The Sales Hunter

FEBRUARY 4, 2012

Client List. Client Login. Client List. Selling a Price Increase. . -->. 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. Testimonials. Mark Hunter. Testimonials.

Negotiate 82

Negotiate Drivers/motivators Up-sell Sales 82

The Sales Hunter

FEBRUARY 2, 2012

Client List. Client Login. Client List. Selling a Price Increase. Our role today in sales is to be seen as a leader, and when I say that, I much more than merely selling top-line products or services. Do your customers look to you for answers and insights that go way beyond what it is you sell?

Drivers/motivators 96

Drivers/motivators Negotiate Sales Price 96

The Sales Hunter

FEBRUARY 20, 2012

Client List. Client Login. Client List. Selling a Price Increase. For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. Immediately after you thank them for their comments, ask them for the names of others who would benefit from the same service.

Drivers/motivators 80

Drivers/motivators Referrals Negotiate Cold Call 80

The Sales Hunter

FEBRUARY 25, 2012

Client List. Client Login. Client List. Selling a Price Increase. 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. customer service.

Closing 73

Closing Negotiate Drivers/motivators Price 73

The Sales Hunter

DECEMBER 3, 2011

Client List. Client Login. Client List. Selling a Price Increase. 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. customer service.

Negotiate 110

Negotiate Sales Price Drivers/motivators 110

The Sales Hunter

JANUARY 14, 2012

Client List. Client Login. Client List. Selling a Price Increase. I start this by saying that you must believe in the price you are offering for your product or service. You may not think you are, because you “feel” like you are selling so much more. customer service. high profit selling.

Drivers/motivators 70

Drivers/motivators Negotiate Price Sales 70

The Sales Hunter

FEBRUARY 16, 2012

Client List. Client Login. Client List. Selling a Price Increase. 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. customer service.

Networking 88

Networking Drivers/motivators Negotiate Price 88

The Sales Hunter

DECEMBER 16, 2011

Client List. Client Login. Client List. Selling a Price Increase. It’s up to you to control your time and calendar. customer service. high profit selling. selling a price increase. selling skills. customer service. high profit selling. selling a price increase.

Drivers/motivators 84

Drivers/motivators Negotiate Sales Cold Call 84

The Sales Hunter

NOVEMBER 25, 2011

Client List. Client Login. Client List. Selling a Price Increase. 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?”

Negotiate 76

Negotiate Drivers/motivators Cold Call Price 76

The Sales Hunter

DECEMBER 29, 2011

Client List. Client Login. Client List. Selling a Price Increase. 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. selling skills.

Drivers/motivators 84

Drivers/motivators Negotiate Technique Referrals 84

The Sales Hunter

JANUARY 6, 2012

Client List. Client Login. Client List. Selling a Price Increase. 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. customer service. selling skills.

Drivers/motivators 75

Drivers/motivators Prospecting Negotiate Sales 75

The Sales Hunter

FEBRUARY 13, 2012

Client List. Client Login. Client List. Selling a Price Increase. Manipulative questions are designed to “set up” the prospect. Example: “ _ (prospect’s name) when you last reviewed your need for _(your service/goods), what did you find?” customer service. selling skills.

Negotiate 65

Negotiate Sales Drivers/motivators Cold Call 65

The Sales Hunter

FEBRUARY 7, 2012

Client List. Client Login. Client List. Selling a Price Increase. Good news is that there are selling techniques you can and should develop that will set you apart as an exceptional salesperson. Testimonials. Mark Hunter. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING.

Negotiate 63

Negotiate Price Drivers/motivators Cold Call 63

The Sales Hunter

NOVEMBER 19, 2011

Client List. Client Login. Client List. Selling a Price Increase. Don’t waste your time joining groups made up of your peers. Selling through Social Media and LinkedIn. customer service. high profit selling. selling a price increase. selling skills. customer service.

Drivers/motivators 85

Drivers/motivators Negotiate Strategize Price 85

The Sales Hunter

DECEMBER 23, 2011

Client List. Client Login. Client List. Selling a Price Increase. Yes, the customer can gain confidence by understanding clearly the benefits they will gain from buying the product or service, but there is still an element of confidence that has to come from the salesperson. customer service. Testimonials.

Drivers/motivators 72

Drivers/motivators Non-Profits Customers Negotiate 72

The Sales Hunter

FEBRUARY 23, 2012

Client List. Client Login. Client List. Selling a Price Increase. Leaders are comfortable with communication flowing back up to them and how to deal with it once it’s received. Leadership and High-Profit Selling. customer service. high profit selling. selling a price increase.

Negotiate 81

Negotiate Drivers/motivators Price Cold Call 81

The Sales Hunter

DECEMBER 10, 2011

Client List. Client Login. Client List. Selling a Price Increase. 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. Sales Training Tip #313: Sell With Your Hands. Testimonials.

