The Sales Hunter

JUNE 27, 2013

For some reason, too many salespeople believe if they make one phone call, send one email or mail one letter to a prospect, then that is all it takes. Go ahead and say you’re not that type of salesperson, but don’t look too closely into a mirror. Prospecting requires following up again and again.

Follow-up 259

Follow-up Prospecting Ideal Customer Profile Selling Skills 259

The Sales Hunter

AUGUST 14, 2013

Develop a list of every prospect who you have not sold to so far this year. Budgets and goals change, especially in the closing quarter of the year. A prospect who didn’t buy earlier in the year may suddenly see the need or have the money to buy now. Identify 20 prospects you can close in the next 4 months.

Prospecting 246

Prospecting Selling Skills Follow-up Campaigns 246

Sales 2.0

MAY 29, 2020

Here are some areas to consider using digital selling, now and after the crisis is over. Prospecting. These days, it’s pretty much table stakes to do some digital research on your prospect to see if you share any common interests that may help you get that critical first (online) meeting. Many will be better off because of it.

Commission 511

Commission Webinar Metrics LinkedIn Up-Sell 511

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

Understanding the Sales Force

NOVEMBER 15, 2012

Prospects must think that salespeople are morons. These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Selling skills, to Qualifying skills to Closing Skills. They must think we are morons. Do you know who else thinks we are morons?

Airlines 269

Airlines Prospecting Decision Maker Vendor 269

No More Cold Calling

JUNE 22, 2018

Instead, I used my referral process and contacted a close colleague at LinkedIn. In this LinkedIn Learning course, you’ll discover: Why referrals work where other prospecting methods fail. Step #2: Take the Referral Selling Course on LinkedIn.com or Lynda.com. Step #3: Integrate Referral Selling into Your Sales Process.

Referrals 97

Referrals Closing Cold Calling Lead Generation 97

The Sales Hunter

NOVEMBER 22, 2014

If you want to know where you will come out at the end of a quarter or the end of the year, you have to have a solid prospecting strategy. Is your closing ratio based more on the roll of the dice or is it based more […]. Blog Professional Selling Skills Prospecting prospect prospecting sales prospecting'

Prospecting 201

Prospecting Selling Skills Video Closing 201

Partners in Excellence

MAY 13, 2022

We have terrific programs about how we sell. They may be more narrowly focused on specific skills like objection handling, prospecting, closing, negotiation. Why not train sellers with the same programs, processes, jargon our customers use rather than “invent” a unique “selling approach?”

Selling Skills 123

Selling Skills Face-to-face Vendor Sales Enablement 123

The Sales Hunter

SEPTEMBER 16, 2014

Blog Closing a Sale Cold-Calling leadership pricing Professional Selling Skills Prospecting leader price sales leadership sales motivation top performer' The objective of the call was to discuss the attributes of what they do and how we could take those items and get the rest of the organization to implement them too.

Cold Calling 263

Cold Calling Selling Skills Sales Leadership Motivation 263

Hubspot Sales

JULY 22, 2018

Selling Skills. Educate prospects with new ideas and perspectives. Collaborate with prospects. Listen to prospects. Understand prospect needs. Help prospects avoid obstacles. Connect with prospects personally. Top 10 Sales Representative Skills. Collaborate with prospects.

Selling Skills 145

Selling Skills Lead Rank Inbound Case Study 145

Steven Rosen

APRIL 30, 2024

Why SaaS Leaders Need to Start Coaching Selling Skills SaaS sales leaders struggle to balance deal-focused coaching and skill development among sales teams. They Neglect to Focus on Coaching Selling Skills While deal coaching addresses immediate sales challenges, it often comes at the expense of long-term skill development.

Selling Skills 120

Selling Skills Coaching Scale Compensation 120

The Sales Hunter

MAY 21, 2014

Things change and they change quickly, and if your sales process and strategies aren’t keeping pace, then you’re going to find yourself closing fewer sales. Blog Closing a Sale Consultative Selling Phone Sales Tips pricing Professional Selling Skills Prospecting phone sales tips price sales processes sales prospecting'

Consultative Selling 241

Consultative Selling Selling Skills Closing Sales Process 241

The Sales Hunter

APRIL 15, 2014

Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills Prospecting questions sales presentations selling skills' Oh, when I say “naked,” what I mean is going into a customer call with zero sales materials. Excuse me, […].

