The Sales Hunter

DECEMBER 2, 2011

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. negotiating. negotiation. sales negotiation. Networking.

Drivers/motivators 110

Drivers/motivators Negotiate Sales Cold Call 110

The Sales Hunter

FEBRUARY 27, 2012

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. negotiating. negotiation. sales negotiation. FREE eBook: The Negotiation Skills You Need!

Drivers/motivators 110

Drivers/motivators Prospecting Negotiate Cold Call 110

The Sales Hunter

FEBRUARY 16, 2012

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. negotiating.

Networking 88

Networking Drivers/motivators Negotiate Price 88

The Sales Hunter

NOVEMBER 19, 2011

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. negotiating. negotiation.

Drivers/motivators 85

Drivers/motivators Negotiate Strategize Cold Call 85

The Sales Hunter

JANUARY 6, 2012

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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

JANUARY 25, 2012

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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 27, 2011

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. negotiating. negotiation. sales negotiation. FREE Resources. Sales Articles.

Drivers/motivators 85

Drivers/motivators Negotiate Price Cold Call 85

The Sales Hunter

DECEMBER 30, 2011

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. negotiating. negotiation. sales negotiation. Networking.

Drivers/motivators 71

Drivers/motivators Prospecting Negotiate Sales 71

The Sales Hunter

DECEMBER 16, 2011

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. It’s up to you to control your time and calendar. negotiating. negotiation. sales negotiation. FREE eBook: The Negotiation Skills You Need! Mark Hunter is… Blogs We Follow. Site by Nebraska Digital.

Drivers/motivators 84

Drivers/motivators Negotiate Sales Cold Call 84

The Sales Hunter

DECEMBER 29, 2011

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. Sales Motivation: 2011 Goals Check Up. negotiating. negotiation. sales negotiation. negotiating. negotiation. sales negotiation. FREE eBook: The Negotiation Skills You Need! Site by Nebraska Digital.

Drivers/motivators 84

Drivers/motivators Negotiate Technique Referrals 84

The Sales Hunter

NOVEMBER 25, 2011

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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?” negotiating. negotiation. sales negotiation. Site by Nebraska Digital.

Negotiate 76

Negotiate Drivers/motivators Cold Call Price 76

The Sales Hunter

FEBRUARY 23, 2012

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. Leaders are comfortable with communication flowing back up to them and how to deal with it once it’s received. negotiating. negotiation. sales negotiation. FREE eBook: The Negotiation Skills You Need! FREE Resources.

Negotiate 81

Negotiate Drivers/motivators Cold Call Price 81

The Sales Hunter

JANUARY 27, 2012

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. ” 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. negotiating. negotiation. sales negotiation. Mark Hunter is… Blogs We Follow.

Negotiate 81

Negotiate Sales Drivers/motivators Cold Call 81

The Sales Hunter

FEBRUARY 20, 2012

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. negotiating. negotiation. sales negotiation. FREE eBook: The Negotiation Skills You Need! FREE Resources.

Drivers/motivators 80

Drivers/motivators Referrals Negotiate Cold Call 80

The Sales Hunter

JANUARY 3, 2012

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. negotiating. negotiation. Networking.

Drivers/motivators 78

Drivers/motivators Prospecting Negotiate Price 78

The Sales Hunter

DECEMBER 10, 2011

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. Put Your Hands Up and Step Slowly Away From the Computer. 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. negotiating.

Negotiate 70

Negotiate Drivers/motivators Cold Call Price 70

The Sales Hunter

DECEMBER 27, 2011

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. It’s their ability to have these meetings that will many times open up significant new leads. Do You Hate Negotiating? negotiating. negotiation. sales negotiation. negotiating. negotiation. sales negotiation.

Drivers/motivators 85

Drivers/motivators Negotiate Sales Objectives and Key Results 85

The Sales Hunter

JANUARY 20, 2012

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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? negotiating.

Drivers/motivators 73

Drivers/motivators Negotiate Price Sales 73

The Sales Hunter

JANUARY 5, 2012

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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.

Drivers/motivators 65

Drivers/motivators Negotiate Sales Cold Call 65

The Sales Hunter

JANUARY 7, 2012

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. Too many salespeople spend way too much of their time listening to people who only wind up doing one thing — hurting their sales performance. negotiating. negotiation. sales negotiation. FREE eBook: The Negotiation Skills You Need!

