills.

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Airlines Prospecting Decision Maker Vendor 137

The Brooks Group

MAY 24, 2017

Savvy distributors are providing their service department with consultative selling skills training so they are able to: 1. Leveraging value-added services provides tremendous profit opportunities for distributors. better understand the customer’s pain points, and. Helps You Achieve Higher Margins.

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Customer Service Benefit Customer Margin 49

Partners in Excellence

FEBRUARY 27, 2019

Helping our customers requires new sales skills. The traditional solutions and consultative selling skills become table stakes. It’s not the hiring, onboarding, and sunk compensation costs that kill us; it’s the opportunity cost. This process is complex.

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Highspot

JANUARY 9, 2024

Each stage requires specific selling skills to satisfy prospect needs. Initial meeting / Pitch: This is the opportunity to make a solid first impression with a well-prepared pitch that addresses the prospect’s unique requirements. Teach Objection Handling Equipping sales reps to handle objections is vital.

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Understanding the Sales Force

OCTOBER 30, 2012

Not being one to ever pass up opportunities like this I, conducted the following comparison. Consultative Selling Skills (Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. OMG looks at the specific skills necessary for selling consultatively and scored the candidate at 22%).

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Hiring Lead Rank Lead Scoring Sales Qualified Lead 238

The Digital Sales Institute

FEBRUARY 4, 2021

Nearly every sales skill that is essential for engaging buyers today can be acquired with regular sales training. The world of selling is moving fast around us, moving towards digital, moving towards soft skills and moving towards helpful consultative selling without the hard sales pitch. Relationship Building.

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The Sales Hunter

DECEMBER 27, 2011

The beauty is these new leads is that many times, they involve strategic opportunities your buyer or person you work with may not even be aware of. Develop your plan now to go after the really big opportunities you have in 2012. high profit selling. selling a price increase. selling skills. cold calling.

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Motivation Hiring Ideal Customer Profile Negotiation 213

Pointclear

SEPTEMBER 13, 2016

If you wait until there is an active opportunity, it’s too late. That’s the opportunity…”. Dave Kurlan: “While prospects are certainly further along than they have been in the past, the percentages being propagated by marketing firms with something to sell has been exaggerated. It is possible. I’ve helped my clients do so.”.

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B2B Cold Calling Inbound Lead Rank 100

The Digital Sales Institute

OCTOBER 24, 2018

Sales techniques training courses are about improving a salespersons selling skills across a broad range of activities from sales prospecting to closing to social selling. This lack of understanding has the knock-on effect of much of the training course content being forgotten soon after the sales course is over.

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The Pipeline

APRIL 27, 2011

Bring in outsiders to teach a skill or customer insight. Practice objection-handling or consultative selling skills. The former allows an opportunity for your team to learn best practices from others in context, and the latter allows the team to help each other break through roadblocks and move deals forward.

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The Brooks Group

JULY 11, 2018

Train your salespeople in consultative selling skills. A consultative approach will also improve your team’s first contact resolution rates (properly addressing the customer's need the first time they call or email, thereby eliminating the need for the customer to follow up a second time.)

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KLA Group

JULY 21, 2021

More specifically, coaching sales reps how to better convert inbound leads into sales-qualified opportunities. However, there is one connection to sports that often gets overlooked – COACHING. Sales […]. The post Convert More Inbound Leads by Coaching Sales Reps in 4 Steps first appeared on KLA Group - Denver.

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The Sales Hunter

FEBRUARY 10, 2012

Use the opportunity to teach them something that will help them do their job or run their company more effectively. Every problem is an opportunity for you to accept. high profit selling. selling a price increase. selling skills. Blog , Consultative Selling , Customer Service. cold calling.

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