The Sales Hunter

NOVEMBER 19, 2011

Selling a Price Increase. Networking. Don’t waste your time joining groups made up of your peers. Selling through Social Media and LinkedIn. Sales Training Tip #199: Network with Linkedin.com. Networking and the 6 Degrees of Separation. high profit selling. networking. selling skills.

Drivers/motivators 85

Drivers/motivators Negotiate Strategize Cold Call 85

The Sales Hunter

FEBRUARY 4, 2012

Selling a Price Increase. Networking. First, let’s clear up one thing: We sell first and negotiate second. There’s no reason to enter into sales negotiation with anyone if you can sell to them instead. This is why I’m a firm believer in selling first, negotiating second. FREE Resources.

Negotiate 82

Negotiate Drivers/motivators Sales Up-sell 82

The Sales Hunter

FEBRUARY 23, 2012

Selling a Price Increase. Networking. Leaders create both formal and informal communication networks within their organization. Leaders recognize that establishing and nurturing mentoring networks is essential in high-performing organizations. Leadership and High-Profit Selling. high profit selling.

Negotiate 81

Negotiate Drivers/motivators Cold Call Price 81

The Sales Hunter

DECEMBER 16, 2011

Selling a Price Increase. Networking. It’s up to you to control your time and calendar. high profit selling. networking. selling a price increase. selling skills. high profit selling. networking. selling a price increase. selling skills. Site by Nebraska Digital.

Drivers/motivators 84

Drivers/motivators Negotiate Sales Cold Call 84

The Sales Hunter

DECEMBER 27, 2011

Selling a Price Increase. Networking. It’s their ability to have these meetings that will many times open up significant new leads. Use the tail-end of 2011 and the first few days of 2012 to network like mad. Selling a Price Increase: Tips To Start Using Now. high profit selling. networking.

Drivers/motivators 85

Drivers/motivators Negotiate Sales Objectives and Key Results 85

The Sales Hunter

DECEMBER 29, 2011

Selling a Price Increase. Networking. Get others selling for you. What I’m talking about is creating a unique selling proposition that is so special and different that your current customers, prospects and other people are encouraged to tell others about it. Sales Motivation: 2011 Goals Check Up. networking.

Drivers/motivators 84

Drivers/motivators Negotiate Technique Referrals 84

The Sales Hunter

JANUARY 3, 2012

Selling a Price Increase. Networking. 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. networking.

Drivers/motivators 78

Drivers/motivators Prospecting Negotiate Price 78

The Sales Hunter

DECEMBER 27, 2011

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

Drivers/motivators 85

Drivers/motivators Negotiate Price Cold Call 85

The Sales Hunter

JANUARY 27, 2012

Selling a Price Increase. Networking. Seek out others by building a network of sales peers — those you know and ones you read about. ” 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.

Negotiate 81

Negotiate Sales Drivers/motivators Cold Call 81

The Sales Hunter

FEBRUARY 20, 2012

Selling a Price Increase. Networking. For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. The focus this time is purely to network and wish them the best for the holidays (depending on when exactly you call them). high profit selling. networking.

Drivers/motivators 80

Drivers/motivators Referrals Negotiate Cold Call 80

The Sales Hunter

JANUARY 17, 2012

Selling a Price Increase. Networking. 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. networking.

Cold Call 83

Cold Call Drivers/motivators Negotiate Price 83

The Sales Hunter

DECEMBER 8, 2011

Selling a Price Increase. Networking. After 2 weeks, add up the time spent on various activities. Segments might include “x” amount of time each week dealing with existing customers, “x” amount with prospects, “x” amount of time networking, etc. high profit selling. networking.

Closing 81

Closing Process Negotiate Sales 81

The Sales Hunter

NOVEMBER 26, 2011

Selling a Price Increase. Networking. 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. Sales Motivation: Selling Around the Holidays.

Drivers/motivators 87

Drivers/motivators Prospecting Negotiate Referrals 87

The Sales Hunter

NOVEMBER 25, 2011

Selling a Price Increase. Networking. 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

JANUARY 6, 2012

Selling a Price Increase. Networking. 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

JANUARY 24, 2012

Selling a Price Increase. Networking. Start softening up your customer now for an increase you intend to take in a month or two. If you want to be part of high-profit selling, you would be wise to do what it takes to raise your price when it needs to be raised. 7 Easy Ways to Screw Up a Price Increase. networking.

