The Sales Hunter

SEPTEMBER 3, 2013

Remember, customers are looking for benefits first. The other thing that would happen is that if we focus on the benefits the customer is looking for, then we are going to see better the value we bring. As a result of changing your perspective, you’ll be in a better position to help uncover benefits.

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Customer Discount Comparison Consultative Selling 238

The Sales Hunter

AUGUST 5, 2014

The key “benefit” is the price point! Blog pricing Professional Selling Skills discount discounting low-price customer price sales discount' Recently while traveling, I saw this billboard for “TIMELESS plastic surgery.” ” I couldn’t help but make a comment about it. Now what does that tell you about the value?

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Discount Travel Selling Skills Benefit 241

The Sales Hunter

SEPTEMBER 10, 2013

When you sell on price, the biggest group of people you’re going to attract is stupid people. Reason is simple: People who focus on price will never understand the value proposition and, therefore, they’ll never appreciate how they can benefit. Copyright 2013, Mark Hunter “The Sales Hunter.”

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Customer Negotiation Selling Skills Customer Service 278

Vengreso

JANUARY 17, 2025

With technological advancements and the growing demand for remote work solutions, virtual sales programs offer numerous benefits that can transform how companies engage with prospects and clients. This shift in consumer behavior means businesses must adapt by equipping their teams with digital selling skills.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

The Sales Hunter

OCTOBER 17, 2013

They say this based on how they view a typical sales call being one where the salesperson is convincing or showing the customer all of the features and benefits of what they offer. Blog Closing a Sale Cold-Calling Consultative Selling Professional Selling Skills benefits needs outcomes sales strategy'

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Strategy Cold Calling Consultative Selling Margin 241

The Sales Hunter

JULY 30, 2013

Blog pricing Professional Selling Skills benefits customer features outcomes price' Price is merely an afterthought when the expected outcome is great eno ug h. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

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Discount Selling Skills Energy Benefit 250

The Pipeline

FEBRUARY 6, 2013

Think of the organic increase in orders as inflation, and the real rate as YOUR ability to sell more or better in a given market. All sellers benefit from a rise in demand, only those who focus on selling will grow sales beyond the herd, and get more than their share of growth. Increased market share is always a good thing.

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Lead Rank Proposal Top of Funnel Benefit 296

The Sales Hunter

APRIL 30, 2013

Two days after the customer makes their purchase, reach out to them with a phone call thanking them for buying and making sure they received what they wanted with regard to the benefits they were looking to fill. Use the call to help identify another need with which you might be able to help them, either now or in the future.

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Customer Cold Calling Customer Service Consultative Selling 269

Steven Rosen

JUNE 11, 2012

New Selling Skills Training: Let’s say you source and deliver the “best” selling skills training program. There is little value to investing in selling skills training, CRM systems and expensive computer hardware, if you don’t have star sales managers in place. I say NOT!

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Sales Management Hiring Selling Skills Coaching 290

The Sales Hunter

AUGUST 6, 2013

Look at what you sell as an investment and it will help you shift the focus of your sales presentation away from one of substantiating a price by talking features to a conversation about the benefits the customer is going to receive. You might say this is a paradigm shift, and what is funny is we in sales are the last ones to see it.

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Cold Calling Consultative Selling Selling Skills Benefit 209

The Sales Hunter

MAY 8, 2013

This goes way beyond “benefits” of what you sell. Remember — you have to look beyond mere benefits of what you sell. Blog Customer Service pricing Professional Selling Skills Prospecting Sales Motivation customer customer service prospecting' This is as true in B2C as it is in B2B.

