The Sales Hunter

JULY 30, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Cold-Calling Consultative Selling Customer Service Professional Selling Skills Prospecting Purchasing Department Sales Development Training Sales Motivation CRM customer customer service sales information' ” Sales Motivation Blog.

CRM 261

CRM Cold Calling Consultative Selling Customer Service 261

The Sales Hunter

MAY 8, 2013

And by “positive results,” I mean significant increase in prospecting success and more closed sales. Help your customers achieve what seems unreachable. Copyright 2013, Mark Hunter “The Sales Hunter.” They couldn’t even believe it. Success for them meant success for me.

Customer 224

Customer B2C Customer Service Selling Skills 224

The Sales Hunter

AUGUST 24, 2013

Check out the below video to see what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Consultative Selling Customer Service Professional Selling Skills Prospecting Sales Motivation elevator speech prospecting sales motivation selling skills video video sales tip'

Video 221

Video Consultative Selling Selling Skills Motivation 221

The Sales Hunter

AUGUST 31, 2013

Check out the below video to see what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills Prospecting competition desired outcomes video sales tip' ” Sales Motivation Blog. .

Competition 226

Competition Video Consultative Selling Selling Skills 226

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

APRIL 30, 2013

You can secure repeat sales from existing customers if you follow the 2/2/2 rule. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

The Sales Hunter

SEPTEMBER 21, 2013

Think about it… your customer or prospect emails you. Check out the below video to see how this works: Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Closing a Sale Customer Service Professional Selling Skills Prospecting email email tips prospect sales prospecting video video sales tip'

Video 218

Video Selling Skills Customer Service Motivation 218

The Pipeline

DECEMBER 24, 2012

Many organizations are in the midst of meeting with their sales teams to deliver their performance reviews and development plans for 2013. Cons: Santa consistently sets high, at times unrealistic expectations, only to under deliver, leaving some prospects disappointed, wanting, and having to wait 12 months for another shot at satisfaction.

Lead Scoring 275

Lead Scoring Lead Rank B2B Face-to-face 275

The Sales Hunter

JUNE 5, 2013

If so, how is the customer responding? If your customer is responding indifferently, it’s likely you’re insulting the prospect by repeating what they already know. Do your customers bring you questions in direct response to what they might have seen on the internet? ” Sales Motivation Blog.

Customer 250

Customer Direct Response Motivation Selling Skills 250

SBI Growth

NOVEMBER 8, 2012

The clearest view of the future is the market view of a company’s prospects. Not the view of its customers. The prospects represent the future. Customers represent the past. A change derived from a change in prospect behavior is invisible. A company’s information about prospects is limited.

Customer Service 288

Customer Service Account Survey ACT 288

The Sales Hunter

AUGUST 27, 2013

The best way to engage your prospect or customer is by asking short questions. Strive to make at least 50% of your questions short, and you’ll find yourself gathering much better information from your customers. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Sales Process 250

Sales Process Cold Calling Consultative Selling Selling Skills 250

The Sales Hunter

JANUARY 3, 2013

Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. ” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. ” Sales Motivation Blog.

Account 204

Account Prospecting Guidelines Compensation 204

Score More Sales

JANUARY 27, 2014

hire a prospecting coach. list out your selling “areas to work on” set aside weekly prospecting time. find a new audience for your product or service. think of stories that you can use to better connect with prospects. analyze what past customers or clients have bought from you. hire an image coach.

Lead Scoring 281

Lead Scoring Lead Rank Hiring Ideal Customer Profile 281

The Sales Hunter

SEPTEMBER 10, 2013

Don’t prospect with those who want to make every decision by way of a committee. The more time they spend with them, the less time they’ll have to spend with good customers. Copyright 2013, Mark Hunter “The Sales Hunter.” Let your competitor deal with them. ” Sales Motivation Blog.

Customer 278

Customer Negotiation Selling Skills Customer Service 278

The Sales Hunter

SEPTEMBER 3, 2013

The typical response is, “I’m too busy with paperwork to follow-up with the prospect.” They spend all day in the office preparing to prospect. Before they know it, the day is done and they merely decide to wait until tomorrow to begin prospecting. Copyright 2013, Mark Hunter “The Sales Hunter.”

Discount 238

Discount Cold Calling Consultative Selling Follow-up 238

The Sales Hunter

NOVEMBER 25, 2013

There are 6 things you should definitely not do when leaving a voicemail message, regardless of whether it is a prospecting voicemail or a message for your best customer. Copyright 2013, Mark Hunter “The Sales Hunter.” Voicemail messages are a powerful tool if done right! Definitely DON’T: 1.

Call-back 263

Call-back Consultative Selling Selling Skills Customer Service 263

The Sales Hunter

OCTOBER 12, 2013

I’m talking about broader business insights that equip you to better serve other customers. To see what I mean, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Consultative Selling Customer Service Professional Selling Skills Prospecting customer sales selling skills video sales tip'

Video 196

Video Customer Consultative Selling Selling Skills 196

The Sales Hunter

AUGUST 12, 2013

Develop 2-3 different points of entry you might be able to use with a prospect. Copyright 2013, Mark Hunter “The Sales Hunter.” Test the idea and see what the results are. Nearly everyone I’ve trained on this idea has found it works and ultimately leads to not only more sales, but to better and bigger sales.

Sales Process 229

Sales Process Consultative Selling Selling Skills Customer Service 229

The Sales Hunter

JUNE 18, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Closing a Sale Cold-Calling Consultative Selling Customer Service pricing Professional Selling Skills Prospecting Purchasing Department Sales Motivation customers prospecting sales calls' ” Sales Motivation Blog.

