The Sales Hunter

NOVEMBER 15, 2011

Selling Skills or Selling Process? A person with strong selling skills. Strong selling skills certainly are a beginning. These include the ability to listen, ask questions, create a unique selling proposition and ultimately close. I refer to these as selling skills, not a sales process.

Selling Skills 186

Selling Skills Ideal Customer Profile Negotiation Facebook 186

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?” ” This is where the information gets really sketchy. Most salespeople are quick to say they know a lot but when challenged they really know very little.

Customer 100

Customer Consultative Selling Customer Service Selling Skills 100

The Sales Hunter

MAY 8, 2012

Any piece of information you receive from or about a customer needs to be validated. No matter how long you have been in sales, you know that bad information can steer you horribly wrong and maybe even cost you sales and professional relationships. For one, the information could be flat out wrong. You get the point.

Face-to-face 189

Face-to-face Guarantee Follow-up Trends 189

The Sales Hunter

JULY 30, 2013

I would be a rich person if I was paid a dollar each time a salesperson told me they don’t enter most information into their CRM system because they have a good memory and can remember. Recording information is essential. When we try and merely remember everything, we run the risk of losing pieces of crucial information.

CRM 261

CRM Cold Calling Customer Service Consultative Selling 261

The Sales Hunter

JANUARY 11, 2013

I have been talking about the informed calling method and why it is so important to your prospecting plan. When you’re using the informed calling method to prospect, be sure the information you’re sharing with the prospect is what they will find of value. Prospects will become customers when they have confidence.

Prospecting 197

Prospecting Follow-up Objections Motivation 197

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. The odds are far greater the process is going to go nowhere.

Follow-up 212

Follow-up Motivation Up-Sell Customer 212

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

NOVEMBER 10, 2012

A big problem many salespeople have is knowing how to get the customer talking. Too many times the customer either doesn’t say anything or responds with nothing more than one or two word responses. The best way to get the customer engaged in the sales process is by asking them short questions.

Video 188

Video Motivation Closing Benefit 188

Allego

MAY 2, 2019

It’s easy for sales organizations to default to the excuse that customers leave because of price. However, research shows that most customers leave because of “employee indifference.” I contend that employee indifference is really lack of empathy because salespeople and customer service teams have not been trained in empathy. .

Customer 75

Customer SalesForce Customer Service Selling Skills 75

The Sales Hunter

JUNE 11, 2013

If you’re like the typical salesperson, you get more marketing information than you could ever begin to use. Customers don’t want marketing materials. They want solutions. The last thing a customer wants to do is sit through another boring presentation. It’s about the customer, not you.

Marketing 231

Marketing Customer Service Consultative Selling Motivation 231

Sell Integrity

MAY 28, 2020

The only reason that a customer would or even should consider doing business with us is that somehow we enhance their ability to attract and serve their customers. We get focused on delivering a solution to a customer as if that was the end of the value chain. Customer Value: Find Your Fit. By Derek Roberts.

Customer 103

Customer Face-to-face Vendor Examples 103

The Sales Hunter

JULY 17, 2013

Sure, you may know quite a bit more than your customer, but if you don’t learn to pause at the right time, you may lose the sale. The typical salesperson thinks they know everything, and many times they do know quite a bit more than the customer. The customer is talking and you didn’t even have to ask a question.

Cold Calling 244

Cold Calling Customer Service Consultative Selling Negotiation 244

The Sales Hunter

JULY 9, 2013

Each one is simple and yet designed to do one thing get the customer to share more information.mplist ones. In reality, the only thing that happens is it winds up confusing the customer, and the salesperson winds up looking stupid. Simplify things for your customer by showing you care. Listen to what they have to say.

Examples 221

Examples Consultative Selling Selling Skills Customer Service 221

The Sales Hunter

DECEMBER 19, 2013

Customers are entering into the buying process later than ever, thanks to the plethora of information available on the internet. The old days of customers wanting you the salesperson to share with them everything you know is gone. Customers don’t have time for it, and for that matter, neither do you.