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Customer B2C Customer Service Selling Skills 224

The Sales Hunter

JULY 3, 2013

In keeping with my commitment to give you as many opportunities as possible to strengthen your selling skills, today I’m highlighting the blog on Salesforce.com. The blog is a good mix of topics and writers, and I have no doubt you will find information from which you can benefit and grow. Professional Selling Skills'

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SalesForce Resources Selling Skills Twitter 197

The Sales Hunter

JUNE 11, 2013

Blog Closing a Sale Consultative Selling Customer Service leadership Motivational Sales Speaker Professional Selling Skills Sales Motivation benefits customer customer service marketing marketing materials needs sales' Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

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Marketing Consultative Selling Customer Service Motivation 231

The Sales Hunter

OCTOBER 5, 2013

You likely will learn ways you both can benefit: Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Customer Service Professional Selling Skills customer thankful' Stronger relationships mean more opportunities to learn about them and their needs. ” Sales Motivation Blog. .

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Customer Video Selling Skills Customer Service 208

The Sales Hunter

SEPTEMBER 21, 2013

Yes, I know it’s not always possible to reply, but for the times you can, you will benefit greatly. Blog Closing a Sale Customer Service Professional Selling Skills Prospecting email email tips prospect sales prospecting video video sales tip' ” Sales Motivation Blog. .

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Video Selling Skills Customer Service Motivation 218

The Sales Hunter

OCTOBER 24, 2013

One of the most rewarding parts of my job is making salespeople aware of ways they can strengthen their selling skills. When you refine your skills (and add to them), it translates into more success for you and your customers. Blog Motivational Sales Speaker Professional Selling Skills Sales Motivation sales motivation'

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Selling Skills Exercises Motivation Benefit 197

The Pipeline

FEBRUARY 1, 2013

Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales. Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills. Importance of Benefit Case.

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Telecommunications Real Estate ROI Enterprise 312

The Sales Hunter

JUNE 26, 2014

Starbucks gets a huge benefit for their employees and […]. Blog leadership Professional Selling Skills Sales Motivation starbucks' Find others who have expertise you can leverage. In this case Starbucks found ASU and for that matter ASU found Starbucks. They both win.

Selling Skills 194

Selling Skills Motivation Benefit Sales 194

Janek Performance Group

DECEMBER 24, 2024

In addition to the career benefits for reps, such as increased knowledge and skill development, it provides numerous advantages for the organization, including greater quota attainment and higher margins. This can range from traditional selling skills, such as tips on prospecting, engagement, negotiation, etc.,

Training 118

Training Hiring How To Retention 118

The Sales Hunter

JULY 18, 2013

I’m being soft here and giving us the benefit of the doubt by saying “how close are we coming to doing them.” Blog Closing a Sale Cold-Calling Consultative Selling Customer Service Professional Selling Skills customer customer service' ” Sales Motivation Blog.

Cold Calling 241

Cold Calling Consultative Selling Customer Service Selling Skills 241

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.

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Consultative Selling Motivation Selling Skills Discount 259

The Sales Hunter

DECEMBER 9, 2013

The sales concept we should be embracing and working with is the customer will only pay an amount that is equal to or LESS than the perceived benefits they believe they will gain from what it is you’re selling. Blog Closing a Sale pricing Professional Selling Skills value value added' ” Sales Motivation Blog.

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Selling Skills Maximizer Benefit Motivation 225

The Sales Hunter

FEBRUARY 26, 2014

However, once they get over the fact they can’t control pricing, it is amazing how they focus selling on the benefits rather than on price. Beauty of this strategy is it pushes the salesperson to focus on benefits and not price, while at the same time still allows for some pricing flexibility should it be needed.

Discount 211

Discount Policies Selling Skills Benefit 211

The Sales Hunter

JULY 17, 2013

Another great benefit about pausing after the customer speaks before saying anything is oftentimes the customer will start talking some more. By pausing and allowing a second or two to pass before talking, you give the customer the sense you’re listening, as well as processing what you’re going to say next.

Cold Calling 244

Cold Calling Customer Service Consultative Selling Negotiation 244

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. Blog Consultative Selling Customer Service Professional Selling Skills Sales Motivation sales process selling skills'

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Selling Skills Consultative Selling Motivation Customer Service 196

The Sales Hunter

JANUARY 16, 2014

Don’t assume you know the benefits they want. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price. Blog Consultative Selling Customer Service Professional Selling Skills customer high profit selling high-profit value' What is the lesson? Let them tell you.