Drivers/motivators 77

Drivers/motivators Negotiate Sales Cold Call 77

The Sales Hunter

JANUARY 24, 2012

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. negotiating. negotiation. sales negotiation. negotiating. negotiation. Networking.

Price 80

Price Drivers/motivators Negotiate Sales 80

The Sales Hunter

FEBRUARY 25, 2012

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. Your sales motivation will go up a notch or two. negotiating. negotiation. sales negotiation. FREE eBook: The Negotiation Skills You Need! Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Networking.

Closing 73

Closing Negotiate Drivers/motivators Cold Call 73

The Sales Hunter

DECEMBER 8, 2011

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. negotiating. negotiation. sales negotiation. Mark Hunter is… Blogs We Follow.

Closing 81

Closing Process Negotiate Sales 81

The Sales Hunter

FEBRUARY 13, 2012

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. Manipulative questions are designed to “set up” the prospect. negotiating. negotiation. sales negotiation. FREE eBook: The Negotiation Skills You Need! Mark Hunter is… Blogs We Follow. FREE Resources.

Negotiate 65

Negotiate Sales Drivers/motivators Cold Call 65

The Sales Hunter

FEBRUARY 3, 2012

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. negotiating. negotiation. sales negotiation.

Cold Call 74

Cold Call Drivers/motivators B2B Negotiate 74

The Sales Hunter

DECEMBER 23, 2011

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. It’s a disaster for the salesperson, because they’ve either made the sales process longer than necessary or they’ve given up profit. Sales Motivation: Negotiate with Confidence. negotiating. negotiation. negotiating.

Drivers/motivators 72

Drivers/motivators Non-Profits Customers Negotiate 72

The Sales Hunter

DECEMBER 13, 2011

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. negotiating. negotiation.

Negotiate 68

Negotiate Referrals Cold Call Sales 68

The Sales Hunter

NOVEMBER 26, 2011

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. negotiating.

Drivers/motivators 87

Drivers/motivators Prospecting Negotiate Referrals 87

The Sales Hunter

NOVEMBER 15, 2011

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. negotiating. negotiation. Networking.

Drivers/motivators 71

Drivers/motivators Negotiate Objectives and Key Results Price 71

The Sales Hunter

JANUARY 14, 2012

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. But quantity will never make up for the profits you did lose by selling at a discount. negotiating. negotiation. sales negotiation. FREE eBook: The Negotiation Skills You Need! Mark Hunter is… Blogs We Follow.

Drivers/motivators 70

Drivers/motivators Negotiate Price Sales 70

The Sales Hunter

FEBRUARY 7, 2012

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. negotiating. negotiation. sales negotiation.

Clients 81

Clients Negotiate Drivers/motivators Price 81

The Sales Hunter

DECEMBER 17, 2011

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. negotiating. negotiation. sales negotiation. FREE eBook: The Negotiation Skills You Need!

Drivers/motivators 65

Drivers/motivators Negotiate Cross-sell Cold Call 65

The Sales Hunter

FEBRUARY 7, 2012

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. negotiating. negotiation. sales negotiation. Mark Hunter is… Blogs We Follow.

Negotiate 63

Negotiate Price Drivers/motivators Cold Call 63

The Sales Hunter

JANUARY 9, 2012

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. negotiating. negotiation.

Presentation 66

Presentation Drivers/motivators Negotiate Technique 66

The Sales Hunter

FEBRUARY 24, 2012

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. If you are consistently coming up with reasons why you don’t really need to go after new customers, then you really should stop being a salesperson. negotiating. negotiation. sales negotiation. Site by Nebraska Digital.

Negotiate 80

Negotiate Drivers/motivators Price Cold Call 80

The Sales Hunter

FEBRUARY 17, 2012

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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.” negotiating. negotiation. sales negotiation. FREE Resources.

Drivers/motivators 68

Drivers/motivators B2B Negotiate Sales 68

The Sales Hunter

FEBRUARY 10, 2012

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. Be aggressive in doing this and, most of all, follow-through with both the person you referred and who they were referred to so you can hear the outcome. Do not hide behind things or try to cover up issues. negotiating. negotiation.

Clients 68

Clients Negotiate Drivers/motivators Price 68