The Sales Hunter

JULY 11, 2013

What I mean by this is to be asking follow-up questions on what the customer shares with you. View the customer as if you were peeling an onion. If you strengthen your skills in using follow-up questions, in time you get to the information you want. Same thing with your conversation.

Cold Calling 204

Cold Calling Consultative Selling Follow-up Motivation 204

The Sales Hunter

AUGUST 22, 2013

While email isn’t an exclusive tool, it is a great tool to follow up with a prospect after you’ve met them. Second, it allows you to engage the customer, because you’re now sharing with them a question or comment about something that interests them. The value of this is two-fold. ” Sales Motivation Blog.

Motivation 206

Motivation Selling Skills Customer Service Follow-up 206

The Sales Hunter

APRIL 11, 2013

Provide senior management in advance an agenda of the meeting that includes the following: Key items we need to cover, including a copy of the presentation you will be giving on the call. Items of concern the customer may bring up. Brief overview of the customer’s performance with your company.

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

The Sales Hunter

JULY 12, 2013

When you follow-up, it shows that you take your involvement seriously and you value the role the sales team plays in the success of the company. Send a follow-up note to the customer and copy the salesperson. Recap with the salesperson’s boss what you saw, what you learned, and any necessary next steps.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

Sales and Marketing Management

NOVEMBER 17, 2019

Their reading of John Doe’s sales skills isn’t going to be influenced by his amazing resume or his recent break-up; it’s a cut-and-dried look at John’s core selling skills: where he excels, and where he’s falling behind. . Train to the skills gap. Following a skills assessment, you need to address training.

Collateral 230

Collateral Sales Qualified Lead Guarantee Resources 230

Jeffrey Gitomer

SEPTEMBER 7, 2011

People not showing up for work. Major clue: If you are relying on other people to help make your sale, then you are completely responsible to follow up with them in advance to make certain that they have done their part. Not having a deep enough belief in what it is you are selling. People not keeping their promises.

Hiring 245

Hiring Training Social Media Follow-up 245

The Sales Hunter

JANUARY 25, 2012

What this means is the salesperson has to be far more prepared to follow-up with the customer via email, telephone, mail, etc. Following up with a prospect is certainly nothing new, but what has changed is what is contained in the follow-up. Only if Your Customer Thinks So. customer service.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

Jeffrey Gitomer

FEBRUARY 18, 2011

They go through the same old crapola, of prospect , the point, present, close, follow-up! There is no time like the present to change things up in 2012 to ensure its better than 2011! That sales strategy is going to get you nowhere; oh it will get you somewhere, another job. Share this Post. Gitomer gets it! Raleigh, NC.

Referrals 206

Referrals Hiring Social Media Loyalty 206

The Sales Hunter

NOVEMBER 1, 2012

The problem was he thought he was so successful because of his selling skills and the way he could quickly size up a customer and close the deal. I’ll argue his “expertise” was holding him back from selling more. Ask customers why they buy from you.

Customer 195

Customer Selling Skills Motivation Up-Sell 195

Jeffrey Gitomer

OCTOBER 19, 2011

Follow up less than twenty-four hours after the event to confirm the commitment. The paradox is that at a networking event everyone wants to sell. Customer Loyalty. There is no time like the present to change things up in 2012 to ensure its better than 2011! Move on to the next person. Speak Your Mind Cancel reply.

Networking 314

Networking Hiring Prospecting Social Media 314

Jeffrey Gitomer

MAY 18, 2011

The more information you have, the better (and easier) it is to establish rapport, follow up and have something to say, build the relationship, and gain enough comfort to make the sale. There is no time like the present to change things up in 2012 to ensure its better than 2011! How do you get all this information? Raleigh, NC.

Hiring 265

Hiring Lead Rank Lead Scoring Marketing Qualified Lead 265

The Sales Hunter

DECEMBER 20, 2012

Things like expense reports, following up on paperwork, providing status updates, etc. I understand that, but let’s get real — checking sports websites to see how your team is doing instead of picking up the phone and calling a customer is a whole lot less productive.