Selling Skills 196

Selling Skills Consultative Selling Motivation Customer Service 196

The Sales Hunter

AUGUST 27, 2013

The best way to engage your prospect or customer is by asking short questions. Short questions are fantastic because not only are they short (and easy to remember), they also get you and the customer engaged in conversation. The sales process is about getting the customer talking. Think about that for a moment. We’re not.

Sales Process 250

Sales Process Cold Calling Consultative Selling Selling Skills 250

The Sales Hunter

JULY 11, 2013

I’m a firm believer in having questions to ask a customer or prospect. What I mean by this is to be asking follow-up questions on what the customer shares with you. 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.

Cold Calling 204

Cold Calling Consultative Selling Follow-up Selling Skills 204

The Sales Hunter

AUGUST 22, 2013

Treat email as one of the tools you have to communicate with a prospect/customer. Key is to engage them, not just inform them. If all you’re doing is emailing them some more information, then you haven’t gone far enough to demonstrate why you’re different. First off, let’s get this straight.

Selling Skills 206

Selling Skills Motivation Customer Service Follow-up 206

The Sales Hunter

AUGUST 5, 2013

Do you really think your customer wants to sit through your boring sales presentation? If a customer wanted to hear a presentation, they could go to YouTube and watch a video. The objective of a sales call is to have a discussion with the customer. Your job is to help the customer see and understand things.

Closing 198

Closing Consultative Selling Motivation Selling Skills 198

The Sales Hunter

MARCH 9, 2015

Put aside the debate about the Apple Watch and let me share with you 5 things I learned from the launch of it that are going to help me sell better: 1. Provide your customer with valuable information that will have them wanting to keep your appointment. Apple has been teasing us with the […].

Consultative Selling 100

Consultative Selling Selling Skills Customer Service Motivation 100

The Sales Hunter

AUGUST 29, 2013

If you don’t believe in what you sell and how it can benefit customers, your confidence will always be shaky. If you aren’t sure how your product benefits customers, you need to ask them! Many people think testimonials are just used in the selling process to show prospects why they too should become customers.

Consultative Selling 259

Consultative Selling Motivation Selling Skills Customer Service 259

The Sales Hunter

SEPTEMBER 20, 2013

First is to get the name of your company back in front of the customer/prospect, even though the person might not be our buyer. We never know who or when the person the senior person knows may encounter the buyer to whom you sell. Third objective is being able to get a meeting during difficult periods. Start making calls this week!

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

The Sales Hunter

SEPTEMBER 26, 2013

He opened the sales meeting beautifully and then began walking the customers through the materials. For some reason, he was hung up on the idea he needed cute pictures and “marketing speak” content to wow his customer. Reason is the sales materials too many times deal with things the customer is not interested in.

Consultative Selling 201

Consultative Selling Face-to-face Selling Skills Motivation 201

The Sales Hunter

JULY 26, 2012

We were talking about how to engage the customer in a conversation. Too many in the group were talking about how they share with the customer results of things they’ve been able to do for other customers. Sharing what I refer to as testimonial information with a customer can be a great approach, if it’s done right.

Customer 212

Customer Motivation Up-Sell Groups 212

The Sales Hunter

DECEMBER 23, 2011

Sales Motivation: Customers Will Always Pay More For Confidence. Customers want solutions. You could put it another way — what customers want is confidence. In fact, I’ll go one step further in saying customers buy confidence. In fact, I’ll go one step further in saying customers buy confidence.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

APRIL 17, 2012

Case in point is when the customer with whom we are dealing seems to be a little confused and possibly appears to want everything. We do this by throwing out all kinds of information about what it is we sell — and then we even go so far as to try to get the customer to buy everything in one transaction. Not at all.

