The Sales Hunter

JUNE 20, 2013

Do you have an example? . The more comfortable you are in asking short questions, the more flexibility you will have in your selling skills. Blog Consultative Selling Professional Selling Skills question questioning sales call sales process sales questions' Questions like these: Why?

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Selling Skills Consultative Selling Up-Sell Follow-up 234

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

Understanding the Sales Force

JUNE 20, 2012

Understanding the Sales Force by Dave Kurlan So much is written about consultative selling and the huge part it plays in the world of modern sales. However, talking about consultative selling and actually selling consultatively are two entirely different things. Here's an example.

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Consultative Selling Call-back Proposal Follow-up 232

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.”

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Sales Process Consultative Selling Selling Skills Customer Service 229

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.

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Sales Leadership Meeting Transportation Consultative Selling 204

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.

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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

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

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?

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Consultative Selling Closing Sales Qualified Lead Buyer 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.

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Consultative Selling Closing Sales Qualified Lead Buyer 52

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

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.

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Customer SalesForce Customer Service Selling Skills 75

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 ACT Up-Sell 90

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.

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Sales Management Hiring Territories Coaching 82

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 134

Airlines Prospecting Decision Maker Vendor 134

Women Sales Pros

AUGUST 23, 2019

Here’s a quick example from a website I recently visited. Good Selling! Here’s a quick example from a website I recently visited. Good Selling! Here’s a quick example from a website I recently visited. Self-absorbed salespeople and companies talk about what they do, not the problems they solve for clients.

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Collateral Social Media Education Channels 83

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 Negotiation 180

Highspot

JANUARY 9, 2024

Each stage requires specific selling skills to satisfy prospect needs. For example, if the budget is a concern, the sales rep will highlight the long-term value and ROI of the solution. Realign training to emphasize relationship building, consultative selling , and customer success.

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B2B Training Top of Funnel B2C 52

The Brooks Group

OCTOBER 11, 2017

Buyers are conditioned to question the asking price in today’s competitive selling environment, so it’s vital your salespeople are able to stand up to the price pressure and command premium price. Here are several examples of how you can protect your margin while giving your salespeople some degree of pricing authority: . Conclusion.

Discount 56

Discount Margin Negotiation Face-to-face 56

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.

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Ideal Customer Profile Negotiation Hiring Facebook 170

The Brooks Group

MAY 16, 2018

What many technical sales reps lack is the consultative selling skills needed to identify what a buyer wants and needs, and translate product features into benefits that align with those wants and needs. A sales leader can make coaching much more effective if they keep these traits in mind.

How To 40

How To Engineering Case Study Face-to-face 40

Highspot

JANUARY 19, 2022

The material often deals with topics like relationship building, consultative selling , technology, remote communication with management, and more. While the programs give concrete examples and strategies, much of the training is focused on developing the right mindset.

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Training Lead Rank Hiring Course 92

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.

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Closing Customer Motivation Examples 219

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.

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Account Prospecting Guidelines Compensation 204

Klozers

JUNE 10, 2014

This leverage, for example, could be used to learn more about the buying process, but instead after the Presentation prospects often disappear or hide behind voicemail as they no longer have any need for the sales person. 4) Presentations dont sell. 3) Presentations are Leverage.

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Consultative Selling Proposal Sales B2B 44

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.

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Margin Motivation Objections Competition 249

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.

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Pharmaceuticals Face-to-face Motivation Follow-up 211

Klozers

JUNE 10, 2014

As an example your sales plan could include your key account plans and new client acquisition plans, and the product or service mix you will need to achieve your revenue targets and the sales process you will use. . We have all heard this a million times yet studies show 85% of companies do not have a sales plan.

Sales Management 45

Sales Management Hiring Salary Guarantee 45

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.

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Sales Leadership Leads Marketing Qualified Lead Sales Process 207

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

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

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.

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Industry Motivation Examples Positioning 174

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. You will need to prepare to develop new relationships. Asking how their business has changed and how you can best serve them is good practice. . Prepare and put these systems in place right now.

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Customer How To Call-back Distribution 121

Klozers

MAY 22, 2015

For example some chose to hire University graduates on lower salaries, however they failed to deliver adequate technical training and support to these grads. The ability to sell Cloud 2.0 In the rush/need to make Office 365 a profitable business stream some Partners reduced the technical capabilities of their deployment teams.

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Microsoft Licensing Hiring Salary 24

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?

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Customer Motivation Closing Sales Process 187

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.

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Benefit Motivation Closing Buyer 181