The Sales Hunter

SEPTEMBER 25, 2012

Many times customers will hesitate to buy something, even if it’s what they’re looking for, if they feel the salesperson is pressuring them. One way to engage your customer in the closing process and allow them to feel they’re in control is by asking them a question as part of your close.

Closing 219

Closing Customer Motivation Examples 219

The Sales Hunter

FEBRUARY 26, 2013

The strategic salesperson is focused around the outcomes the customer is looking for. Their questions are focused on getting the customer to think about the outcomes they need to succeed. Let me give you a couple of examples of questions a strategic salesperson would ask: How do you see your competition changing in the next year?

Margin 249

Margin Motivation Objections Competition 249

The Sales Hunter

JANUARY 3, 2013

Example: Total business from your major accounts last year was 70% of your total. Example: Your large new accounts are expected to bring in about 80% of your total business this year. The rest of your time should go to the other accounts and new accounts. This year you should allocate 35% of your time to these major accounts.

Account 204

Account Prospecting Guidelines Compensation 204

The Sales Hunter

APRIL 10, 2012

And if you aren’t really listening to your customer, you could miss vital information that not only will affect your sales success, but more importantly will affect your relationship with that customer. Let me give you an example that seems subtle on the surface, but is profound. One word can make all the difference.

Pharmaceuticals 211

Pharmaceuticals Face-to-face Motivation Follow-up 211

The Sales Hunter

JANUARY 24, 2013

The sooner a customer’s goals are on the table, the sooner you can start helping them. A customer might be hesitant to share with you their goals. If that is the case, then be ready to share with them an example of how you helped them deal with a problem before.

Positioning 232

Positioning Motivation Customer Opportunity 232

The Sales Hunter

FEBRUARY 4, 2013

Example of time chunking might be how you handle phone calls, email or daily reports. Best way I’ve found to help manage the work that needs to be done is by doing what I refer to as “time chunking.” ” This is the process where you bundle similar items together and complete them at one time.

Segment 226

Segment Motivation Report Examples 226

The Sales Hunter

NOVEMBER 13, 2012

If you’re a sales manager reading this, ask your sales team members if they believe they are leading their customers. If they can’t provide you with at least one example as to how they, in combination with the customer, were able to uncover at least one new insight, then I’d argue they’re not leading.

Sales Leadership 207

Sales Leadership Leads Marketing Qualified Lead Sales Process 207

The Sales Hunter

MAY 29, 2012

There are industries where relationship selling can be more effective. In particular, it is very effective in industries or sales channels where there is a limited number of customers. An example might be someone who sells a specific product or service and there are only 100 customers who could possible buy from them.

Channels 201

Channels Up-Sell Motivation Prospecting 201

The Sales Hunter

SEPTEMBER 27, 2012

When I say “trial close questions,” I’m referring to those types of questions that are focused on getting the customer to agree with you on key parts of what you’re selling. An example might be to ask something in reference to the exact quantity they may want to buy.

Customer 172

Customer Closing Motivation Exact 172

The Sales Hunter

MARCH 27, 2012

Building long-term relationships with customers and prospects requires that you ask strategic questions. Here are some examples: 1. These are just three examples. I’m sure we could think of other strategic questions, and certainly you can think of specific ones that pertain to your selling environment.

Industry 174

Industry Motivation Examples Positioning 174

The Sales Hunter

MAY 22, 2012

Let me share with you an example. Don’t limit yourself to only emailing articles that favorably mention the client’s company. Yes, these are nice but also be on the lookout for articles that show you are a strategic thinker.

Transportation 189

Transportation Customer Motivation Follow-up 189

The Sales Hunter

NOVEMBER 5, 2012

Yes, Sandy is an extreme example, but even putting the extreme aside, there are always circumstances for which we need to prepare. With 8 weeks left in the year, take a look at your schedule, your customer list and your prospects. Knowing where you can go to get more business if needed is essential.

Travel 192

Travel Call-back Motivation Sales 192

The Sales Hunter

JANUARY 15, 2013

Sure, there are a lot of specific questions you can ask depending on the type of customer, but do you want to know what I consider the 4 secret questions to ask a customer? Could you give me another example? Here goes: Why? Can you give me share with me more? What are you expecting to gain from this?