Price 80

Price Drivers/motivators Negotiate Sales 80

The Sales Hunter

JANUARY 24, 2012

Selling a Price Increase. Networking. 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. networking.

Negotiate 77

Negotiate Price Drivers/motivators Cold Call 77

The Sales Hunter

JANUARY 7, 2012

Selling a Price Increase. Networking. Too many salespeople spend way too much of their time listening to people who only wind up doing one thing — hurting their sales performance. high profit selling. networking. selling a price increase. selling skills. high profit selling. networking.

Drivers/motivators 77

Drivers/motivators Negotiate Sales Cold Call 77

The Sales Hunter

JANUARY 20, 2012

Selling a Price Increase. Networking. I knew what the regular price was and what the salesperson should have been selling it for. 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.

Drivers/motivators 73

Drivers/motivators Negotiate Price Sales 73

The Sales Hunter

FEBRUARY 7, 2012

Selling a Price Increase. Networking. 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. Networking. 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

DECEMBER 10, 2011

Selling a Price Increase. Networking. 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

DECEMBER 13, 2011

Selling a Price Increase. Networking. Get orders set up now for the next year, including dates, quantities, etc. Network : The holiday period is the best time of the year to be reaching out to these people to not only wish them the best, but also to give and receive referrals. high profit selling. networking.

Negotiate 68

Negotiate Referrals Cold Call Sales 68

The Sales Hunter

JANUARY 5, 2012

Selling a Price Increase. Networking. 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. high profit selling.

Drivers/motivators 65

Drivers/motivators Negotiate Sales Cold Call 65

The Sales Hunter

DECEMBER 30, 2011

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

Drivers/motivators 71

Drivers/motivators Prospecting Negotiate Cold Call 71

The Sales Hunter

FEBRUARY 25, 2012

Selling a Price Increase. Networking. 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. networking. networking.

Closing 73

Closing Negotiate Drivers/motivators Cold Call 73

The Sales Hunter

FEBRUARY 24, 2012

Selling a Price Increase. Networking. 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. networking. selling a price increase.

Negotiate 80

Negotiate Drivers/motivators Price Cold Call 80

The Sales Hunter

DECEMBER 6, 2011

Selling a Price Increase. Networking. This sure raises the importance of networking and associating with other sales experts. 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. high profit selling. networking. selling skills.

Negotiate 80

Negotiate Drivers/motivators Gaming Price 80

The Sales Hunter

FEBRUARY 3, 2012

Selling a Price Increase. Networking. 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. networking. selling a price increase. networking.

Cold Call 74

Cold Call Drivers/motivators B2B Negotiate 74

The Sales Hunter

DECEMBER 17, 2011

Selling a Price Increase. Networking. Over the holiday period there is a lot of networking that goes on by way of phone calls, emails, parties, etc. 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. high profit selling.

Drivers/motivators 65

Drivers/motivators Negotiate Cross-sell Cold Call 65

The Sales Hunter

JANUARY 3, 2012

Selling a Price Increase. Networking. 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

DECEMBER 23, 2011

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

Drivers/motivators 72

Drivers/motivators Non-Profits Customers Negotiate 72

The Sales Hunter

JANUARY 14, 2012

Selling a Price Increase. Networking. 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. But quantity will never make up for the profits you did lose by selling at a discount.

Drivers/motivators 70

Drivers/motivators Negotiate Price Sales 70

The Sales Hunter

NOVEMBER 15, 2011

Selling a Price Increase. Networking. 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

JANUARY 25, 2012

Selling a Price Increase. Networking. 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

MARCH 1, 2012

Selling a Price Increase. Networking. 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. networking. selling skills.

Negotiate 68

Negotiate Drivers/motivators Price Cold Call 68

The Sales Hunter

DECEMBER 20, 2011

Selling a Price Increase. Networking. What’s worse is not only do they blame everybody else, but they’re so busy blaming others that they never come up with a solution to fix anything. high profit selling. networking. selling a price increase. selling skills. high profit selling.

Drivers/motivators 76

Drivers/motivators Negotiate Price Cold Call 76