The Sales Hunter

DECEMBER 22, 2013

If your style of selling, including how you communicate and how you build and deliver presentations, isn’t changing at least 10% a year, I’ll argue you’re going to fall behind. Example I’ll share is a year ago I didn’t use text messaging to communicate with clients. Today, I use it frequently.

Consultative Selling 221

Consultative Selling Motivation Selling Skills Examples 221

The Sales Hunter

AUGUST 12, 2013

An example might be an analysis or testing process. Blog Consultative Selling Customer Service Professional Selling Skills Prospecting prospect prospecting sales process' Something like this can be an excellent POE, as it will expose you to more. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Process 229

Sales Process Consultative Selling Selling Skills Customer Service 229

Understanding the Sales Force

NOVEMBER 15, 2012

These symptoms are examples of some of the hidden weaknesses that Objective Management Group identifies as reasons why salespeople don't perform as well as you need them too. These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Selling skills, to Qualifying skills to Closing Skills.

Airlines 269

Airlines Prospecting Decision Maker Vendor 269

Understanding the Sales Force

APRIL 19, 2012

On the other hand, when customers are sold consultatively, they tend to remain that company's/salesperson's customers by making repeat purchases. Isn't that a convincing case for transitioning from transactional to consultative selling? which salespeople have strengths that support consultative selling.

Hiring 185

Hiring Consultative Selling Incentive Incentives 185

Understanding the Sales Force

JUNE 11, 2014

For example, one of the common trends being illuminated by data is the dropping win rate. Poor consultative selling skills. Lack of listening and questioning skills. Inability to Sell Value. Data can help you identify bottlenecks, trends and problems. The importance of those cannot be understated.

Data 243

Data Decision Maker Proposal Trends 243

The Sales Hunter

AUGUST 30, 2013

For example, if it is a transportation company, consider how energy prices are impacting their bottom line. Blog Consultative Selling leadership Networking Professional Selling Skills c-suite ceo leader sales leadership' Monitor the news for stories that could impact the company. ” Sales Motivation Blog.

Sales Leadership 204

Sales Leadership Meeting Transportation Consultative Selling 204

Sales Hacker

JUNE 17, 2020

The notion that consultative selling is the optimal way to sell has been around since the last millennium. The concept was coined in the 1970s in the book Consultative Selling by Mack Hanan. To compete in this “new buying normal,” we need to modernize what we mean by and how we execute consultative selling.

Consultative Selling 84

Consultative Selling Hiring Objections Churn 84

The Sales Hunter

FEBRUARY 13, 2012

Example — “Are you happy with your current vendor…” Phase 3: Manipulative Questions (Sales Amateur). Example — “If we can save you time, you would be interested, wouldn’t you? Example — “How long have you been thinking of doing this?” high profit selling.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

Gong.io

AUGUST 10, 2022

Adopting a consultative selling approach that takes a genuine interest in your customers will blow your competitors out of the water. . If you’re ready to become a customer-centric salesperson, then read on to discover how consultative selling works. . Consultative selling definition: What is consultative selling?

Consultative Selling 62

Consultative Selling ACT Cold Calling Call-back 62

Pipeliner

MARCH 19, 2025

The mining industry is having to change in its approach to sales, moving away from its traditional focus on transactional selling and instead leaning into consultative selling. Some of the leading mining technology providers are great examples of this. ” This means there is no room for informal sales processes. .

Industry 52

Industry Face-to-face Consultative Selling Lead Rank 52

Mindtickle

SEPTEMBER 13, 2023

The most successful sales organizations are adopting a consultative selling approach to meet buyers’ lofting expectations – and start closing more deals, faster. In this post, we’ll explore what consultative selling is, how it differs from traditional selling, and how it can set your organization apart from the competition.

Consultative Selling 59

Consultative Selling Closing Collateral Buyer 59

Highspot

NOVEMBER 1, 2022

For dyed-in-the-wool, traditional sales reps , consultative selling can sometimes seem intimidating at first. This should come as no surprise, especially when you consider consultative selling takes the “normal” sales process and turns it on its head. WHAT IS CONSULTATIVE SELLING ? First things first.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

The Sales Hunter

DECEMBER 23, 2011

An example I like to use in training programs is comparing two similar items — one being offered on eBay and the other by a store you’ve been buying from for years. I like to share this example as a way of getting salespeople to realize the importance they play in the sale process. high profit selling. cold calling.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Hiring 180

Highspot

DECEMBER 5, 2023

For dyed-in-the-wool, traditional sales reps, consultative selling can sometimes seem intimidating at first. This should come as no surprise, especially when you consider consultative selling takes the “normal” sales process and, for all intents and purposes, turns it on its head. What Is Consultative Selling?