Customer 187

Customer Motivation Closing Sales Process 187

The Sales Hunter

FEBRUARY 12, 2013

After the customer has placed their order and everything is set in motion, you should reach back out to the customer and follow-up with them first to give them a status update, and second to explore for more sales. Let me give you an example. You’re a salesperson and you sell software systems.

Follow-up 185

Follow-up Up-Sell Motivation Software 185

The Sales Hunter

JULY 12, 2012

One of the best examples I’ve found when trying to see the difference between product features and customer benefits is to think of it in terms of music. When I purchase music, I couldn’t care less how the music was made, the types of instruments used or the equipment used to record it.

Benefit 181

Benefit Motivation Closing Buyer 181

The Sales Hunter

NOVEMBER 6, 2012

One of the best examples I can think of is expense reports. What do your people expect of you? Once you begin expecting more and coaching them on how to achieve more, then in time what you expect becomes routine — thus it becomes norm. For many salespeople, doing expense reports on time and accurately is a real problem.

Motivation 183

Motivation Report Follow-up Coaching 183

The Sales Hunter

OCTOBER 9, 2012

An example I use is in my own business when I get to work with salespeople and companies from Europe or Asia or anywhere outside the United States. For many salespeople this means getting outside of their comfort zone. What I find is the knowledge I learn from being outside the U.S. helps me be more effective in the U.S.

Conference 178

Conference Sales Leadership Motivation Sales 178

Highspot

FEBRUARY 15, 2022

12 examples of sales goals. Here’s how you apply the SMART style of goal setting: Specific : Don’t just say you want to grow your customer base or increase your sales revenue — explain how you plan to accomplish it. new deals closed, repeat purchases, and customer churn). 12 Examples of Sales Goals.

Sales Goal 59

Sales Goal Examples Top of Funnel Churn 59

The Sales Hunter

OCTOBER 29, 2012

Using the tablet war as our example, what we’re seeing is a lot people gaining awareness — but there’s a big difference between awareness and making a decision to buy. Advertising and marketing buzz creates awareness and serves to open up new markets. This is where you as the salesperson can step in and make a difference.

Microsoft 161

Microsoft Advertising Advertising B2C 161

Allego

MAY 2, 2019

However, research shows that most customers leave because of “employee indifference.” I contend that employee indifference is really lack of empathy because salespeople and customer service teams have not been trained in empathy. . The customer service professional’s intent is good here, however, the sales approach is wrong.

Customer 75

Customer SalesForce Customer Service Selling Skills 75

The Sales Hunter

APRIL 17, 2012

You don’t want to bombard a customer with a long series of “why?” Here are a few examples of questions you can modify to work for you: Could you explain to me more why you feel that way? ” questions in a row, or you’ll end up sounding like a perpetually curious toddler. You get the point.

Discount 174

Discount Follow-up Up-Sell Customer 174

The Sales Hunter

AUGUST 2, 2012

For example, if you talk too fast — and it’s difficult for people to follow what you are saying — you can learn to slow down. Voice is a unique trait, and I think we all will admit that there are voices that we like and voices that grate on us. Truth is that many negative voice characteristics can be improved.

Face-to-face 168

Face-to-face Exercises Coaching Positioning 168

The Sales Hunter

APRIL 27, 2012

Customers are far more willing to pay more when what you have is what they need now. Too many salespeople try to force the customer into buying based on their timeline, not the customer’s timeline. For example, many salespeople feel compelled to close a couple more sales before the end of the quarter.

Proposal 156

Proposal Discount Maximizer Closing 156

Hubspot Sales

MARCH 18, 2019

Key accounts require consultative selling techniques -- and it will be hard to teach your salespeople to adopt completely new processes for just a few clients. Does your product have upsell and cross-sell potential? Does your product have upsell and cross-sell potential? Here's a list of examples: Product fit.

Hiring 143

Hiring Account Analytics Sales Qualified Lead 143

Sell Integrity

MAY 13, 2020

For example, in the medical device field, when elective surgeries open up, the need for inventory and a fast process will be high. Communicate with your customers now and try to forecast if you are in an industry with a similar situation. You will need to prepare to develop new relationships.

