Understanding the Sales Force

NOVEMBER 15, 2012

The decision maker won't meet with you. Prospects must think that salespeople are morons. These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Selling skills, to Qualifying skills to Closing Skills. They must think we are morons. You have to go through me.

Airlines 269

Airlines Prospecting Decision Maker Vendor 269

The Sales Hunter

MARCH 25, 2014

Do you know what you’ll be doing less of if you become better at prospecting? Most salespeople I meet really don’t care for negotiating or prospecting. Negotiating. You’ll be doing a lot less negotiating. I imagine that is music to your ears, because who of us really likes negotiating?

Prospecting 192

Prospecting Negotiation Selling Skills Closing 192

The Sales Hunter

AUGUST 16, 2014

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 […].

Social Media 264

Social Media Media Consultative Selling Video 264

Hubspot Sales

JULY 22, 2018

Selling Skills. Educate prospects with new ideas and perspectives. Collaborate with prospects. Listen to prospects. Understand prospect needs. Help prospects avoid obstacles. Connect with prospects personally. Top 10 Sales Representative Skills. Collaborate with prospects.

Selling Skills 145

Selling Skills Lead Rank Inbound Case Study 145

MTD Sales Training

APRIL 19, 2020

In addition, it states that “Sales reps can reach more customers with virtual selling or even reach customers in various geographical locations.”. So, what would be the best practices to adhere to when meeting up with a client virtually? Here are some ideas that will help when you are holding a virtual meeting with a prospect online.

Meeting 156

Meeting Face-to-face How To Call-back 156

Steven Rosen

APRIL 30, 2024

Why SaaS Leaders Need to Start Coaching Selling Skills SaaS sales leaders struggle to balance deal-focused coaching and skill development among sales teams. They Neglect to Focus on Coaching Selling Skills While deal coaching addresses immediate sales challenges, it often comes at the expense of long-term skill development.

Selling Skills 120

Selling Skills Coaching Scale Compensation 120

The Sales Hunter

JUNE 5, 2013

Below are 6 questions you must ask yourself about your selling process: 1. What percentage of my customers have done research on the internet before meeting with me? If they’re doing it before you meet with them, I would refer to this as exploratory. At what point during the sales process are they doing this?

Customer 250

Customer Direct Response Selling Skills Motivation 250

No More Cold Calling

JULY 5, 2018

Is selling really tougher today? It’s more complex, and despite all the tech tools at our disposal, prospecting certainly hasn’t gotten any easier. Just getting prospects to return calls is hard enough. Getting meetings with decision-makers is an even greater struggle, because companies all look alike to buyers.

Referrals 159

Referrals Prospecting Cold Calling Decision Maker 159

The Sales Hunter

AUGUST 2, 2014

I meet salespeople all the time who underestimate the influence they have on the people around them. This isn’t just about the impact it has on your customers, prospects and colleagues, […]. Start paying closer attention to how you are impacting others.

Influencer 241

Influencer Cold Calling Consultative Selling Video 241

The Sales Hunter

MARCH 13, 2012

If you want to succeed in sales, you must have a prospecting plan — and actually use it! However, I’ve yet to meet a successful salesperson who could attribute their success to such a gamble. Here are 3 things you must know about successful prospecting: 1. If you can’t prospect, you can’t sell.

Prospecting 201

Prospecting Guarantee Face-to-face Banking 201

The Sales Hunter

AUGUST 20, 2013

How are you doing in meeting your 2013 goal? Blog Closing a Sale Professional Selling Skills Prospecting closing a sale discount discounting price prospect prospecting sales prospecting sales techniques' Here are 5 steps you can take right now to close more sales faster: 1. Try again.

Closing 255

Closing Discount Referrals Follow-up 255

The Sales Hunter

AUGUST 31, 2013

Devote that energy instead to genuinely listening to your customer and showing them why you are the right choice to meet their desired outcomes. Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills Prospecting competition desired outcomes video sales tip'

Competition 226

Competition Video Consultative Selling Selling Skills 226

The Sales Hunter

JUNE 18, 2013

Take advantage of 8 AM or even 7AM meetings. People are more likely to cancel a meeting if it is just you coming, but if you are bringing another person, the customer will feel more compelled to keep the meeting as planned. Help the customer out by scheduling the afternoon meeting with them away from the office. .

