The Sales Hunter

NOVEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Selling Skills or Selling Process? A person with strong selling skills. Strong selling skills certainly are a beginning. 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

SEPTEMBER 12, 2013

We all want better prospects. The question we have to ask ourselves is, “Do we get better prospects by simply finding more or do we get better prospects by taking the ones we have and making them better?” ” Here are 4 quick tips you can use to get better prospects by focusing on the ones you already have.

Prospecting 217

Prospecting Discount Selling Skills Follow-up 217

The Sales Hunter

JANUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. The Slippery Slope of Discounting. For sake of argument, let’s say that you do believe in your price, but offering a discount has become commonplace among your sales force. Client List. Testimonials.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

The Sales Hunter

OCTOBER 7, 2014

” Here are 5 reasons why you can and will sell more AFTER you raise your price: 1. Blog pricing Professional Selling Skills discount discounting price prospect prospecting value' Customers will see you differently. A […].

Discount 238

Discount Selling Skills Prospecting Customer 238

The Sales Hunter

MARCH 12, 2015

The last thing any salesperson needs to be concerned about is their price when they find themselves talking to a new prospect. I have watched far too many salespeople mentally take themselves out of the running with a prospect, all because they’re fixated on thinking their price is going to be too high. Your […].

Prospecting 100

Prospecting Discount Selling Skills Sales 100

The Sales Hunter

OCTOBER 28, 2014

How many times have you received a phone call or an email from a prospect who says something like, “All I’m looking for is a price. Blog pricing Professional Selling Skills discount discounting price sales discount' We’ve all had calls like this and wow are they tempting. Quit kidding […].

Discount 226

Discount Selling Skills How To Prospecting 226

The Sales Hunter

FEBRUARY 15, 2013

An easy way to help you control this urge is by always carrying with you a list of all of the customers/sales prospects that are in your pipeline. ” The answer here is to make sure you always have with a list of the next 20 prospects you’re going to call on.

Pipeline 202

Pipeline Discount Face-to-face Top of Funnel 202

The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 7 Sales Prospecting Ideas That Work. Here’s a list of 7 sales prospecting ideas you can use right now: 1. Give away prospects to others. You heard me — give away prospects. discounting.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

The Sales Hunter

DECEMBER 10, 2013

As tempting as it might be to offer discounts right now to make a number, doing so can create huge issues if you expect to get any repeat business from them next year. Year-end discounts send a message not only to your customers, but also to your prospects, that the best way to get a deal is to wait. Hold firm on pricing.

Discount 224

Discount Commission Selling Skills Prospecting 224

The Sales Hunter

NOVEMBER 26, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Why You Should Prospect During the Holidays. Yes, you can do sales prospecting during the holidays. Step one when prospecting is to tap into your referral list. Client List. Testimonials. FREE Resources.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

The Sales Hunter

NOVEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 6 Great Sales Questions to Ask Prospects. What are some great sales questions to ask prospects? I think the great questions are the ones that determine if the prospect is even a valid prospect.

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

The Sales Hunter

APRIL 19, 2012

If you ask me, it was lame and pathetic and the only thing I could think of is whatever it was he was selling must have been way overpriced to begin with. Negotiating with the prospect or offering a discount to a prospect to entice a sale is absolutely pathetic. Sell first. It won’t get you far, though.

Negotiation 186

Negotiation Prospecting Discount Up-Sell 186

The Sales Hunter

APRIL 20, 2012

Have you ever stopped to wonder why some salespeople never seem to have to cut their price to close a deal and other salespeople offer discounts all the time? Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects. Sure it does. Not a good idea.).

Prospecting 217

Prospecting Customer Hiring Discount 217

The Sales Hunter

JUNE 26, 2012

Sure, I won’t discount the value of good lead sources, but what I will say is I’ve watched far too many salespeople botch good leads — and great salespeople turn what appear to be poor leads into great customers. Many salespeople have the belief they can somehow do all of their prospecting with email. Confidence.

Prospecting 214

Prospecting Lead Rank Lead Scoring Discount 214

The Sales Hunter

JANUARY 6, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. January is “Prospecting for Sales Month” Jan 06, 2012. I bet you didn’t know January is “Prospecting for Sales Month.” No, this means actively calling on prospects. Client List.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 5 Secrets to Get Better Prospecting Leads. There are 5 secrets used by top-performing salespeople to get better prospecting leads. The reason these are great prospects is simple. Client List. Testimonials.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

DECEMBER 30, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 4 Easy Steps to Better Prospecting. Do you want 4 easy steps for prospecting that yields the kind of results that you don’t just want, but you need? Identify the prospect. Identify the prospect.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

The Sales Hunter

MARCH 31, 2015

Your best solution is to find better prospects. […]. Blog Breakthrough Sales University pricing Professional Selling Skills breakthrough sales university discount discounting handling objections objections price' Problem is you may very well come up with the wrong solution.

Discount 100

Discount Customer Selling Skills Objections 100

The Sales Hunter

FEBRUARY 8, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. How “Social Media” Can Be Part of Your Prospecting Strategy. If you want more profits, you’re going to have to have the most comprehensive and effective “prospecting tool bag” possible.