Customer 205

Customer Closing Up-Sell Benefit 205

The Sales Hunter

JANUARY 10, 2012

STOP Letting Customers Control Sales Negotiations. If your customers are controlling sales negotiations, you need a better plan. I’m going to make a safe bet that your customer is controlling you more than you might think. Statements like these from customers are going to happen. Contact Mark. E-mail RSS.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

Jeffrey Gitomer

MAY 12, 2011

Want To Learn How To Sell To Tough Customers? Tweet Share If you’re having a hard time selling to tough customers, I have a solution for you. Here’s what you’ll learn: How to transform an angry customer into a loyal client. How to use email to resolve customer issues. Customer Loyalty.

Hiring 220

Hiring Webinar Metrics Social Media Customer 220

Miller Heiman Group

APRIL 7, 2020

Poor customer service is costly: many customers stop doing business with a company if they have a single poor experience. Bad customer service costs businesses more than $41 billion a year, according to Bain & Company. Why Customer Service Best Practices Matter in Industry and Life Sciences.

Lead Rank 63

Lead Rank Lead Scoring Industry Company 63

The Sales Hunter

AUGUST 3, 2012

How much do you know about your customer’s customer? Sometimes I find that salespeople are incredibly knowledgeable about their product or service, but they forget to broaden their perspective to try to see things through the eyes of their customer’s customer. ” Sales Motivation Blog.

Customer 180

Customer Motivation Follow-up Up-Sell 180

The Sales Hunter

AUGUST 9, 2013

I read information about these types of individuals and I cringe because of their lack of integrity and we say, “How in the world could someone get that messed up?” Blog Consultative Selling Customer Service leadership Professional Selling Skills Sales Motivation integrity sales leadership sales motivation'

Sales Leadership 219

Sales Leadership Consultative Selling Motivation Selling Skills 219

The Sales Hunter

JULY 30, 2012

There is always something new you can learn about your customers. And this is true whether they are new customers or long-term accounts. If you pay close attention, you will see that there are often dramatic changes in customers’ industries or companies. No, that would be somewhat distracting.

Customer 179

Customer Industry Motivation CRM 179

The Sales Hunter

JANUARY 15, 2013

It often is a challenge is to get your customer to share with you what they’re looking for. Sure, there are a lot of specific questions you can ask depending on the type of customer, but do you want to know what I consider the 4 secret questions to ask a customer? Here goes: Why? Can you give me share with me more?

Customer 187

Customer Motivation Closing Sales Process 187

The Sales Hunter

NOVEMBER 7, 2012

The vast majority of people retain information better when they read it themselves versus when they hear the same information. 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. ” Sales Motivation Blog.

Customer 191

Customer Follow-up Closing Exact 191

The Sales Hunter

DECEMBER 7, 2012

What I’m talking about is would your customers say you are a sales leader? But the real payout is in how our customers view us. As you read through the list, ask yourself how your customers would likely answer the questions. As you read through the list, ask yourself how your customers would likely answer the questions.

Customer 233

Customer Sales Leadership Motivation Benefit 233

Jeffrey Gitomer

OCTOBER 19, 2011

Get information from them that pertains to you. Remember the information they’ve given you. You may have to be a connector to help your prospect find connections (gather information) in order to have your best chance to be a seller. Customer Loyalty. Customer Satisfaction is Worthless, Customer Loyalty is Priceless.

Networking 314

Networking Hiring Prospecting Social Media 314

The Sales Hunter

NOVEMBER 18, 2011

Ask yourself — “Do ALL of my customers do the same thing?” Now ask yourself a MORE IMPORTANT question: “Do all of the customers I don’t sell to — but would like to — do the same thing?” 27 a day to do a phone blitz to customers and prospects to let them know you’re open.

Ideal Customer Profile 196

Ideal Customer Profile Hiring Negotiation Facebook 196

Highspot

JULY 6, 2023

With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Why are Sales Skills Important? Sales skills enable sellers to persuade, negotiate, and communicate effectively. Many sales skills apply to in-person sales, remote roles , and many areas of life and work.

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52