The Science of Basic Selling Skills

Bernadette McClelland

And the basics of selling are….? 4. Make your key objective to help the customer, not to close a sale. And I’d like to refer to them as Identity Skills. The Basics of any form of Leadership. How do we develop our complex problem solving skills?

3 Referral Selling Skills All B2B Sales Reps Should Practice

No More Cold Calling

Ensure your sales team makes time to practice these critical prospecting strategies. Building professional skills takes practice— deliberate practice. B2B sales reps don’t get good overnight either. Here’s how B2B sales professionals can keep their referral skills sharp: 1.

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Sales Leadership is a Lifestyle

The Sales Hunter

Blog leadership Professional Selling Skills leader sales leader sales leadershipEarlier this week, I was sitting in a strategic planning meeting with a client. It’s one of those days where the conversation is simply amazing. Five of us in the room and each one contributing ideas, sharing insights and collectively developing better outcomes. Reason I’m sharing this with you is I’ve been writing up my […].

The Value of Sales Leadership

The Sales Hunter

Recently I’ve been working with a number of salespeople making sales calls that stretch across a wide range of industries, and one thing stands out — Sales Leadership. What makes the meaningful information so critical is the sales leader knows what to do with it.

To Become A Master Salesperson, Master NON Selling Skills.

Jeffrey Gitomer

To Become A Master Salesperson, Master NON Selling Skills. Tweet Share Everyone talks about “how to sell” Not me. In order to struggle less, you must begin to make the transition from “making a sale” to “creating a buying atmosphere.”

Sales Leadership Friday

The Sales Hunter

Welcome to Sales Leadership Friday! Starting today, on each Friday I will provide to you insights to generate thinking about sales leadership. Defining “sales leadership”. 5 Things the CFO needs to know about sales. Senior Sales role with new hires.

Sales Leadership: Who is Holding You Accountable?

The Sales Hunter

Blog leadership Professional Selling Skills accountability sales sales leader sales leadershipThe Winter Olympics are now underway and each of the athletes share more than a few things in common, but one major item is each one is willing to be held accountable by someone else. It might be a coach, trainer or a person with another role, but the fact is nobody gets to the […].

5 Year-End Sales Leadership Tips

The Sales Hunter

Here is my list of 5 quick sales leadership tips that make a difference: First, personally thank each person you lead for their contributions. Fifth, take the time to reflect back on your accomplishments and use them as a guide to helping you to set your leadership goals for next year.

Executive Sales Leader Briefing: Sales Leadership Begins with Respect

The Sales Hunter

This week all of us had a front-row seat watching leadership unfold in the US Presidential election. Blog leadership Professional Selling Skills executive sales leader briefing leader sales leadershipThrough it all, I’m reminded of an old saying: “Humility in success, dignity in defeat.” ” As leaders we’re challenged to show respect to others in good times and bad, whether we’re on the winning or losing side.

Sales Leadership Requires Personal Leadership

The Sales Hunter

If we want our customers and others to see us as a sales leader, we have to ask ourselves if we’re living up to personal leadership. Blog leadership Professional Selling Skills executive sales leader briefing leader sales leaderEach week we hear of another leader — whether it be in business, sports, politics or society in general — being taken down due to their personal behavior. It’s […].

Sales Leadership Begins With Having Industry Knowledge

The Sales Hunter

There are far too many salespeople going through the sales motions without a foundational […]. Blog Customer Service leadership Professional Selling Skills Sales Motivation industry knowledge sales leadership Are you as smart as your customer when it comes to knowing how your industry operates? Why should a customer make time to speak with us if we don’t have a level of industry knowledge they would find value in?

Sales Leadership is About Building Relationships

The Sales Hunter

Blog leadership Professional Selling Skills communication leader relationshipsHow many times have you talked to somebody who you can tell is not paying attention? Years ago I worked with Tom, who yes, was a nice guy, but I never felt I had his attention when talking with him. I’d be talking with Tom in a hallway or meeting room and the entire time […].

Sales Leadership — Will Your Customers Even Value It?

The Sales Hunter

Blog leadership Professional Selling Skills leader sales leadershipWhen was the last time you did a deep dive to really determine why your customers choose to do business with you? We’d all like to think we have customers who are incredibly loyal to us because of how good we are, but is that really the case? When we have a customer agree […].

December Sales Leadership: Yes, it Matters!

The Sales Hunter

How is your sales leadership during the month of December? Too many times, I hear from sales managers who are complaining about how customers are pushing things back to January due to the holidays. Instead, stay focused and demonstrate genuine sales leadership.

Executive Sales Leader Briefing: Sales Leadership is a Team Sport

The Sales Hunter

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. Blog leadership Professional Selling Skills leader sales leader sales leadership

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Sales Leadership and Preparing for 2013

The Sales Hunter

What does your sales plan look like for 2013? If it is, that’s fine…but is it also focused toward sales leadership in how you will meet your objectives? What I find is far too many sales plans do not have built into them any process for sales leadership.

Sales Leadership: Do Others Think You’re Having Fun?

The Sales Hunter

Blog leadership Professional Selling Skills leader sales leader sales leadershipNearly every week, I’m somewhere speaking to an audience of salespeople and leaders. People are always interested in my background and how I wound up doing what I’m doing. They’re also quick to say how it is obvious I thoroughly enjoy what I do and I’m having fun. The question that comes next always surprises […].

Sales Leadership: What Will You Learn Today?

The Sales Hunter

Blog leadership Professional Selling Skills Prospecting Sales Development Training Sales Motivation learn learning listen listening outbound prospecting sales leaderEarlier this week I was talking to a person who was asking me what I do for a job. He was intrigued by the fact I spend the bulk of my time speaking at major conferences around the U.S. and the world. He was deeply interested in how I felt I could be knowledgeable enough […].

