Understanding the Sales Force

NOVEMBER 15, 2012

Understanding the Sales Force by Dave Kurlan We've all been on planes when they tell us to put our electronic devices into airplane mode so that the devices - your laptops, ipads, ipods, kindles and phones - do not send a radio signal looking for a connection. Prospects must think that salespeople are morons. Scary stuff!

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The Sales Hunter

AUGUST 16, 2014

Are you using social media the right way in your sales process? I meet too many salespeople who spend too much time trying to communicate with prospects and customers through social media – when they really need to be reaching out to those people on the phone or in person. Unfortunately, many salespeople are not! Be […].

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Hubspot Sales

DECEMBER 21, 2017

What is consultative selling? Consultative selling is an approach that focuses on creating value and trust with the prospect and exploring their needs before offering a solution. Advancements in sales and marketing automation are making inside selling more effective than ever before.

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Consultative Selling Strategy Knowledge Base Inside Sales 145

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. Check out the below video to hear why this is vital to your sales process: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . .”

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Sales Process Video Cold Calling Consultative Selling 245

Sales Hacker Training

FEBRUARY 10, 2020

A consultative selling approach is key to running a well-oiled sales team. To me, the difference between a traditional sales process and a consultative one looks a bit like the difference between a doctor and a therapist. What Is Consultative Selling? The #1 Trait of Effective Consultative Selling.

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MTD Sales Training

JUNE 12, 2013

The art of selling has changed dramatically over the last 30 years, and the way that sales people and business owners now prospect and sell to the customers has moved on significantly from the. [[ This is a content summary only. Consultative Selling consultative sales process'

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The Sales Hunter

SEPTEMBER 15, 2014

One of the best ways to stay in contact with prospects and customers is to occasionally email them a news link you think will be of interest to them. The link could be something relevant to their industry or a topic you last discussed with them. When I do this, it is amazing how often […].

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Motivation Video Cold Calling Consultative Selling 229

criteria for success

SEPTEMBER 1, 2022

In my world of sales and sales training , I hear the term “consultative selling” thrown around quite a bit. First of all, being a consultative partner means two things. Consultative Selling Step 1: Establishing Comfort and Trust. I tell a story in many of my trainings about selling to a CEO.

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Consultative Selling Selling Skills Up-Sell Buyer 105

Understanding the Sales Force

MARCH 21, 2022

On Sales Process and Methodology - the difference between popular sales processes and methodologies. Why Your Prospects Won't Talk with You and What to Do About it - a rant. On Attracting Salespeople When Recruiting - a rant on the Two Keys to Attracting More of the Right Sales Candidates. On Cold Calls - a Rant.

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The Sales Hunter

AUGUST 2, 2014

This isn’t just about the impact it has on your customers, prospects and colleagues, […]. Blog Cold-Calling Consultative Selling Customer Service leadership Motivational Sales Speaker Professional Selling Skills Sales Motivation influence sales influence sales leadership sales motivation'

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Influencer Cold Calling Consultative Selling Video 241

The Sales Hunter

DECEMBER 6, 2014

You can move yourself to a higher level in your sales career. You can put a booster rocket into your prospecting and […]. But it’s not going to happen if you only feel urgent when you have to make your number. What would happen if you took that same urgency and applied throughout the year?

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Video Consultative Selling Quota Selling Skills 221

The Sales Hunter

SEPTEMBER 10, 2014

Blog Consultative Selling leadership Professional Selling Skills Sales Motivation Sales Training Tip prospect sales motivation sales tips selling success success' Be consistent. Nothing will create more success than consistently taking one step forward each day. […].

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Consultative Selling Selling Skills Motivation Training 266

The Sales Hunter

JANUARY 25, 2014

To see what I mean, check out the video… Copyright 2014, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price. Click on the below book cover for more info on boosting your profits!

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Video Consultative Selling Selling Skills How To 234

The Sales Hunter

AUGUST 27, 2013

The best way to engage your prospect or customer is by asking short questions. Problem is that questions of that type do little to help the sales process. Problem is that questions of that type do little to help the sales process. In fact, I’ll contend many times that they wind up harming the sales process.

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Sales Process Cold Calling Consultative Selling Selling Skills 250

The Pipeline

FEBRUARY 11, 2013

Back in the 80′s or maybe even earlier, the purveyors of Consultative Selling, put a lot of emphasis on Open Ended Questions, for all the right reasons. It took some effort and focus to get sales people to adopt this style of interaction, especially after years of pitching and doing things the traditional (old) way.

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The Sales Hunter

MAY 17, 2014

Too many salespeople and sales managers spend too much time in the office! Salespeople need to be out interacting with prospects and customers. Yes, we need more empty chairs. 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.

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Video Consultative Selling Selling Skills Motivation 210

The Sales Hunter

AUGUST 24, 2013

Check out the below video to see what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . Blog Consultative Selling Customer Service Professional Selling Skills Prospecting Sales Motivation elevator speech prospecting sales motivation selling skills video video sales tip'

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Video Consultative Selling Selling Skills Motivation 221

The Sales Hunter

AUGUST 31, 2013

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

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Competition Video Consultative Selling Selling Skills 226

The Sales Hunter

APRIL 30, 2013

You can secure repeat sales from existing customers if you follow the 2/2/2 rule. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Two, it relies on the telephone.