Customer 121

Customer How To Call-back Distribution 121

Delicious Sales

MAY 2, 2012

Customer Service (995). Selling Skills (528). Customer (6670). An example might be an analysis or testing process. Topics Major Topics. Sales (12918). Marketing (6398). Training (4995). Prospecting (4539). Tools (2872). Sales Management (2614). Software (1035). Inside Sales (849). Channels (799). Advertising (694).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Showpad

JUNE 22, 2020

First, the customer journey, and you may have a few of them to consider as you have different buying scenarios, can only be mapped out together, with customers, with CX, with marketing, with sales and with customer service and customer success personnel. .

Engineering 96

Engineering Sales Enablement Top of Funnel Coaching 96

Hubspot Sales

JANUARY 9, 2024

For long-term success, Jim recommends you “Learn how to prepare, present, and provide great customer service. Keep that focus on service — making it easy and enjoyable wins you business and always will — no matter what industry you’re in.” Creating positive experiences is critical in customer support or marketing, for example.

Face-to-face 105

Face-to-face Up-Sell Research Sales 105

Highspot

JANUARY 19, 2022

Outside or field sales : These training programs are catered to sales reps who spend the bulk of their time meeting with leads and customers face-to-face. The material often deals with topics like relationship building, consultative selling , technology, remote communication with management, and more.

Training 92

Training Lead Rank Hiring Course 92

Hubspot Sales

OCTOBER 29, 2017

You'll find a short description of each channel as well as a few examples of especially informative or entertaining videos from each. He’s a feet-on-the-street sales consultant who has helped over 600 sales teams across 80 different industries. Warning: If you’re supposed to be productive today, bookmark this post and come back to it.

Channels 112

Channels Video Training Hiring 112

Highspot

DECEMBER 5, 2023

Explore a range of sales process examples and learn how to align with the customer’s journey for better buyer engagement , relationships, and sales success. Some example sales methodologies include: Consultative Selling Consultative selling is all about becoming a trusted advisor to your customers.

Sales Process 52

Sales Process Top of Funnel Ideal Customer Profile Real Estate 52

InsideSales.com

MARCH 31, 2020

Challenger Sales Methodology – Sales reps figure out the challenges a prospective customer faces and offer tools or services to solve these issues. Consultative Selling – The sales rep builds trust with the client over time, which may result in possible repeat business with existing buyers. Legal team.

Sales Process 65

Sales Process Sales Methodology Lead Rank Government 65

Highspot

JULY 29, 2024

Other ways to improve your team’s product knowledge are to provide hands-on experience, attend live or pre-recorded demos, work closely with product and customer service teams, and conduct ongoing coaching. Then, use real-life examples or data to highlight the impact of these gaps on their business.

Solutions Selling 52

Solutions Selling Face-to-face Decision Maker Buyer Persona 52

Gong.io

JULY 11, 2022

The Account Executive is responsible for taking meetings booked by SDRs and BDRs, further qualifying and understanding customer needs, running personalized sales demonstrations , negotiating sales contracts, and closing deals. Note that CSMs are not Customer Service advisors. Long-term relationship-building. Image Source ).

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Janek Performance Group

APRIL 15, 2024

In our recent white paper The Ultimate Guide to Sales Negotiations , we discuss how negotiations improve with consultative selling. Instead, include an extended warranty or the gold-package customer service plan. For example, if the buyer says they cannot pay more than $20,000, this does not have to be a deal breaker.

Negotiation 62

Negotiation Decision Maker Discount Lead Scoring 62

The Sales Association

MARCH 17, 2011

If you are unsure, review your letter of agreement with the customer and check the pulse by asking, “Does this meet your expectations?” Our partner company, Synergyworks, recently asked a group of salespeople to share examples of how they “pull out the stops” by making it easy for the customer to do business.

Proposal 29

Proposal Retail Trade Show Call-back 29

Vengreso

AUGUST 1, 2023

Users create custom shortcuts for their frequently used texts and phrases – everything from simple greetings to complex customer service responses. Loyal customers who contribute significantly towards lifetime value, thereby propelling business success forward. The result? The end result?

Training 40

Training Lead Rank Hiring Pivotal 40