The Sales Hunter

NOVEMBER 25, 2011

I’m not asking for it to go to the same level as Aaron and Tom give — I’m just asking, “What would happen if you stepped up your game?” Professional Selling Skills Training: Stay Motivated, Finish Strong. customer service. discounting. high profit selling. selling skills.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

DECEMBER 2, 2011

It will only set you up for failure. Instead, when you have a call that goes bad, pick up the phone and call one of your favorite customers and let them pick you up. Trying to sell to people who can’t buy. Sales Motivation: Leverage Your Best Customers. 6 Tips for Selling in a Difficult Environment.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

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

Many times I feel this is the difference between full-price and a discount. When the salesperson isn’t displaying confidence, it becomes far too easy for them to begin thinking the customer isn’t confident in buying. customer service. discounting. high profit selling. selling a price increase.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

FEBRUARY 27, 2012

When you meet someone who might benefit from what another person sells, match them up. Have a “customer satisfaction” phone blitz. Never give up on leads you believe have gone cold. customer service. discounting. high profit selling. selling a price increase. selling skills.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

The Sales Hunter

MARCH 1, 2012

The Best Way to Improve Your Negotiation Skills. If you want to know the best way to improve your negotiation skills, then invest more time in improving your selling skills. First thing I believe with regard to negotiating is that you sell first, negotiate second. Do You Have Effective Negotiation Skills?

Negotiation 170

Negotiation Motivation Ideal Customer Profile Hiring 170

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. discounting. high profit selling.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

JANUARY 6, 2012

End result is the salesperson never winds up going after the big fish. ” It is because it’s also the best time for sales managers, CEOs, COOs, and others to get out visiting customers. Using senior level people early in the year as a tool to open up new opportunities will result in big payouts later in the year.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

NOVEMBER 19, 2011

Here are a few things to keep in mind regarding using LinkedIn as a tool to reach senior level people: Senior level people will follow you long before they will let you know they’ve been following you. Don’t waste your time joining groups made up of your peers. Join groups where your customers are going to be.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

DECEMBER 3, 2011

If the phone call is important, stand up when you make it. Never be the first person to hang-up the telephone. Don’t be distracted by email or other items popping up on your computer while you’re making a call. Follow the link below to get even more phone sales skills tips for both live calls and voice mail.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

FEBRUARY 28, 2012

Companies often develop different “price points” for various levels of products and services. It is loaded up with everything imaginable. The absolute price point of this package must be much higher than you would ever expect a customer to accept. Retailers are very skilled at this. customer service.

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

The Sales Hunter

FEBRUARY 14, 2012

Like many of the salespeople I meet, I believed that discounting was a valid way to secure a customer that would then become a “long-term” customer. Certainly what I lost in charging at full price I would make up for in quantity, right? customer service. discounting. high profit selling.

Motivation 163

Motivation Discount Ideal Customer Profile Negotiation 163

The Sales Hunter

FEBRUARY 20, 2012

For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. Salespeople all know the power of referrals from existing customers and how these can be some of their best leads. The next round of blitzing occurs in the summer. customer service. discounting.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

DECEMBER 29, 2011

More importantly, they miss the opportunity to close sales without offering a discount. Sales Motivation: 2011 Goals Check Up. customer service. discounting. high profit selling. selling a price increase. selling skills. customer service. discounting. selling skills.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Sales Hunter

DECEMBER 30, 2011

Don’t sit there and strategize about how you need to wait until the sun, moon and stars line up just right. Prospecting is not difficult and in the end it’s very rewarding, because it’s how you develop new customers. Sales Prospecting: Follow-Up or Follow-Down. customer service.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

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

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

FEBRUARY 24, 2012

If you are consistently coming up with reasons why you don’t really need to go after new customers, then you really should stop being a salesperson. If, on the other hand, you want to continually refine and expand your prospecting skills , then you will create success like you have never known. customer service.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

DECEMBER 8, 2011

After 2 weeks, add up the time spent on various activities. If you want to close more sales, you have to set yourself up to close more sales. customer service. discounting. high profit selling. selling a price increase. selling skills. customer service. discounting.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

The Sales Hunter

FEBRUARY 7, 2012

If we were to believe that the reason salespeople are not more successful is simply because of pricing, then all we’d have to do to solve the problem is lower the price we ask for our goods and services. This all just creates a vicious cycle of discounting. Sales Training Tip #383: Discounting Costs You More Than You Realize.