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The Sales Hunter

JULY 1, 2019

Prospecting does not have to be painful nor does it have to be as hard as you think. Sales and prospecting is not a slimy or ugly activity like some people describe it. I count prospecting and sales as an honor. When you prospect with integrity, you’ll gain customers who have integrity.

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Prospecting Top of Funnel Exercises Funnel 210

The Sales Hunter

OCTOBER 28, 2014

I am often asked whether it’s appropriate to use text messaging with a customer or a prospect. Blog Consultative Selling Phone Sales Tips Prospecting prospect prospecting technology text messaging' Here are 6 tips: 1. Text messaging an […].

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Consultative Selling Prospecting Customer Sales 234

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.

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The Sales Hunter

AUGUST 12, 2013

Is your sales process slow or fast? Selling fast works great because it gets you to a state of actually doing business with the client rather than merely talking about it. This ultimately leads to a sales process that is longer (and in some cases slower), but can result in better sales. ” Sales Motivation Blog.

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Sales Process Consultative Selling Selling Skills Customer Service 229

Understanding the Sales Force

DECEMBER 22, 2014

But what can you do to kick-off the New Year so that 2015 is your best sales year ever? How many new sales or accounts are required? What are the metrics to close one – in other words, how many proposals, demos, qualified opportunities, prospects and suspects does it take? Divide that by the number of selling days in the year.

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Face-to-face Commission Exercises Sales Qualified Lead 275

The Sales Hunter

AUGUST 19, 2014

” If you’re reading this and you’re a sales manager, I want you […]. Blog Closing a Sale Consultative Selling leadership Professional Selling Skills Prospecting Sales Motivation leader sales leader sales leadership sales motivation success'

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Marc Wayshak

APRIL 12, 2023

Consultative selling —you’ve probably heard this term a lot lately. And, no doubt, you’ve heard many sales gurus stating some form of the following: “You’ve got to start using consultative selling, now!” And how do we leverage a consultative approach in every sales conversation that we have?

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Consultative Selling Closing Strategy Case Study 94

Understanding the Sales Force

DECEMBER 1, 2020

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Caliper's is a personality test adapted for sales. Caliper's is a personality test adapted for sales. The candidate scored 60% on Caliper and 92 on OMG.

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The Sales Hunter

JUNE 18, 2013

Here are a four ways to prevent sales call cancellations in the summer: 1. Always have a back-up plan for Friday sales calls. Instead, be proactive in using the above tips to make sure you meet or exceed your summer sales numbers. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

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Cancellation Cold Calling Call-back Consultative Selling 230

Sales 2.0

SEPTEMBER 18, 2020

In sales we need to go through the motions. Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days).

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Direct Mail Outbound Referrals Social Selling 370

The Sales Hunter

APRIL 15, 2014

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

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Customer Consultative Selling Selling Skills Customer Service 239

The Sales Hunter

OCTOBER 24, 2014

It’s amazing how far a number of companies and sales teams have come in the last couple of years. I’m having many more conversations with sales leaders, CEOs and others who are telling me business is outstanding and life is good. When I hear comments like this, I get scared for one simple reason. […].

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Consultative Selling Selling Skills Prospecting Conversion 225

MTD Sales Training

MARCH 23, 2018

The Meaning of Consultative Selling, 4 Revolutionising Communication Steps, A Quote From Richard Branson. This podcast includes: What Exactly Is Consultative Selling? The post The Meaning of Consultative Selling, 4 Revolutionising Communication Steps, A Quote From Richard Branson appeared first on MTD Sales Training.

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criteria for success

OCTOBER 20, 2022

As a sales manager, how do you improve your team’s performance? These tactics may improve salesperson productivity if they’re already doing the right things, but selling requires deliberate practice. If you want to make a real difference in sales performance, the key for many salespeople is coaching. Let's Talk Sales!

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Consultative Selling Exercises Selling Skills Face-to-face 96

Understanding the Sales Force

JANUARY 9, 2025

If you play your cards right, follow the sales process and use a consultative approach, they may not need to talk with anyone else! You’ll never do anything to change the timing on the two ends of the timing spectrum, but for those prospects in the middle, you can create perfect timing!

Airlines 173

Airlines Decision Maker Call-back Vendor 173

The Sales Hunter

SEPTEMBER 9, 2014

You know the price you need to get, but you’re afraid the prospective buyer is going to reject it as being too high. You’re concerned about how to present the price, and the more you think about it, the more nervous you become. Here are the specific steps you can take to present your […].

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Negotiation Consultative Selling How To Selling Skills 217

The Sales Hunter

SEPTEMBER 20, 2013

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. First is to get the name of your company back in front of the customer/prospect, even though the person might not be our buyer. Copyright 2013, Mark Hunter “The Sales Hunter.”

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The Sales Hunter

MAY 3, 2014

If you want your prospects/customers to reveal their true needs, you must ask the right questions. Blog Closing a Sale Consultative Selling leadership Professional Selling Skills questioning skills questions sales questions video sales tip' Average salespeople […].

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