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Consultative Selling Banking Selling Skills Customer Service 241

The Sales Hunter

OCTOBER 29, 2013

Keep the emails timely by focusing on timely benefits the customer will value. Blog Closing a Sale Consultative Selling pricing Professional Selling Skills Prospecting goal goal setting price sales goals year-end' The fourth tip is all about repetition. You want to secure business from people looking to buy at year-end.

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Consultative Selling Call-back Discount Selling Skills 246

The Sales Hunter

JULY 9, 2013

Hold firm and restate the key benefits. Blog Closing a Sale Consultative Selling Customer Service pricing Professional Selling Skills Prospecting discount discounting price sales discounting' If that is the case, by offering multiple options, they get to choose and it helps them feel like they’re in control.

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Discount Customer Consultative Selling Selling Skills 244

The Sales Hunter

AUGUST 8, 2013

On the other hand, when you really take the time through your questioning and listening to understand the customer’s needs and desired benefits, then you are less compelled to say something that is not accurate or not truthful. Choose this day which side of integrity you’re going to fall on. ” Sales Motivation Blog.

Intent 243

Intent Customer Customer Service Consultative Selling 243

The Sales Hunter

FEBRUARY 12, 2014

What this means is your product/service should be positioned against the risk/benefit outcome the customer has stated is their biggest concern. One example is you may be selling security systems for computers: A low-end outcome might be to prevent employees from downloading software for personal use.

Positioning 228

Positioning Referrals Comparison Selling Skills 228

No More Cold Calling

JUNE 22, 2018

How to Benefit From This Online Sales Training. Your success with the lead generation techniques in this online sales training depends on your commitment to the three steps in my referral methodology: Step #1 : Benchmark Your Referral Selling Skills by taking the Referral I.Q.

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Referrals Closing Cold Calling Lead Generation 97

The Sales Hunter

JANUARY 10, 2014

We love to brag about how tight we are with a buyer and how the tight relationship benefits us and keeps out the competition. Blog Customer Service Professional Selling Skills customer customer service' In sales we always talk about the importance of getting close to our customers. Yes, it all sounds good.

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Customer Customer Service Selling Skills Up-Sell 211

The Sales Hunter

APRIL 12, 2013

Are their pockets of time that are spent reviewing numbers all for the sake of little benefit? Blog leadership Professional Selling Skills leader sales leadership' How is your day, week, month structured? Could you take that time and “invest” in your people? Lead your people. Stop leading your numbers.

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Sales Leadership Leads Marketing Qualified Lead Selling Skills 200

The Pipeline

NOVEMBER 1, 2013

We have seen companies hire sales reps less for their superior selling skills, and more for their “book”. That cost does not go down if the rep switches, the considerations remain the same, if they are benefiting from the service, they will stay.

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Company Loyalty Hiring Face-to-face 261

The Sales Hunter

MAY 16, 2013

Obviously, I do often see where organizations could benefit greatly from training. Well, before any training can be affective, you first need to explore these questions regarding the sales slump: Is the poor performance based on poor attitude or lack of skill? Unfortunately, training is often pegged as the solution for everything.

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Training Compensation Selling Skills Exact 210

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. Blog Consultative Selling Customer Service Professional Selling Skills Prospecting Sales Motivation marketing presentation presentation materials sales presentation'

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Consultative Selling Face-to-face Motivation Selling Skills 201

The Sales Hunter

AUGUST 20, 2013

Suddenly, benefits and expected outcomes shifted to full speed ahead to get a lower price. Yes, you can say for a moment that would be the type of company you would want to sell for because they’re willing to discount to close the deal. Are you or your company signaling the marketplace you will discount?

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Discount Selling Skills Negotiation System 197