The Sales Hunter

FEBRUARY 27, 2012

Client List. Client Login. Client List. When you meet someone who might benefit from what another person sells, match them up. Never give up on leads you believe have gone cold. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. FREE Resources. Testimonials. Mark Hunter. Testimonials.

Drivers/motivators 110

Drivers/motivators Prospecting Negotiate Cold Call 110

The Sales Hunter

DECEMBER 3, 2011

Client List. Client Login. Client List. 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. Mark Hunter is… Blogs We Follow. Mark Hunter.

Negotiate 110

Negotiate Sales Price Drivers/motivators 110

The Sales Hunter

JANUARY 6, 2012

Client List. Client Login. Client List. End result is the salesperson never winds up going after the big fish. 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. Sales Prospecting: Follow-Up or Follow-Down.

Drivers/motivators 75

Drivers/motivators Prospecting Negotiate Sales 75

The Sales Hunter

NOVEMBER 19, 2011

Client List. Client Login. Client List. 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.

Drivers/motivators 85

Drivers/motivators Negotiate Strategize Cold Call 85

The Sales Hunter

FEBRUARY 25, 2012

Client List. Client Login. Client List. You have been working your tail off trying to close this one client, and just when you think that moment is going to come, the client delays or backs off all together. Your sales motivation will go up a notch or two. Mark Hunter is… Blogs We Follow.

Closing 73

Closing Negotiate Drivers/motivators Cold Call 73

The Sales Hunter

JANUARY 25, 2012

Client List. Client Login. Client List. 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.

Inside sales 67

Inside sales Drivers/motivators Negotiate Sales 67

The Sales Hunter

DECEMBER 30, 2011

Client List. Client Login. Client List. Don’t sit there and strategize about how you need to wait until the sun, moon and stars line up just right. Sales Prospecting: Follow-Up or Follow-Down. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. FREE Resources.

Drivers/motivators 71

Drivers/motivators Prospecting Negotiate Sales 71

The Sales Hunter

DECEMBER 27, 2011

Client List. Client Login. Client List. 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. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. FREE Resources. Testimonials. Mark Hunter.

Drivers/motivators 85

Drivers/motivators Negotiate Price Cold Call 85

The Sales Hunter

DECEMBER 16, 2011

Client List. Client Login. Client List. It’s up to you to control your time and calendar. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. FREE Resources. Testimonials. Mark Hunter. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. No Responses.

Drivers/motivators 84

Drivers/motivators Negotiate Sales Cold Call 84

The Sales Hunter

JANUARY 24, 2012

Client List. Client Login. Client List. How: Sales negotiating requires a process, and to sum it up, it means the following: 1. Have a list of items you’re willing to offer up to the customer in exchange for something of equal or greater value. Mark Hunter is… Blogs We Follow. April 2008.

Negotiate 77

Negotiate Price Drivers/motivators Cold Call 77

The Sales Hunter

FEBRUARY 20, 2012

Client List. Client Login. Client List. For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. Prospecting for Clients: Getting Referrals. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. FREE Resources. Testimonials.

Drivers/motivators 80

Drivers/motivators Referrals Negotiate Cold Call 80

The Sales Hunter

NOVEMBER 25, 2011

Client List. Client Login. Client List. 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?” Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. FREE Resources. Testimonials.

Negotiate 76

Negotiate Drivers/motivators Cold Call Price 76

The Sales Hunter

DECEMBER 10, 2011

Client List. Client Login. Client List. Put Your Hands Up and Step Slowly Away From the Computer. Maybe it’s time someone comes to you to tells you to put your hands up and step away from the computer. Take that time and make it more productive by picking up the phone and calling the prospect.

Negotiate 70

Negotiate Drivers/motivators Cold Call Price 70

The Sales Hunter

DECEMBER 29, 2011

Client List. Client Login. Client List. Sales Motivation: 2011 Goals Check Up. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. FREE Resources. Testimonials. Mark Hunter. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. FREE Resources. Sales Articles.