Role Sales Leadership Plays in NOT Discounting the Price

The Sales Hunter

Blog leadership Professional Selling Skills leader sales leadership Far too many salespeople roll over and play dead the moment the customer pushes back on their price. All of the macho bravado the salesperson exhibited getting ready for the call is gone in a flash. Stop and ask yourself, “Why does this happen?” ” And don’t think for a moment you haven’t done the […].

Sales Leadership Friday: Marketing vs. Sales

The Sales Hunter

One challenges many CEOs face is to finding a way to balance the role of Sales with the role of Marketing. Marketing is far more skilled at controlling brand positioning than Sales, yet I’ve seen far too many times where Sales tries to control brand positioning.

Sales Leadership Friday: Developing Leaders? Try These Tools

The Sales Hunter

I can’t be in a classroom without sharing with them my list of recommendations for sources to help someone become a sales leader. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Sales Leadership and Integrity: One Step at a Time

The Sales Hunter

How does this apply to us as sales leaders? As sales leaders, we’re called upon to lead, and it doesn’t take a genius to know it’s a lot easier to lead when you have integrity than it is to lead when you lack integrity. ” Sales Motivation Blog.

Obamacare and Sales Leadership: 3 Things We Can Learn

The Sales Hunter

You’re in sales and you sell the customer something based on a set of expectations they develop from what they have heard from you. This means in our sales process we have to be dialoguing with the customer, not merely talking at them. ” Sales Motivation Blog.

Sales Leadership: The Past is the Past. Time to Move On!

The Sales Hunter

Each person felt that due to problems they’ve had in the past in sales, they would never be successful in the future. Blog leadership Professional Selling Skills sales sales leader sales leadershipThree people reached out to me in the last few days and each one shared a common problem. Each person was quite serious in their phone call or email, and each one appeared […].

Sales Leadership and Meeting the CEO: Are You Ready?

The Sales Hunter

If you want to strengthen your sales leadership skills, though, these types of meetings are exactly the situations you need. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Executive Sales Leader Briefing: Sales Leadership and the People You Attract

The Sales Hunter

Blog leadership Professional Selling Skills executive sales leader briefing leader sales leadershipWhom do you attract? Earlier this week I was at the National Speakers Association Annual Conference — #Influence17. Each time I go I’m amazed at who I meet. From hallway discussions to the main sessions, it’s about connecting and learning from others. Walking to a session, a good friend stopped me and asked if I […].

Sales Leadership Friday: Manage the Numbers. Lead the People.

The Sales Hunter

In sales, it can be all about the numbers and there’s nothing wrong with being concerned about the numbers. However, too many sales managers spend all of their time dealing with the numbers, leaving zero time to spend with their people. ” Sales Motivation Blog.

Sales Leadership: Are You Focused on the Right Things? Introducing KLIs…

The Sales Hunter

Blog Consultative Selling Customer Service leadership Professional Selling Skills indicators key leading indicators KLIs leader sales leadership Lately I’ve been getting a lot of questions and insights from clients and others regarding KPIs (Key Performance Indicators.) The use of them is nothing new, and I’ve been a big proponent of using them to help measure the business and, more importantly, for individuals to measure their performance.

Sales Leadership: What Did You Learn Today? How Will You Use It Tomorrow?

The Sales Hunter

I would hope learning new things about your customer is something that is already baked into your sales DNA. Sales leadership is not doing the same thing as everyone else. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Sales Leadership: Are You Leading a Sales Process or Are You Leading Your Customer?

The Sales Hunter

Last week I found myself in a discussion with a sales manager regarding the subject of sales leadership and what does it really entail. Our discussion centered around the quality of the sales call, but it made me think about it from a different perspective.

Sales Leadership is Not Just for Market Leaders and Top Salespeople

The Sales Hunter

The argument I hear is how sales leadership is something that only involves top performing sales people, sales managers or those who work for a company with huge market share. It doesn’t matter what your position, sales leadership does matter.

Sales Leadership and Sales Motivation: Are You Building A Firm Foundation?

The Sales Hunter

When we are seen as showing a high degree of sales leadership with our customers, we have the ability to not only help them succeed, but also to achieve a higher level of profit for ourselves. These two traits, sales leadership and sales motivation, compliment each other.

Year-End Sales Leadership: 4 Things You Need to Do

The Sales Hunter

Last thing you want to do is close a sale, only to find out the new customer’s Accounting Department won’t process anything until after the new year starts. Be a sales leader in Q4. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Leadership Friday: Two Deadly Words in Sales… “If” and “Then”

The Sales Hunter

I can’t tell you the number of times I’ve heard salespeople and sales managers use what I refer to as the two deadly words in sales: “if” and “then.” Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Friday Sales Leadership: Sunday Night Emails that Destroy a Sales Team

The Sales Hunter

For sales managers, it is many times when they send out emails to the team letting them know about things and laying the groundwork for what is expected in the week to come. Many times for sales managers, they don’t understand how their emails are being received.

High Profit Prospecting: The Critical Role of Sales Leadership in Prospecting

The Sales Hunter

The elephant in the room is the environment created by the leadership of the organization. It begins with leadership claiming any shortcoming in […]. Professional Selling SkillsIt’s time to talk about the elephant in the room with regard to prospecting.

Sales Leadership: 9 Things the CEO MUST Know When Making a Sales Call with a Salesperson

The Sales Hunter

If you are a CEO or senior manager and you are planning to go on a sales call with someone on your sales staff, here are 9 things you must know: 1. It’s not every day a salesperson has the CEO in their car and on a sales call with them. ” Sales Motivation Blog.