Negotiate 70

Negotiate Drivers/motivators Cold Call Price 70

The Sales Hunter

DECEMBER 27, 2011

Client List. Client Login. Client List. Selling a Price Increase. 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. customer service. high profit selling. selling a price increase.

Drivers/motivators 85

Drivers/motivators Negotiate Price Cold Call 85

The Sales Hunter

JANUARY 5, 2012

Client List. Client Login. Client List. Selling a Price Increase. 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 20, 2012

Client List. Client Login. Client List. Selling a Price Increase. 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. customer service.

Drivers/motivators 73

Drivers/motivators Negotiate Price Sales 73

The Sales Hunter

JANUARY 27, 2012

Client List. Client Login. Client List. Selling a Price Increase. ” 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. customer service. high profit selling. selling a price increase. Mark Hunter.

Negotiate 81

Negotiate Sales Drivers/motivators Price 81

The Sales Hunter

JANUARY 3, 2012

Client List. Client Login. Client List. Selling a Price Increase. 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.

Drivers/motivators 78

Drivers/motivators Prospecting Negotiate Price 78

The Sales Hunter

JANUARY 17, 2012

Client List. Client Login. Client List. Selling a Price Increase. 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. What I’m talking about here is not leaving a statement about what it is you’re selling.

Cold Call 83

Cold Call Drivers/motivators Negotiate Price 83

The Sales Hunter

JANUARY 13, 2012

Client List. Client Login. Client List. Selling a Price Increase. The new year is underway, momentum is hopefully picking up, and you are looking ahead with eager anticipation, right? customer service. high profit selling. selling a price increase. selling skills. customer service.

Drivers/motivators 71

Drivers/motivators Negotiate Price Sales 71

The Sales Hunter

DECEMBER 30, 2011

Client List. Client Login. Client List. Selling a Price Increase. 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. customer service. high profit selling. selling a price increase.

Drivers/motivators 71

Drivers/motivators Prospecting Negotiate Cold Call 71

The Sales Hunter

JANUARY 24, 2012

Client List. Client Login. Client List. Selling a Price Increase. 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. Testimonials.

Negotiate 77

Negotiate Price Drivers/motivators Cold Call 77

The Sales Hunter

JANUARY 24, 2012

Client List. Client Login. Client List. Selling a Price Increase. 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. customer service.

Price 80

Price Drivers/motivators Negotiate Sales 80

The Sales Hunter

JANUARY 25, 2012

Client List. Client Login. Client List. Selling a Price Increase. 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

MARCH 1, 2012

Client List. Client Login. Client List. Selling a Price Increase. 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. customer service.

Negotiate 68

Negotiate Drivers/motivators Price Cold Call 68

The Sales Hunter

DECEMBER 27, 2011

Client List. Client Login. Client List. Selling a Price Increase. 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. customer service. high profit selling. selling a price increase.

Drivers/motivators 85

Drivers/motivators Negotiate Objectives and Key Results Sales 85

The Sales Hunter

JANUARY 7, 2012

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

Drivers/motivators 77

Drivers/motivators Negotiate Sales Price 77

The Sales Hunter

JANUARY 3, 2012

Client List. Client Login. Client List. Selling a Price Increase. 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.

Negotiate 71

Negotiate Drivers/motivators Price Cold Call 71

The Sales Hunter

DECEMBER 8, 2011

Client List. Client Login. Client List. Selling a Price Increase. 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. customer service. high profit selling. selling a price increase. Testimonials.

Closing 81

Closing Process Negotiate Sales 81

The Sales Hunter

FEBRUARY 3, 2012

Client List. Client Login. Client List. Selling a Price Increase. 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. customer service. high profit selling.

Cold Call 74

Cold Call Drivers/motivators B2B Negotiate 74

The Sales Hunter

NOVEMBER 26, 2011

Client List. Client Login. Client List. Selling a Price Increase. 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.

Drivers/motivators 87

Drivers/motivators Prospecting Negotiate Referrals 87

The Sales Hunter

FEBRUARY 21, 2012

Client List. Client Login. Client List. Selling a Price Increase. Unfortunately, salespeople tend to know their product or service so well that they gravitate toward singing the praises of the features of what they sell — instead of patiently and intentionally uncovering the true wants and needs of the customer.

Drivers/motivators 58

Drivers/motivators Negotiate Price Sales 58

The Sales Hunter

FEBRUARY 14, 2012

Client List. Client Login. Client List. Selling a Price Increase. In my recent book, High-Profit Selling: Win the Sale Without Compromising on Price , I explain that “when a business provides its customers with what they need and want, it is able to make a profit. customer service. high profit selling.

Drivers/motivators 65

Drivers/motivators Negotiate Price Cold Call 65