Drivers/motivators 84

Drivers/motivators Negotiate Technique Referrals 84

The Sales Hunter

JANUARY 3, 2012

Client List. Client Login. Client List. Have a list of things you are would be willing to offer up that are of low cost to you but high value to the customer. Too many people wind up getting suckered one step at a time. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. FREE Resources.

Negotiate 71

Negotiate Drivers/motivators Price Cold Call 71

The Sales Hunter

JANUARY 5, 2012

Client List. Client Login. Client List. 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. FREE Resources.

Drivers/motivators 65

Drivers/motivators Negotiate Sales Cold Call 65

The Sales Hunter

FEBRUARY 23, 2012

Client List. Client Login. Client List. Leaders are comfortable with communication flowing back up to them and how to deal with it once it’s received. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. FREE Resources. Testimonials. Mark Hunter. Testimonials. FREE Resources. No Responses.

Negotiate 81

Negotiate Drivers/motivators Cold Call Price 81

The Sales Hunter

FEBRUARY 4, 2012

Client List. Client Login. Client List. First, let’s clear up one thing: We sell first and negotiate second. It’s far too easy for people to say anything; it’s much harder for them to say it and back it up with their body language. Mark Hunter is… Blogs We Follow. FREE Resources.

Negotiate 82

Negotiate Drivers/motivators Up-sell Sales 82

The Sales Hunter

JANUARY 27, 2012

Client List. Client Login. Client List. ” This happens when the salesperson who is left alone too much begins to come up with all kinds of reasons as to why something won’t work. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. FREE Resources. Testimonials. Mark Hunter.

Negotiate 81

Negotiate Sales Drivers/motivators Cold Call 81

The Sales Hunter

JANUARY 3, 2012

Client List. Client Login. Client List. The thrill of picking up a new customer this way is incredible. The best way to pick up a new customer is by having someone who is familiar with what you do take you with them to their new employer. Don’t pass up the opportunity to prospect with these people.

Drivers/motivators 78

Drivers/motivators Prospecting Negotiate Price 78

The Sales Hunter

JANUARY 20, 2012

Client List. Client Login. Client List. As if offering a discount right up front wasn’t a big enough mistake, the salesperson went on to give the customer an even bigger discount when they were slow to respond with their decision. Did the customer wind up buying? Mark Hunter is… Blogs We Follow.

Drivers/motivators 73

Drivers/motivators Negotiate Price Sales 73

The Sales Hunter

JANUARY 7, 2012

Client List. Client Login. Client List. Too many salespeople spend way too much of their time listening to people who only wind up doing one thing — hurting their sales performance. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. FREE Resources. Testimonials. Mark Hunter. Testimonials.

Drivers/motivators 77

Drivers/motivators Negotiate Sales Cold Call 77

The Sales Hunter

FEBRUARY 13, 2012

Client List. Client Login. Client List. Manipulative questions are designed to “set up” the prospect. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. FREE Resources. Testimonials. Mark Hunter. Testimonials. Mark’s Insights on SALES MOTIVATION. FREE Resources. Cancel Reply.

Negotiate 65

Negotiate Sales Drivers/motivators Cold Call 65

The Sales Hunter

DECEMBER 13, 2011

Client List. Client Login. Client List. Naturally, you’re going to wish them the best for the holidays and the new year, but your objective should also include one or more of the following: Gain any additional year-end business that might be available. Mark Hunter is… Blogs We Follow. FREE Resources.

Negotiate 68

Negotiate Referrals Cold Call Sales 68

The Sales Hunter

JANUARY 24, 2012

Client List. Client Login. Client List. Start softening up your customer now for an increase you intend to take in a month or two. 7 Easy Ways to Screw Up a Price Increase. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. FREE Resources. Testimonials. Mark Hunter. Testimonials.

Price 80

Price Drivers/motivators Negotiate Sales 80

The Sales Hunter

MARCH 1, 2012

Client List. Client Login. Client List. If you have to negotiate, be sure your negotiation skills are up to par. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. FREE Resources. Testimonials. Mark Hunter. Testimonials. Mark’s Insights on SALES MOTIVATION. FREE Resources. No Responses.