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Anthony Cole Training

NOVEMBER 20, 2012

These symptoms are examples of some of the hidden weaknesses which Objective Management Group identifies as reasons why salespeople don't perform as well as you need them to. These weaknesses can neutralize entire skill sets, from Hunting skills to Consultative Selling skills to Qualifying skills to Closing Skills.

Airlines 139

Airlines Prospecting Decision Maker Vendor 139

Allego

JANUARY 16, 2020

She is the creator of the Ei Selling System ®, a powerful sales and management training program that integrates emotional intelligence skills with consultative selling skills. Pay attention to the hard skills AND soft skills contributing to their sales success. This is important.

Strategy 116

Strategy Consultative Selling Selling Skills Face-to-face 116

The Sales Hunter

FEBRUARY 26, 2013

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? 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.

Margin 249

Margin Motivation Objections Competition 249

The Sales Hunter

SEPTEMBER 25, 2012

Let me give you an example as to how easy this approach is. An example of this is during the sales call you and the customer get to talking about how little of a particular item they might need and how you can ship it in very small quantities.

Closing 219

Closing Customer Motivation Examples 219

The Sales Hunter

FEBRUARY 10, 2012

Examples include: in-person, telephone, voice mail, text messaging, email, etc. high profit selling. selling a price increase. selling skills. Blog , Consultative Selling , Customer Service. Bring everything to the conversation in a positive, solution-minded manner. cold calling. customer service.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Sales Hunter

APRIL 10, 2012

Let me give you an example that seems subtle on the surface, but is profound. Not long ago, I was doing some consulting work for a pharmaceutical company. ” Granted, this is an extreme example. One word can make all the difference.

Pharmaceuticals 211

Pharmaceuticals Face-to-face Motivation Follow-up 211

Klozers

JUNE 5, 2014

Our Unique Selling Point Examples below, are designed to help clients understand exactly what a Unique Selling Point is and how they may use the Unique Selling Point Examples to help differentiate themselves from the competition. Unique Selling Point Examples – definition.

Examples 47

Examples Comparison Ideal Customer Profile Engineering 47

Klozers

MAY 28, 2014

Before you start to create a Unique Value Proposition Example it might be worth setting the scene in terms of what exactly is a Unique Value Proposition, as there is often confusion with the Unique Selling Point. UNIQUE SELLING POINT (USP). Unique Value Proposition Examples. UNIQUE VALUE PROPOSITION (UVP). ? .

Examples 46

Examples Ideal Customer Profile Positioning Banking 46

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

JANUARY 24, 2013

If that is the case, then be ready to share with them an example of how you helped them deal with a problem before. 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.

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 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. If you’re a sales manager reading this, ask your sales team members if they believe they are leading their customers.

Sales Leadership 207

Sales Leadership Leads Marketing Qualified Lead Sales Process 207

Vengreso

MARCH 26, 2025

The Benefits of Choosing Sales Training By investing in these proven methodologies, sales professionals can: Improve their sales skills Boost their confidence Ultimately win more deals Sales training online for sellers has become essential for developing high-performing sales teams. They should also be able to: Discover and target leads.

Training 68

Training Strategy Ideal Customer Profile Lead Rank 68

The Sales Hunter

MARCH 27, 2012

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. Building long-term relationships with customers and prospects requires that you ask strategic questions.

Industry 174

Industry Motivation Examples Positioning 174

The Sales Hunter

APRIL 25, 2012

The experience I had with the client I described is an example where we completely shifted gears and didn’t use the presentation at all. A thoroughly-prepared sales presentation actually equips you with the knowledge you need to be able to adjust if necessary.

Face-to-face 202

Face-to-face Sales Motivation Up-Sell 202

Women Sales Pros

OCTOBER 26, 2018

Here are some examples of selling behaviors to avoid. She is the creator of the Ei Selling® System , a unique and powerful sales program that integrates emotional intelligence skills with consultative selling skills. Don’t pay attention to your prospect’s preferred mode of communication.

SalesForce 90

SalesForce Consultative Selling Up-Sell ACT 90

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

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

JANUARY 15, 2013

Could you give me another example? 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? 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

Let me give you an example. You’re a salesperson and you sell software systems. 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.

Follow-up 185

Follow-up Up-Sell Motivation Software 185

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

Allego

MAY 2, 2019

Here’s two examples of where salespeople and customer service professionals fall short of empathy during the sales and service process. . Empathy is a powerful influence selling skill. She is the author of the best-selling book, Emotional Intelligence For Sales Success, now published in six languages. Generic empathy.

Customer 75

Customer SalesForce Customer Service Selling Skills 75

Women Sales Pros

NOVEMBER 1, 2019

For example, a sales manager is meeting with one of her top salespeople who is running behind plan for the very first time in two years. She is the creator of the Ei Selling® System , a unique and powerful sales program that integrates emotional intelligence skills with consultative selling skills.

Sales Management 82

Sales Management Hiring Territories Coaching 82