The Sales Hunter

JANUARY 25, 2012

Contact Mark. 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. Mark Hunter is… Blogs We Follow.

Inside sales 67

Inside sales Drivers/motivators Negotiate Sales 67

The Sales Hunter

DECEMBER 2, 2011

Contact Mark. 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. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Sales Development. Sales Call Best Practices. Networking.

Drivers/motivators 110

Drivers/motivators Negotiate Sales Cold Call 110

The Sales Hunter

DECEMBER 13, 2011

Contact Mark. Here is what I suggest: Current Customers: Call EVERY customer you have and EVERY contact you have within a customer. Get orders set up now for the next year, including dates, quantities, etc. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. E-mail RSS. Twitter Facebook. Facebook. -->.

Negotiate 68

Negotiate Referrals Cold Call Sales 68

Heinz Marketing

JULY 12, 2021

We will bring up your questions and comments right on the screen. You’ve been someone that I’ve followed your content, your insights have been phenomenal. And you brought up some new insights from Gartner that I think really bring that to bear. They do need to fill in the blank with any excuse you can come up with.”

Pipeline 109

Pipeline Sales B2B Pitch 109

The Sales Hunter

DECEMBER 30, 2011

Contact Mark. I could go on for hours giving you hundreds of techniques to identify the prospect and their contact info, but I’ll have to save that for a another time. Don’t sit there and strategize about how you need to wait until the sun, moon and stars line up just right. Mark Hunter is… Blogs We Follow.

Drivers/motivators 71

Drivers/motivators Prospecting Negotiate Sales 71

The Sales Hunter

DECEMBER 29, 2011

Contact Mark. Take the time to contact each one of your existing customers with one objective — get referrals. The best process to look at changing is the number of contacts you make. Sales Motivation: 2011 Goals Check Up. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Networking.

Drivers/motivators 84

Drivers/motivators Negotiate Technique Referrals 84

The Sales Hunter

JANUARY 7, 2012

Contact Mark. Too many salespeople spend way too much of their time listening to people who only wind up doing one thing — hurting their sales performance. Here are the 5 people I believe salespeople should avoid having contact with: 1. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital.

Drivers/motivators 77

Drivers/motivators Negotiate Sales Cold Call 77

The Sales Hunter

DECEMBER 16, 2011

Contact Mark. Always have something positive to say to people you come in contact. It’s up to you to control your time and calendar. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Sales Development. Sales Call Best Practices. Communication Skills. Networking. Retail Sales Trends.

Drivers/motivators 84

Drivers/motivators Negotiate Sales Cold Call 84

The Sales Hunter

JANUARY 6, 2012

Contact Mark. 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. Mark Hunter is… Blogs We Follow.

Drivers/motivators 75

Drivers/motivators Prospecting Negotiate Sales 75

The Sales Hunter

FEBRUARY 23, 2012

Contact Mark. Leaders are comfortable with communication flowing back up to them and how to deal with it once it’s received. Successful leaders realize the personal impact they make on the people they come in contact with every day. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Networking.

Negotiate 81

Negotiate Drivers/motivators Cold Call Price 81

The Sales Hunter

FEBRUARY 4, 2012

Contact Mark. 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. Site by Nebraska Digital. Retail Sales Trends.

Negotiate 82

Negotiate Drivers/motivators Up-sell Sales 82

The Sales Hunter

JANUARY 3, 2012

Contact Mark. The thrill of picking up a new customer this way is incredible. SECRET #3: Network with your current customers to make sure you are known by multiple contacts within the company. 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.

Drivers/motivators 78

Drivers/motivators Prospecting Negotiate Price 78

The Sales Hunter

JANUARY 24, 2012

Contact Mark. Start softening up your customer now for an increase you intend to take in a month or two. If you can’t give your customer solid eye contact when you’re having this discussion, how in the world would you expect your customer to believe you? 7 Easy Ways to Screw Up a Price Increase. Networking.

Price 80

Price Drivers/motivators Negotiate Sales 80

The Sales Hunter

DECEMBER 27, 2011

Contact Mark. 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. Sales Development.

Drivers/motivators 85

Drivers/motivators Negotiate Price Cold Call 85

The Sales Hunter

FEBRUARY 10, 2012

Contact Mark. Use notifications you receive as a reason to contact the customer either in person, email, phone, etc. Knowing how they measure themselves both fiscally and personally can help you determine the best time to contact them. Do not hide behind things or try to cover up issues. Site by Nebraska Digital.

Clients 68

Clients Negotiate Drivers/motivators Price 68

The Sales Hunter

NOVEMBER 25, 2011

Contact Mark. 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. Sales Development. Sales Call Best Practices. Communication Skills.

Negotiate 76

Negotiate Drivers/motivators Cold Call Price 76

The Sales Hunter

JANUARY 24, 2012

Contact Mark. 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. Site by Nebraska Digital. Sales Development.

Negotiate 77

Negotiate Price Drivers/motivators Cold Call 77

The Sales Hunter

DECEMBER 10, 2011

Contact Mark. 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. What you need to be doing is picking up the phone and making the call or getting in your car and visiting the customer. E-mail RSS.

Negotiate 70

Negotiate Drivers/motivators Cold Call Price 70

The Sales Hunter

JANUARY 5, 2012

Contact Mark. 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. Mark Hunter is… Blogs We Follow. Networking.