Cancellation 230

Cancellation Cold Calling Call-back Consultative Selling 230

The Sales Hunter

OCTOBER 23, 2012

Don’t kid yourself — the prospect with whom you’ve set up a meeting knows more about you than you realize. The same thing applies to you and the prospect meeting you’re either about to have or are looking to have. What does the web say about you and your company?

Prospecting 188

Prospecting Airlines Social Media Ideal Customer Profile 188

The Sales Hunter

APRIL 30, 2013

If needs arise you can help with, then move forward immediately with getting another meeting set up with the customer. Your objective is to use the call to both further your relationship with the customer and also develop a reason to meet soon. You also want to begin building more on needs the customer might have. Big time, in fact.

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

Understanding the Sales Force

JULY 10, 2014

Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! The biggest changes since our original set of 21 Core Competencies in 1994 are the inclusion of categories that compliment our dashboards as well as the inclusion of Sales Posturing and Social Selling.

Top of Funnel 309

Top of Funnel Social Selling Funnel Sales Cycle 309

The Sales Hunter

MARCH 23, 2014

Get out there and meet with prospects and customers. Even if you sell at your desk, then you still need to make things happen, and that means more time on the phone. Blog Professional Selling Skills Sales Motivation sales motivation sales motivation video' Check out […].

Motivation 216

Motivation Video Selling Skills Sales 216

The Sales Hunter

JULY 30, 2013

With that being the case, there is no way I’m going to remember all of the details of a meeting. Blog Cold-Calling Consultative Selling Customer Service Professional Selling Skills Prospecting Purchasing Department Sales Development Training Sales Motivation CRM customer customer service sales information'

CRM 261

CRM Cold Calling Consultative Selling Customer Service 261

criteria for success

OCTOBER 20, 2022

Whether through group sales team meetings or one-on-ones, here are the top 3 exercises to work into your coaching sessions to build your sales team’s consultative selling skills. A great question will also guide your prospect toward discovering the value of your product or service. Asking Great Questions.

Consultative Selling 96

Consultative Selling Exercises Selling Skills Face-to-face 96

The Sales Hunter

OCTOBER 29, 2013

Schedule a meeting or minimally a phone call with each of your existing customers, with one very upfront objective and that is to get more volume now. Second, accelerate the level of activity you’re having with prospects you’re close to closing. Third, devote an extra 30 minutes per day to telephoning warm prospects.

Consultative Selling 246

Consultative Selling Call-back Discount Selling Skills 246

The Sales Hunter

SEPTEMBER 20, 2013

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. We never know who or when the person the senior person knows may encounter the buyer to whom you sell. Third objective is being able to get a meeting during difficult periods.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

Vengreso

JANUARY 17, 2025

With technological advancements and the growing demand for remote work solutions, virtual sales programs offer numerous benefits that can transform how companies engage with prospects and clients. This shift in consumer behavior means businesses must adapt by equipping their teams with digital selling skills.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

The Sales Hunter

JULY 30, 2013

Keep in mind the outcome is unique to the individual or company, but the more customers you can learn from, the better off you’ll be with the next new customer with whom you meet. Make that the primary piece of what you’re trying to determine with each customer and prospect you meet. ” Sales Motivation Blog.

Discount 250

Discount Selling Skills Energy Benefit 250

The Sales Hunter

AUGUST 22, 2013

Treat email as one of the tools you have to communicate with a prospect/customer. While email isn’t an exclusive tool, it is a great tool to follow up with a prospect after you’ve met them. Start your email by following up with a question/response to something the customer brought up during the meeting.