Cancellation 230

Cancellation Cold Calling Call-back Consultative Selling 230

The Sales Hunter

OCTOBER 10, 2013

Just because we are available 24/7, we can’t expect the customer or prospect we’re trying to reach to be available 24/7. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Customer Service Phone Sales Tips Professional Selling Skills Prospecting communication customer email phone tips'

Selling Skills 237

Selling Skills Customer Service Motivation CRM 237

The Sales Hunter

JULY 9, 2013

The results you achieve will vary, but the biggest thing to remember is when the customer pushes back on your price, you do have options. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Discount 244

Discount Customer Consultative Selling Selling Skills 244

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. Second, the discussion between the senior level person and the customer may very well uncover new opportunities you the salesperson were not aware of. Sooner you make the calls, the better.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

The Sales Hunter

JULY 9, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills Prospecting Purchasing Department Sales Training Tip closing closing a sale questions sales questioning sales tip' ” Sales Motivation Blog.

Examples 221

Examples Consultative Selling Selling Skills Customer Service 221

The Sales Hunter

AUGUST 22, 2013

Treat email as one of the tools you have to communicate with a prospect/customer. While email isn’t an exclusive tool, it is a great tool to follow up with a prospect after you’ve met them. Don’t use it as a data dump that winds up doing nothing but turning off the prospect.

Motivation 206

Motivation Selling Skills Customer Service Follow-up 206

The Sales Hunter

AUGUST 29, 2013

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. Copyright 2013, Mark Hunter “The Sales Hunter.” You need to reframe this scenario.

Consultative Selling 259

Consultative Selling Motivation Selling Skills Discount 259

The Sales Hunter

JULY 12, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Closing a Sale Cold-Calling Consultative Selling Customer Service leadership Professional Selling Skills Prospecting Sales Motivation ceo prospect sales call sales motivation sales prospecting' ” Sales Motivation Blog.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

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. For the conversation, this means getting the customer to share with you what their real needs or concerns are. ” Sales Motivation Blog.

Cold Calling 204

Cold Calling Consultative Selling Follow-up Motivation 204

The Sales Hunter

SEPTEMBER 26, 2013

When you approach sales calls with this strategy, you will be better equipped to show how what you offer meets the customers’s needs and desired benefits. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Consultative Selling 201

Consultative Selling Face-to-face Motivation Selling Skills 201

SBI Growth

SEPTEMBER 15, 2013

The organizations that have adopted early have seen 3 main benefits: They’re engaging with customers and prospects earlier in their buying process. Let’s look at a few examples of how the BPM has been used in 2013. They changed their messaging to focus on customer care. Download a copy of SBI’s Buyer Process Map Template.

Tools 300

Tools Sales Tools Collateral Vendor 300

The Sales Hunter

DECEMBER 19, 2013

What I’m saying is your process must be engineered in a way that allows you to qualify prospects quickly and move them to the point where they are sharing with you their needs and desired benefits. What this means is you have to truly understand who your customer is and what their key drivers are. Big difference!

Selling Skills 196

Selling Skills Consultative Selling Motivation Customer Service 196

The Sales Hunter

NOVEMBER 5, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Prospecting Sales Training Sales Training Tip customer service sales call sales skills selling skills' I respect you and the job you do, just as I ask you to respect me and the job I do. But that does not mean you’re my best friend.

Customer 240

Customer Call-back ACT Selling Skills 240

Score More Sales

DECEMBER 2, 2013

You can determine this in a pretty simple manner – are you leaving voice mail messages for the right prospective buyers but getting no replies? We’re helping them solve customer service issues faster with higher satisfaction rates. . Sometimes in sales you just need to start over with your messaging.

Inside Sales 230

Inside Sales Lead Scoring Lead Rank Call-back 230

The Sales Hunter

MAY 23, 2013

What this means is prospecting does not have the same merit for customers as it used to. Before the internet became as big it is today, customers would have to engage with a salesperson to find out information, regardless of where they were in the buying cycle. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Cycle 199

Sales Cycle Cold Calling Consultative Selling Education 199

SBI Growth

SEPTEMBER 26, 2012

The holidays are an obstacle to getting face time with prospects and customers to secure those last minute deals. Click here to get free advice on how your peers are planning for a busy Q4 and 2013. Introduce the service or implementation team. Account management or customer service resources.

Closing 303

Closing Lead Scoring Lead Rank Customer 303

Score More Sales

JANUARY 28, 2014

I’m looking forward to seeing how the world’s largest provider of technology services navigates the Watson team toward solving the millions of data puzzles in the business world to support small and mid-market business growth through understanding customer and prospective customer data. I sure hope so).

Data 208

Data Health Care Retail Lead Scoring 208

Understanding the Sales Force

JUNE 20, 2014

Customer-Centric/Customer-Focused Selling Of course salespeople must be more focused on the customer and prospect. Prospects are Further Along in their Buying Process Before Meeting Salespeople. Only one company can have the best product or service. Only one company can provide the best customer service.

Consultative Selling 275

Consultative Selling Inside Sales Lead Nurturing Face-to-face 275

Partners in Excellence

DECEMBER 2, 2013

But from the point of view of new, interesting, and emerging technologies focused on sales, marketing, and customer service professionals, it’s awesome. I was able to meet many clients, prospective clients, and colleagues that would have been difficult otherwise. Thank goodness for Spam filters and the Delete key.

Lead Rank 99

Lead Rank Meeting Conference Vendor 99