Drivers/motivators 65

Drivers/motivators Negotiate Sales Cold Call 65

The Sales Hunter

NOVEMBER 26, 2011

Contact Mark. People are more willing to talk during the holidays, so start off by contacting your current customers and asking them for referrals. 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. Networking.

Drivers/motivators 87

Drivers/motivators Prospecting Negotiate Referrals 87

The Sales Hunter

JANUARY 3, 2012

Contact Mark. 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. When you follow these five steps to develop a negotiation strategy, you will increase your odds of winning. Sales Development.

Negotiate 71

Negotiate Drivers/motivators Price Cold Call 71

The Sales Hunter

JANUARY 27, 2012

Contact Mark. ” 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. Sales Development. Sales Call Best Practices. Communication Skills. Networking. E-mail RSS.

Negotiate 81

Negotiate Sales Drivers/motivators Cold Call 81

The Sales Hunter

JANUARY 20, 2012

Contact Mark. 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? The problem is they gave up nearly 50% of the profit they should have made.

Drivers/motivators 73

Drivers/motivators Negotiate Price Sales 73

The Sales Hunter

FEBRUARY 13, 2012

Contact Mark. Manipulative questions are designed to “set up” the prospect. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Sales Development. Sales Call Best Practices. Communication Skills. Networking. Retail Sales Trends. Negotiating Doesn’t Have to Mean Sacrificing Profit.

Negotiate 65

Negotiate Sales Drivers/motivators Cold Call 65

The Sales Hunter

MARCH 1, 2012

Contact Mark. If you have to negotiate, be sure your negotiation skills are up to par. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Sales Development. Sales Call Best Practices. Communication Skills. Networking. Retail Sales Trends. Negotiating Doesn’t Have to Mean Sacrificing Profit. E-mail RSS.

Negotiate 68

Negotiate Drivers/motivators Price Cold Call 68

The Sales Hunter

FEBRUARY 25, 2012

Contact Mark. Your sales motivation will go up a notch or two. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Sales Development. Sales Call Best Practices. Communication Skills. Networking. Retail Sales Trends. Negotiating Doesn’t Have to Mean Sacrificing Profit. E-mail RSS. Twitter Facebook.

Closing 73

Closing Negotiate Drivers/motivators Cold Call 73

The Sales Hunter

FEBRUARY 3, 2012

Contact Mark. 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. Sales Development. Sales Call Best Practices.

Cold Call 74

Cold Call Drivers/motivators B2B Negotiate 74

The Sales Hunter

DECEMBER 8, 2011

Contact Mark. 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. Sales Development. Sales Call Best Practices. Communication Skills. Networking. E-mail RSS.

Closing 81

Closing Process Negotiate Sales 81

The Sales Hunter

DECEMBER 27, 2011

Contact Mark. 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. Sales Development. Sales Call Best Practices. Communication Skills. Networking. Retail Sales Trends. E-mail RSS. Twitter Facebook. Dec 28, 2011.

Drivers/motivators 85

Drivers/motivators Negotiate Sales Objectives and Key Results 85

The Sales Hunter

NOVEMBER 15, 2011

Contact Mark. 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? Site by Nebraska Digital.

Drivers/motivators 71

Drivers/motivators Negotiate Objectives and Key Results Price 71

The Sales Hunter

DECEMBER 23, 2011

Contact Mark. 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. Sales Development. Sales Call Best Practices. Communication Skills. Networking. E-mail RSS.

Drivers/motivators 72

Drivers/motivators Non-Profits Customers Negotiate 72

The Sales Hunter

JANUARY 14, 2012

Contact Mark. 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. Sales Development. Sales Call Best Practices. Communication Skills. Networking. Retail Sales Trends. E-mail RSS. Twitter Facebook. Facebook. -->. April 2008.

Drivers/motivators 70

Drivers/motivators Negotiate Price Sales 70

The Sales Hunter

DECEMBER 17, 2011

Contact Mark. 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. Sales Development. Sales Call Best Practices. Communication Skills. Networking. E-mail RSS.

Drivers/motivators 65

Drivers/motivators Negotiate Cross-sell Cold Call 65

The Sales Hunter

FEBRUARY 7, 2012

Contact Mark. 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. Sales Development. Sales Call Best Practices. Communication Skills. Networking. E-mail RSS.

Negotiate 63

Negotiate Price Drivers/motivators Cold Call 63

The Sales Hunter

JANUARY 9, 2012

Contact Mark. 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. There are 4 basic techniques to follow, which will make controlling your fears easier. Networking.

Presentation 66

Presentation Drivers/motivators Negotiate Technique 66

The Sales Hunter

FEBRUARY 7, 2012

Contact Mark. Don’t pass up the opportunity to connect with them via the telephone after a sporting event involving their favorite team or to find out how one of their children did in a particular event. It’s always amazing how a few cookies or food of any type can open up a relationship. Site by Nebraska Digital.

Clients 81

Clients Negotiate Drivers/motivators Price 81

The Sales Hunter

DECEMBER 13, 2011

Contact Mark. 7 Easy Ways to Screw Up a Price Increase. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Sales Development. Sales Call Best Practices. Communication Skills. Networking. Retail Sales Trends. Negotiating Doesn’t Have to Mean Sacrificing Profit. E-mail RSS. Twitter Facebook. discounting.

Price 56

Price Negotiate Cold Call Drivers/motivators 56