Customer 239

Customer Consultative Selling Selling Skills Customer Service 239

The Sales Hunter

JUNE 22, 2013

Too many salespeople are afraid to talk to their customer or prospect about what they’ve learned on the web. Blog Closing a Sale Cold-Calling Consultative Selling Customer Service Negotiation Networking pricing Professional Selling Skills Prospecting customer internet prospect prospecting sales process sales prospect'

Sales Process 245

Sales Process Video Cold Calling Consultative Selling 245

The Sales Hunter

AUGUST 19, 2014

Blog Closing a Sale Consultative Selling leadership Professional Selling Skills Prospecting Sales Motivation leader sales leader sales leadership sales motivation success' This is why I say, “Today’s expectations are tomorrow’s norms.”

Consultative Selling 243

Consultative Selling Selling Skills Motivation Sales Leadership 243

The Sales Hunter

FEBRUARY 19, 2013

Regardless of how bad the sales call might be going, you should never leave a sales call without closing on something. Don’t spend time sulking over why you couldn’t close a sale. Be the type of salesperson who never leaves a sales call without closing on something. Doing so gives you momentum on which to build.

Closing 230

Closing Call-back Follow-up Motivation 230

The Sales Hunter

JUNE 28, 2014

You need to use your optimal selling time to get out and sell. Sure, social media can be part of your selling strategy, […]. Blog Closing a Sale Cold-Calling Professional Selling Skills Prospecting cold calling prospect prospecting sales prospecting selling skills video sales tip'

Social Media 206

Social Media Media Video Cold Calling 206

MTD Sales Training

MAY 3, 2013

For a prospect making a decision to buy means taking the risk of a competitor coming by soon after with a better proposal that is a better fit to the prospects situation. Sales Tips closing the sale indecisive clients selling skills' How do we insure that we are. [[ This is a content summary only.

Insurance 235

Insurance Insurance Video Proposal 235

The Sales Hunter

AUGUST 17, 2014

Often it is easy to notice when your customers or prospects are on vacation, either because of their outgoing voicemail message or their auto-reply email indicating they are away from the office. Pay close attention to these and then use the information when you connect with them a few days after their vacation. Check out […].

Motivation 234

Motivation Customer Video Selling Skills 234

The Sales Hunter

MAY 17, 2014

Salespeople need to be out interacting with prospects and customers. Too much office time will kill a salesperson’s drive and ultimately hurt the bottom line. They will miss opportunities that are vital to the company. I talk […].

Video 210

Video Consultative Selling Selling Skills Motivation 210

The Sales Hunter

FEBRUARY 15, 2014

Sure, sometimes it’s not possible to deliver your proposal in person, but whenever it is possible — even if your prospect is a couple hours away — get in your car and go in person. There are just too many risks of emailing the offer, including you missing out on an opportunity to close the sale immediately.

Video 211

Video Selling Skills Proposal Closing 211

The Sales Hunter

OCTOBER 29, 2013

Second, accelerate the level of activity you’re having with prospects you’re close to closing. Accelerate the number of contacts and don’t hesitate to be upfront about closing by stating they can buy now using this year’s money. Just as with the first quick tip, you won’t know unless you ask.

Consultative Selling 246

Consultative Selling Call-back Discount Selling Skills 246

The Sales Hunter

DECEMBER 6, 2014

You can put a booster rocket into your prospecting and […]. Blog Closing a Sale Consultative Selling Motivational Sales Speaker Professional Selling Skills Prospecting Sales Motivation prospecting quotas sales motivation urgency video sales tip'

Video 221

Video Consultative Selling Quota Selling Skills 221

The Sales Hunter

AUGUST 13, 2014

Blog Closing a Sale leadership Phone Sales Tips Professional Selling Skills Prospecting Sales Motivation Sales Training advisor advisor selling sales motivation sales tips selling trusted advisor' Want more […].