Sports 195

Sports Customer Service Call-back Motivation 195

The Sales Hunter

FEBRUARY 16, 2012

Sure, it’s great to catch up with people you know but may not have seen for awhile, but let’s get real — that’s not networking. It’s much better to come away from a networking event with 2-3 relationships worth following up on in place of a mass of business cards you’ll never do anything with.

Networking 222

Networking Motivation Hiring Negotiation 222

The Sales Hunter

NOVEMBER 25, 2011

I’m not asking for it to go to the same level as Aaron and Tom give — I’m just asking, “What would happen if you stepped up your game?” Professional Selling Skills Training: Stay Motivated, Finish Strong. customer service. high profit selling. selling a price increase.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

DECEMBER 27, 2011

Spend as much time in the office, especially in the morning catching up on everyone’s personal life and making sure you have the latest updates on rumors. Even if you have connected the customer to someone else in the company, be sure to follow through to make sure the request was handled. customer service.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

MARCH 2, 2012

Over the years, I’ve come up with a number of sales motivation quotes. Our customers don’t care about our problems, they care about their problems. Customers are buying confidence. It’s up to us to show it. customer service. high profit selling. selling a price increase.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Brooks Group

JULY 11, 2018

The customer journey from start to finish should be designed so that all sales activities and communication are aimed at helping the customer achieve short and long-term success. Implementing a customer-centric approach to selling sounds simple, yet most companies fail to accomplish it. Believe in It.

Strategy 60

Strategy Customer Loyalty Customer Service 60

The Sales Hunter

MARCH 1, 2012

The Best Way to Improve Your Negotiation Skills. If you want to know the best way to improve your negotiation skills, then invest more time in improving your selling skills. First thing I believe with regard to negotiating is that you sell first, negotiate second. Do You Have Effective Negotiation Skills?

Negotiation 170

Negotiation Motivation Ideal Customer Profile Hiring 170

The Sales Hunter

FEBRUARY 20, 2012

Guest post Monday brings us Jeb Blount, author of People Follow You: The Real Secret to What Matters Most in Leadership. Though each year thousands of sales professionals give up their sales roles and accept the promotion. So we follow that up with Tuesday—you show up but no one else does. Twitter Facebook.

Motivation 220

Motivation Sales Management Hiring Negotiation 220

The Sales Hunter

DECEMBER 6, 2011

Show up and show up on time. More sales are lost because the salesperson either failed to show or failed to follow-through. customer service. high profit selling. selling a price increase. selling skills. customer service. high profit selling. selling skills.

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

The Sales Hunter

JANUARY 5, 2012

More importantly, they blow up several of the myths most people have come to believe regarding sales. Summing it up, the authors don’t believe relationship selling is all it’s cracked up to be, and they have the data to back it up. customer service. high profit selling. discounting.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

No More Cold Calling

APRIL 9, 2015

If you’re leading an underperforming sales team, your reps might not be speaking up, but I guarantee they’re thinking these thoughts. Sales has always been a “sink or swim” profession, so it’s not surprising how many reps end up drowning. They’ve never had any training to build those skills. But by how much?

Hiring 120

Hiring Lead Rank Lead Scoring Guidelines 120

The Sales Hunter

JANUARY 6, 2012

End result is the salesperson never winds up going after the big fish. ” It is because it’s also the best time for sales managers, CEOs, COOs, and others to get out visiting customers. Using senior level people early in the year as a tool to open up new opportunities will result in big payouts later in the year.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

DECEMBER 2, 2011

It will only set you up for failure. Instead, when you have a call that goes bad, pick up the phone and call one of your favorite customers and let them pick you up. Trying to sell to people who can’t buy. Sales Motivation: Leverage Your Best Customers. 6 Tips for Selling in a Difficult Environment.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

Highspot

JANUARY 19, 2022

But it can just as easily be summed up in a few statistics: Per a survey conducted by the Association of Talent Development (ATD) in 2021, over a quarter (28%) of median sales people didn’t meet their company’s sales goals during the last fiscal year. Why Sales Training Is Important. or a 353% ROI.

