The Sales Hunter

FEBRUARY 16, 2012

Selling a Price Increase. Contact Mark. 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. Split up, go your own way. Failing to follow-up after the event. high profit selling. selling a price increase.

Networking 88

Networking Drivers/motivators Negotiate Price 88

The Sales Hunter

DECEMBER 29, 2011

Selling a Price Increase. 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. Get others selling for you. Sales Motivation: 2011 Goals Check Up. high profit selling.

Drivers/motivators 84

Drivers/motivators Negotiate Technique Sales 84

The Sales Hunter

FEBRUARY 20, 2012

Selling a Price Increase. Contact Mark. For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. Again, you contact each customer. FREE Resources. Sales Articles. Purchasing Departments and Buyers. Negotiation. Sales Motivation. Phone Sales Tips. Networking.

Drivers/motivators 80

Drivers/motivators Referrals Negotiate Cold Call 80

The Sales Hunter

DECEMBER 16, 2011

Selling a Price Increase. 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. high profit selling. selling a price increase. selling skills. high profit selling. selling a price increase. Negotiation.

Drivers/motivators 84

Drivers/motivators Negotiate Sales Cold Call 84

The Sales Hunter

NOVEMBER 19, 2011

Selling a Price Increase. Contact Mark. Don’t waste your time joining groups made up of your peers. I’ve had many a conversation with senior level people who have said they’ve been following me on LinkedIn for some time before making contact. Selling through Social Media and LinkedIn. Negotiation.

Drivers/motivators 85

Drivers/motivators Negotiate Cold Call Strategize 85

The Sales Hunter

NOVEMBER 26, 2011

Selling a Price Increase. Contact Mark. People are more willing to talk during the holidays, so start off by contacting your current customers and asking them for referrals. All of this means you could be the person they do wind up talking to. Why Selling During the Holidays is an Absolute Must. selling skills.

Drivers/motivators 87

Drivers/motivators Prospecting Negotiate Referrals 87

The Sales Hunter

JANUARY 7, 2012

Selling a Price Increase. 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. high profit selling. selling a price increase.

Drivers/motivators 77

Drivers/motivators Negotiate Sales Cold Call 77

The Sales Hunter

FEBRUARY 23, 2012

Selling a Price Increase. 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. Leadership and High-Profit Selling. Negotiation.

Negotiate 81

Negotiate Drivers/motivators Cold Call Price 81

The Sales Hunter

JANUARY 3, 2012

Selling a Price Increase. Contact Mark. Never waste an opportunity to ask your current customer who else might benefit from what it is you’re selling. They’re already sold on what it is you’re selling; the only problem is they’re buying it from someone else. high profit selling.

Drivers/motivators 78

Drivers/motivators Prospecting Negotiate Price 78

The Sales Hunter

JANUARY 24, 2012

Selling a Price Increase. 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? Selling a Price Increase.

Price 80

Price Drivers/motivators Negotiate Sales 80

The Sales Hunter

DECEMBER 27, 2011

Selling a Price Increase. 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. high profit selling. selling a price increase. selling skills. high profit selling. selling skills.

Drivers/motivators 85

Drivers/motivators Negotiate Price Cold Call 85

The Sales Hunter

JANUARY 17, 2012

Selling a Price Increase. Contact Mark. I will give a disclaimer up front that many of these sales pundits who say cold-calling is dead are friends and business associates of mine. Up until a few years ago, I was not an advocate of using voicemail as part of the cold-calling strategy except in dire situations.

Cold Call 83

Cold Call Drivers/motivators Negotiate Price 83

The Sales Hunter

DECEMBER 13, 2011

Selling a Price Increase. 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. Related posts: Phone Sales Tip: Selling to the C-Suite and Holiday Networking.

Negotiate 68

Negotiate Referrals Cold Call Sales 68

The Sales Hunter

DECEMBER 27, 2011

Selling a Price Increase. Contact Mark. It’s their ability to have these meetings that will many times open up significant new leads. Selling a Price Increase: Tips To Start Using Now. high profit selling. selling a price increase. selling skills. high profit selling. selling skills.

Drivers/motivators 85

Drivers/motivators Negotiate Sales Objectives and Key Results 85

The Sales Hunter

JANUARY 27, 2012

Selling a Price Increase. 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. high profit selling. selling a price increase. selling skills. high profit selling. selling a price increase.

Negotiate 81

Negotiate Sales Drivers/motivators Cold Call 81

The Sales Hunter

NOVEMBER 25, 2011

Selling a Price Increase. Contact Mark. You spend far more time preparing than you actually do selling or playing a game. 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?” high profit selling.

Negotiate 76

Negotiate Drivers/motivators Cold Call Price 76

The Sales Hunter

DECEMBER 30, 2011

Selling a Price Increase. 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.

Drivers/motivators 71

Drivers/motivators Prospecting Negotiate Sales 71

The Sales Hunter

JANUARY 6, 2012

Selling a Price Increase. 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. high profit selling.