Selling Skills 206

Selling Skills Motivation Customer Service Follow-up 206

The Pipeline

FEBRUARY 1, 2013

Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales. Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

Zoominfo

JULY 13, 2021

It’s also impossible for humans to analyze all of the behavioral cues and sentiment captured during a meeting to predict outcomes with any degree of consistency — but Chorus can. In short, it will allow salespeople to enter meetings with complete intelligence about each participant and company. And that’s just Chorus alone.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

The Sales Hunter

FEBRUARY 15, 2013

When the sales funnel or pipeline is full, it’s amazing how much more confident we are when meeting with customers. An easy way to help you control this urge is by always carrying with you a list of all of the customers/sales prospects that are in your pipeline.

Pipeline 202

Pipeline Discount Face-to-face Top of Funnel 202

Score More Sales

FEBRUARY 20, 2013

From a personal standpoint, I once lost a position running a corporate university because, in part, some of the C-level team felt it was too focused on “soft skills” See if any of these sound familiar for you or someone on the sales team: Discounting and getting price shopped – lack of self-regard or assertiveness.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

The Sales Hunter

SEPTEMBER 26, 2013

He opened the sales meeting beautifully and then began walking the customers through the materials. I’m amazed at the number of salespeople I meet who share that belief. When you approach sales calls with this strategy, you will be better equipped to show how what you offer meets the customers’s needs and desired benefits.

Consultative Selling 201

Consultative Selling Face-to-face Selling Skills Motivation 201

The Sales Hunter

AUGUST 29, 2013

Interestingly, the assumption is often made that if someone has chosen selling for their profession, they are “naturally” confident. I meet salespeople all the time, though, who are not confident. Many people think testimonials are just used in the selling process to show prospects why they too should become customers.

Consultative Selling 259

Consultative Selling Motivation Selling Skills Discount 259

The Sales Hunter

NOVEMBER 19, 2013

Recently in a client meeting, I was asked by a salesperson what they needed to know to help them be more successful next year. The pool of prospects next year is going to grow. There will be more prospects than ever, and the good news is more of them will actually buy. You must find ways to streamline your sales process.

Motivation 225

Motivation Loyalty Selling Skills Engineering 225

The Sales Hunter

MARCH 7, 2014

Hesitation to call customers and especially to call prospects. Every time you meet with your boss, you say something like, “If only we had _, then I would be able to sell a lot more.” A strong desire to do paperwork to keep the office and your boss happy as a way to cover up for not spending more time selling.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

The Sales Hunter

NOVEMBER 5, 2013

You go through this convoluted dance each time you come to meet with me. If you want to meet, make it important by making it about what I need. Blog Prospecting Sales Training Sales Training Tip customer service sales call sales skills selling skills' It’s not what you do, though.

Customer 240

Customer Call-back ACT Selling Skills 240

The Sales Hunter

MARCH 2, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Regardless of the market you sell to, take a moment and reflect on the number of people with whom you come in contact — sometimes just once, other times on a regular basis. We influence each person we meet.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Sales Hunter

JULY 12, 2013

Demonstrate respect to every person you meet on the way to the call, at the call and after the call. Blog Closing a Sale Cold-Calling Consultative Selling Customer Service leadership Professional Selling Skills Prospecting Sales Motivation ceo prospect sales call sales motivation sales prospecting'

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

Jeffrey Gitomer

JULY 26, 2011

New prospective customer not looking to buy yet. New prospective buyer getting ready to buy. Dont let your next sales meeting suck! Gitomer | July 26, 2011 | 2 Comments. Tweet Share There are 4.5 business lunch categories: 1.Building Building a relationship and trying to make connections. GREAT food. Awesome idea. Hire Jeffrey.

Hiring 260

Hiring Social Media Referrals Loyalty 260

The Sales Hunter

JANUARY 24, 2018

The last several weeks, I’ve sat in several meetings with salespeople, discussing the issues around prospecting. Prospecting does not have to be difficult, if you’re willing to get honest with yourself and accept the fact […]. The excuses never change.

Prospecting 148

Prospecting Face-to-face Meeting Outbound 148