Negotiate 68

Negotiate Drivers/motivators Price Cold Call 68

The Sales Hunter

FEBRUARY 3, 2012

Client List. Client Login. Client List. Despite this fact, there still is no valid reason to give up on it all together. Far too many salespeople are quick to come up with other things they need to do in place of making cold calls. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital.

Cold Call 74

Cold Call Drivers/motivators B2B Negotiate 74

The Sales Hunter

DECEMBER 27, 2011

Client List. Client Login. Client List. It’s their ability to have these meetings that will many times open up significant new leads. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. FREE Resources. Testimonials. Mark Hunter. Testimonials. Mark’s Insights on SALES MOTIVATION.

Drivers/motivators 85

Drivers/motivators Negotiate Sales Objectives and Key Results 85

The Sales Hunter

DECEMBER 8, 2011

Client List. Client Login. Client List. 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. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. FREE Resources. Testimonials. Mark Hunter. April 2008.

Closing 81

Closing Process Negotiate Sales 81

The Sales Hunter

JANUARY 9, 2012

Client List. Client Login. Client List. 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. Mark Hunter is… Blogs We Follow. FREE Resources.

Presentation 66

Presentation Drivers/motivators Negotiate Technique 66

The Sales Hunter

NOVEMBER 15, 2011

Client List. Client Login. Client List. But still come up with 2-3 smaller goals you know you can accomplish. Once you’ve come up with those smaller goals, keep them in the forefront of your brain between now and the end of the year. Sales Training Tip #398: Do Your Goals Line Up With Your Boss’s Goals?

Drivers/motivators 71

Drivers/motivators Negotiate Objectives and Key Results Price 71

The Sales Hunter

DECEMBER 23, 2011

Client List. Client Login. Client List. It’s a disaster for the salesperson, because they’ve either made the sales process longer than necessary or they’ve given up profit. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. FREE Resources. Testimonials. Mark Hunter.

Drivers/motivators 72

Drivers/motivators Non-Profits Customers Negotiate 72

The Sales Hunter

JANUARY 14, 2012

Client List. Client Login. Client List. But quantity will never make up for the profits you did lose by selling at a discount. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. FREE Resources. Testimonials. Mark Hunter. Testimonials. Mark’s Insights on SALES MOTIVATION. FREE Resources.

Drivers/motivators 70

Drivers/motivators Negotiate Price Sales 70

The Sales Hunter

NOVEMBER 26, 2011

Client List. Client Login. Client List. This includes in particular the weeks surrounding Thanksgiving, the days leading up to Christmas and the very slow time of year between Christmas and New Year’s. All of this means you could be the person they do wind up talking to. Mark Hunter is… Blogs We Follow.

Drivers/motivators 87

Drivers/motivators Prospecting Negotiate Referrals 87

The Sales Hunter

FEBRUARY 17, 2012

Client List. Client Login. Client List. The politics can come in many different forms, but the one that trips up salespeople the most is the politics that can from what I call the “remote influencer.” Sales Motivation: You Never Know Who Could Be Your Client Someday. Site by Nebraska Digital.

Drivers/motivators 68

Drivers/motivators B2B Negotiate Sales 68

The Sales Hunter

DECEMBER 17, 2011

Client List. Client Login. Client List. For some this means reaching out to people further up the food-chain and for others it means reaching out to those lower down on the food-chain. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. FREE Resources. Testimonials. Mark Hunter. Testimonials.

Drivers/motivators 65

Drivers/motivators Negotiate Cross-sell Cold Call 65

The Sales Hunter

FEBRUARY 7, 2012

Client List. Client Login. Client List. The problem with this is you’ll never make up for the lost profits and there is no guarantee your competition won’t lower their prices too. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. FREE Resources. Testimonials. Mark Hunter.

Negotiate 63

Negotiate Price Drivers/motivators Cold Call 63