Social Media 189

Social Media Media Strategy Prospecting 189

The Sales Hunter

OCTOBER 8, 2013

Mainly, they offer too many discounts or other concessions that ultimately destroy profit and diminish the confidence the customer has in the salesperson and/or the product. Instead, begin right now to mine your current customer list and your prospecting list. My suggestion? Don’t panic. And don’t coast.

Cold Calling 223

Cold Calling Discount Consultative Selling Compensation 223

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Voicemail as a Prospecting Strategy? What this means is you use cold-calling voicemails as one part of your prospecting strategy, and the other parts are going to include email, direct mail, networking, and so forth.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

The Sales Hunter

MAY 23, 2012

If you have your doubts, I encourage you to trust me and realize that better prospecting does equal better profits. Salespeople regularly tell me that finding quality prospects and keeping their pipeline full is their biggest challenge. Not only will a fuller pipeline relieve some of your stress, it also will protect your pricing.

Prospecting 163

Prospecting Discount Webinar Metrics Pipeline 163

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 4 Things to Do Right Now to Get Better Sales Prospects. We all need better sales prospects. Rarely do I run into a salesperson who is not looking for more sales prospects. Expand your prospecting funnel.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

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. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

The Sales Hunter

JUNE 25, 2013

Demand the largest volume discount price on all orders, regardless of size. Blog Closing a Sale leadership Negotiation pricing Professional Selling Skills Prospecting Purchasing Department buyer negotiating negotiation price professional buyer prospect prospecting purchasing department'

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Negotiation Buyer Discount Selling Skills 215

The Sales Hunter

OCTOBER 29, 2013

Second, accelerate the level of activity you’re having with prospects you’re close to closing. Third, devote an extra 30 minutes per day to telephoning warm prospects. Fourth, set up a weekly blitz of emails to everyone on your prospecting list regardless of what you believe their potential is.

Consultative Selling 246

Consultative Selling Call-back Discount Selling Skills 246

The Sales Hunter

JANUARY 12, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Why “Social Media” Sucks for Prospecting. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. discounting. prospecting.

Social Media 157

Social Media Media Motivation Prospecting 157

Klozers

APRIL 11, 2016

In the world of sales; Selling Skills can make the difference between a Rainmaker and a Bank breaker for most businesses. Analysing and testing these skills in sales people is difficult, as often they can appear pitch perfect in the office but never quite seem to get matching results in the field. 2) Closing New Business.

Selling Skills 20

Selling Skills Decision Maker Ideal Customer Profile Face-to-face 20

The Sales Hunter

JULY 30, 2013

Discounting the price is a non-starter to closing the sale if it’s all about the outcome. St op and ask yourself if you know the expected value that your customers are going to receive from what you sell? Make that the primary piece of what you’re trying to determine with each customer and prospect you meet.

Discount 250

Discount Selling Skills Energy Benefit 250

Braveheart Sales

APRIL 6, 2021

As a Seller: If a seller has been frequently told “no,” they tend to assume that a new prospect, one who has never told them “no” before, is somehow going to raise the same objections others have raised. However, many salespeople prepare their entire sales conversation based on the assumption that the prospect is going to object.

Discount 52

Discount Objections Groups Selling Skills 52

The Sales Hunter

MARCH 7, 2014

Hesitation to call customers and especially to call prospects. Every time you meet with your boss, you say something like, “If only we had _, then I would be able to sell a lot more.” Are you fast to offer the customer a discount the second you sense a hesitation on their part to buy?

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

The Sales Hunter

JANUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. I don’t believe it’s a lack of closing, prospecting or any other skill that most salespeople would say is the #1 way they are hurting themselves and their company. The Slippery Slope of Discounting.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

NOVEMBER 25, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. You spend far more time preparing than you actually do selling or playing a game. You can’t do your job without knowing something about your prospect or a scouting report. discounting. high profit selling.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

AUGUST 29, 2013

Many people think testimonials are just used in the selling process to show prospects why they too should become customers. But testimonials also can be a vivid reminder to you as the salesperson that what you sell does indeed positively impact lives. This level of comfort will boost your confidence as well.

Consultative Selling 259

Consultative Selling Motivation Selling Skills Discount 259

Score More Sales

FEBRUARY 20, 2013

From a personal standpoint, I once lost a position running a corporate university because, in part, some of the C-level team felt it was too focused on “soft skills” See if any of these sound familiar for you or someone on the sales team: Discounting and getting price shopped – lack of self-regard or assertiveness.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

The Sales Hunter

FEBRUARY 21, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Well, the salesperson who doesn’t discover what the customer wants will always be quick to discount price in order to get the sale. Sales Training Tip #383: Discounting Costs You More Than You Realize.

Motivation 147

Motivation Ideal Customer Profile Hiring Discount 147

The Sales Hunter

NOVEMBER 17, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Professional Selling Skills: Sales Motivation Survey Results. discounting. high profit selling. prospecting. selling a price increase. selling skills. discounting.

Motivation 168

Motivation Survey Hiring Ideal Customer Profile 168