Training 92

Training Lead Rank Hiring Course 92

Jeffrey Gitomer

JUNE 28, 2011

I wake up every morning, and I read. Every time I read something old, I come up with a new idea, which leads me to my second non-secret: I CAPTURE AND COLLECT THOUGHTS AND IDEAS. I write this column every week on selling skills, but I don’t just write the column, I collect ideas so I can always be ahead. I LOVE IT.

Hiring 305

Hiring Lead Rank Social Media Loyalty 305

The Sales Hunter

NOVEMBER 19, 2011

Here are a few things to keep in mind regarding using LinkedIn as a tool to reach senior level people: Senior level people will follow you long before they will let you know they’ve been following you. Don’t waste your time joining groups made up of your peers. Join groups where your customers are going to be.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

NOVEMBER 14, 2011

You develop a plan to do one or more of the following: Develop a new selling skills program. Focus on growing key customers. Sales managers struggle to come up with the answers and reps get nervous. customer service. high profit selling. selling a price increase. selling skills.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

Sales Training Connection

DECEMBER 12, 2014

The second point relates to an important trend in the world of B2B buying and it is the strategic reason for making a big to-do about selling consultatively. In the article the author makes the following point when discussing trend Number 1: “customers don’t value old-school high pressure manipulative sales methods.

Consultative Selling 99

Consultative Selling Trends Selling Skills Training 99

The Sales Hunter

DECEMBER 3, 2011

If the phone call is important, stand up when you make it. Never be the first person to hang-up the telephone. Don’t be distracted by email or other items popping up on your computer while you’re making a call. Follow the link below to get even more phone sales skills tips for both live calls and voice mail.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

DECEMBER 30, 2011

Don’t sit there and strategize about how you need to wait until the sun, moon and stars line up just right. Prospecting is not difficult and in the end it’s very rewarding, because it’s how you develop new customers. Sales Prospecting: Follow-Up or Follow-Down. customer service.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

The Sales Hunter

JANUARY 9, 2012

We have all seen it happen to other people, and you need to learn what to do if it happens to you: Pause, look at your notes or outline and try to pick up again where you left off, or move on to your next thought. Be honest, and tell the person you will get back to him or her as soon as possible with an answer, and then follow up as promised.

Motivation 167

Motivation Ideal Customer Profile Negotiation Hiring 167

The Sales Hunter

FEBRUARY 27, 2012

When you meet someone who might benefit from what another person sells, match them up. Have a “customer satisfaction” phone blitz. Never give up on leads you believe have gone cold. customer service. high profit selling. selling a price increase. selling skills.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

The Sales Hunter

FEBRUARY 13, 2012

Manipulative questions are designed to “set up” the prospect. It's Called "Professional Selling Skills" for a Reason. customer service. high profit selling. selling a price increase. selling skills. customer service. high profit selling.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

FEBRUARY 20, 2012

For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. Salespeople all know the power of referrals from existing customers and how these can be some of their best leads. The next round of blitzing occurs in the summer. customer service. high profit selling.

Motivation 200

Motivation Marketing Qualified Lead Leads Ideal Customer Profile 200

The Sales Hunter

DECEMBER 8, 2011

After 2 weeks, add up the time spent on various activities. If you want to close more sales, you have to set yourself up to close more sales. customer service. high profit selling. selling a price increase. selling skills. customer service. high profit selling. leadership.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

The Sales Hunter

FEBRUARY 21, 2012

Profit is left on the table, and what is worse is that the customer now has a diminished view of the true value of the product or service. Think you’ll make up that lost profit in quantity of sales? Selling at a discount hurts profit short term and long term, no matter how you want to run the numbers. Guess again.

Motivation 147

Motivation Ideal Customer Profile Hiring Discount 147