Drivers/motivators 75

Drivers/motivators Prospecting Negotiate Sales 75

The Sales Hunter

DECEMBER 8, 2011

Selling a Price Increase. 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. high profit selling. selling a price increase. selling skills. high profit selling. selling a price increase.

Closing 81

Closing Process Negotiate Sales 81

The Sales Hunter

JANUARY 24, 2012

Selling a Price Increase. Contact Mark. This means you don’t start negotiating until after the selling process is over. I like to say we sell first, negotiate second. How: Sales negotiating requires a process, and to sum it up, it means the following: 1. high profit selling. selling a price increase.

Negotiate 77

Negotiate Drivers/motivators Price Cold Call 77

The Sales Hunter

JANUARY 20, 2012

Selling a Price Increase. Contact Mark. I knew what the regular price was and what the salesperson should have been selling it for. Did the customer wind up buying? The problem is they gave up nearly 50% of the profit they should have made. high profit selling. selling a price increase. Negotiation.

Drivers/motivators 73

Drivers/motivators Negotiate Price Sales 73

The Sales Hunter

JANUARY 25, 2012

Selling a Price Increase. 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. high profit selling.

Inside sales 67

Inside sales Drivers/motivators Negotiate Sales 67

The Sales Hunter

DECEMBER 10, 2011

Selling a Price Increase. 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. Take that time and make it more productive by picking up the phone and calling the prospect. FREE Resources.

Negotiate 70

Negotiate Drivers/motivators Cold Call Price 70

The Sales Hunter

FEBRUARY 7, 2012

Selling a Price Increase. 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.

Clients 81

Clients Negotiate Drivers/motivators Price 81

The Sales Hunter

FEBRUARY 20, 2012

Selling a Price Increase. Contact Mark. 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. But what if on Monday morning all of your salespeople showed up to work and you didn’t?

Drivers/motivators 88

Drivers/motivators Negotiate Sales Price 88

The Sales Hunter

FEBRUARY 25, 2012

Selling a Price Increase. Contact Mark. You are a salesperson and during your working hours, your sales career demands that you focus on things related to selling. Your sales motivation will go up a notch or two. Closing a Sale: Getting Past The Soft Sell. high profit selling. selling a price increase.

Closing 73

Closing Negotiate Drivers/motivators Cold Call 73

The Sales Hunter

FEBRUARY 24, 2012

Selling a Price Increase. Contact Mark. If you constantly have to have an external carrot dangling in front of your face or you have to have your manager standing over you on a daily basis to get you out selling, then sales is not the profession for you. high profit selling. selling a price increase. Negotiation.

Negotiate 80

Negotiate Drivers/motivators Price Cold Call 80

The Sales Hunter

FEBRUARY 3, 2012

Selling a Price Increase. 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. high profit selling. selling a price increase. selling skills.

Cold Call 74

Cold Call Drivers/motivators B2B Negotiate 74

The Sales Hunter

JANUARY 3, 2012

Selling a Price Increase. Contact Mark. This is why I say you sell first and negotiate second. Sell first and get your price on the table with the customer. 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. high profit selling. Networking.

Negotiate 71

Negotiate Drivers/motivators Price Cold Call 71

The Sales Hunter

JANUARY 5, 2012

Selling a Price Increase. 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. selling skills.

Drivers/motivators 65

Drivers/motivators Negotiate Sales Cold Call 65

The Sales Hunter

JANUARY 14, 2012

Selling a Price Increase. Contact Mark. If you as a salesperson — or worse, if you as a sales manager — do not believe in the price of what you sell, then that is a bigger problem than whether you have a tendency to offer a discount. high profit selling. selling a price increase. selling skills.

Drivers/motivators 70

Drivers/motivators Negotiate Price Sales 70

The Sales Hunter

DECEMBER 23, 2011

Selling a Price Increase. 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. high profit selling. selling a price increase. selling skills. high profit selling. selling a price increase.

Drivers/motivators 72

Drivers/motivators Customers Non-Profits Negotiate 72

The Sales Hunter

NOVEMBER 15, 2011

Selling a Price Increase. 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?

Drivers/motivators 71

Drivers/motivators Negotiate Objectives and Key Results Price 71

The Sales Hunter

MARCH 1, 2012

Selling a Price Increase. Contact Mark. 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. high profit selling. selling a price increase.

Negotiate 68

Negotiate Drivers/motivators Price Cold Call 68

The Sales Hunter

FEBRUARY 10, 2012

Selling a Price Increase. Contact Mark. Never sell out your integrity! 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. FREE Resources.

Clients 68

Clients Negotiate Drivers/motivators Price 68

The Sales Hunter

DECEMBER 6, 2011

Selling a Price Increase. Contact Mark. If we expect to win in a fantasy league, we need to look at individual players; in sales, we need to look at individual selling steps. Related posts: Professional Selling Skills Training: Stay Motivated, Finish Strong. high profit selling. selling a price increase.

Negotiate 80

Negotiate Drivers/motivators Gaming Price 80

The Sales Hunter

FEBRUARY 13, 2012

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

Negotiate 65

Negotiate Sales Drivers/motivators Cold Call 65