Selling Skills 230

Selling Skills Motivation Sales Leadership Closing 230

The Sales Hunter

JUNE 22, 2014

Blog Closing a Sale Cold-Calling pricing Professional Selling Skills Prospecting Sales Motivation profit sales motivation sales motivation video video sales' They wait till Tuesday or Wednesday before they pick up momentum in their week. I say go get the profit now.

Motivation 226

Motivation Video Cold Calling Selling Skills 226

The Sales Hunter

MAY 23, 2014

Blog Closing a Sale Cold-Calling Consultative Selling Customer Service Professional Selling Skills Prospecting prospect prospecting sales process' Not only do we wind up confusing the customer, but many times we also wind up confusing ourselves.

Cold Calling 211

Cold Calling Consultative Selling Selling Skills Customer Service 211

Mr. Inside Sales

MAY 21, 2022

Why not use them to upgrade your team’s selling skills so they can hit the third and fourth quarter hard? If you get this objection—while closing or qualifying—then the worst thing you can do is try to answer or overcome it. And only when I understood what was really holding my prospect back did I begin to close more sales.

Closing 156

Closing Training Gatekeeper Face-to-face 156

The Sales Hunter

AUGUST 19, 2014

Blog Closing a Sale Consultative Selling Networking Professional Selling Skills Prospecting prospect prospecting sales skills trusted advisor' He matter-of-factly went on to say that forcing outdated sales processes on to current customers just won’t work. His salespeople […].

Consultative Selling 210

Consultative Selling Selling Skills Networking Prospecting 210

The Sales Hunter

AUGUST 31, 2013

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

Competition 226

Competition Video Consultative Selling Selling Skills 226

The Sales Hunter

SEPTEMBER 21, 2013

Think about it… your customer or prospect emails you. Blog Closing a Sale Customer Service Professional Selling Skills Prospecting email email tips prospect sales prospecting video video sales tip' That’s great if you do, but if possible, still reply to the emails when they come in.

Video 218

Video Selling Skills Customer Service Motivation 218

The Sales Hunter

AUGUST 27, 2013

The best way to engage your prospect or customer is by asking short questions. Blog Closing a Sale Cold-Calling Consultative Selling Customer Service Professional Selling Skills Prospecting prospect prospecting questioning questioning skills' ” Sales Motivation Blog.

Sales Process 250

Sales Process Cold Calling Consultative Selling Selling Skills 250

The Sales Hunter

JUNE 7, 2014

Blog Closing a Sale Consultative Selling Professional Selling Skills Prospecting high profit selling prospecting video sales tip' But the real opportunities often come through asking your customers relevant questions about their circumstances down the road.

Video 206

Video Consultative Selling Selling Skills Closing 206

Partners in Excellence

NOVEMBER 27, 2018

Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.). What do you think?

Selling Skills 114

Selling Skills Face-to-face Banking Scale 114

The Sales Hunter

SEPTEMBER 10, 2013

Don’t prospect with those who want to make every decision by way of a committee. Blog Closing a Sale Customer Service leadership Negotiation Professional Selling Skills' When it takes a committee to make a decision, there is something wrong and it most likely is nobody has enough backbone to make a decision.

Customer 278

Customer Negotiation Selling Skills Customer Service 278

The Sales Hunter

MAY 8, 2013

This goes way beyond “benefits” of what you sell. You have to listen closely enough to your customer and ask enough follow-up questions to ensure you grasp what they really want, even if what they want seems unreachable. This is as true in B2C as it is in B2B. They couldn’t even believe it.

Customer 224

Customer B2C Customer Service Selling Skills 224

The Sales Hunter

AUGUST 12, 2013

I will state that fast will result in closing more deals, but slow will result in closing bigger deals. . Selling fast works great because it gets you to a state of actually doing business with the client rather than merely talking about it. Develop 2-3 different points of entry you might be able to use with a prospect.

Sales Process 229

Sales Process Consultative Selling Selling Skills Customer Service 229

The Sales Hunter

JANUARY 7, 2014

Why should anyone expect anyone to buy from a salesperson when they themselves don’t believe enough in what they’re selling? Cheap salespeople attract cheap prospects, resulting in cheap sales! Blog Closing a Sale pricing Professional Selling Skills Prospecting price prospect prospecting'

Customer 235

Customer Selling Skills Prospecting Motivation 235