Ideal Customer Profile 158

Ideal Customer Profile Negotiation Hiring Discount 158

The Sales Hunter

NOVEMBER 14, 2011

You develop a plan to do one or more of the following: Develop a new selling skills program. Focus on growing key customers. Sales managers struggle to come up with the answers and reps get nervous. customer service. discounting. high profit selling. selling a price increase.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

The Sales Hunter

DECEMBER 16, 2011

It’s up to you to control your time and calendar. customer service. discounting. high profit selling. selling a price increase. selling skills. customer service. discounting. high profit selling. selling a price increase. selling skills.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

DECEMBER 10, 2011

Put Your Hands Up and Step Slowly Away From the Computer. Maybe it’s time someone comes to you to tells you to put your hands up and step away from the computer. What you need to be doing is picking up the phone and making the call or getting in your car and visiting the customer. customer service.

Ideal Customer Profile 175

Ideal Customer Profile Negotiation Facebook Hiring 175

The Sales Hunter

JANUARY 24, 2012

How: Sales negotiating requires a process, and to sum it up, it means the following: 1. Know what it is you and the customer are negotiating over. Have a list of items you’re willing to offer up to the customer in exchange for something of equal or greater value. Do You Have Effective Negotiation Skills?

Negotiation 194

Negotiation Ideal Customer Profile Hiring Facebook 194

The Sales Hunter

NOVEMBER 26, 2011

This includes in particular the weeks surrounding Thanksgiving, the days leading up to Christmas and the very slow time of year between Christmas and New Year’s. All of this means you could be the person they do wind up talking to. Related posts: Professional Selling Skills Training: Sales Motivation and the Holidays.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

The Sales Hunter

JANUARY 9, 2012

We have all seen it happen to other people, and you need to learn what to do if it happens to you: Pause, look at your notes or outline and try to pick up again where you left off, or move on to your next thought. Be honest, and tell the person you will get back to him or her as soon as possible with an answer, and then follow up as promised.

Motivation 167

Motivation Ideal Customer Profile Negotiation Hiring 167

The Sales Hunter

JANUARY 3, 2012

Sell first and get your price on the table with the customer. Only after the customer has rejected your price twice should you even think about negotiating. Have a list of things you are would be willing to offer up that are of low cost to you but high value to the customer. customer service.

Negotiation 177

Negotiation Motivation Strategy Ideal Customer Profile 177

The Sales Hunter

APRIL 17, 2012

I spend a lot of time talking about the problems of discounting your price. 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. They feel it’s beneath them to ask the customer to explain something in more detail.

Discount 174

Discount Follow-up Up-Sell Customer 174

The Sales Hunter

JANUARY 3, 2012

They’re already sold on what it is you’re selling; the only problem is they’re buying it from someone else. The thrill of picking up a new customer this way is incredible. The best way to pick up a new customer is by having someone who is familiar with what you do take you with them to their new employer.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

FEBRUARY 4, 2012

First, let’s clear up one thing: We sell first and negotiate second. There’s no reason to enter into sales negotiation with anyone if you can sell to them instead. I’m a very strong believer in always selling first, because it gives us the ability to understand the customer’s key needs.

Negotiation 206

Negotiation Motivation Hiring Ideal Customer Profile 206

The Sales Hunter

FEBRUARY 17, 2012

The politics can come in many different forms, but the one that trips up salespeople the most is the politics that can from what I call the “remote influencer.” customer service. discounting. high profit selling. selling a price increase. selling skills. customer service.

Motivation 172

Motivation B2B Decision Maker Hiring 172

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 23, 2012

Leaders are comfortable with communication flowing back up to them and how to deal with it once it’s received. Leadership and High-Profit Selling. customer service. discounting. high profit selling. selling a price increase. selling skills. customer service.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

The Sales Hunter

JANUARY 27, 2012

” This happens when the salesperson who is left alone too much begins to come up with all kinds of reasons as to why something won’t work. Bad Salespeople Make Cheap Customers: Sales Training Tip #408. customer service. discounting. high profit selling. selling a price increase.

Sales Management 204

Sales Management Training Hiring Ideal Customer Profile 204

The Sales Hunter

DECEMBER 13, 2011

Naturally, you’re going to wish them the best for the holidays and the new year, but your objective should also include one or more of the following: Gain any additional year-end business that might be available. Get orders set up now for the next year, including dates, quantities, etc. customer service. leadership.

Ideal Customer Profile 172

Ideal Customer Profile Hiring Negotiation Referrals 172

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. discounting.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Sales Hunter

JANUARY 7, 2012

Too many salespeople spend way too much of their time listening to people who only wind up doing one thing — hurting their sales performance. customer service. discounting. high profit selling. selling a price increase. selling skills. customer service. discounting.

Motivation 193

Motivation Hiring Ideal Customer Profile Negotiation 193

The Sales Hunter

DECEMBER 6, 2011

Since there is a lot we can learn from fantasy football that will help us in sales, we’ll just have to say it’s acceptable to work our line-ups during the “sales day.” Have you taken our quick sales survey yet?! Related posts: Professional Selling Skills Training: Stay Motivated, Finish Strong.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Cancellation 200