The Sales Hunter

FEBRUARY 4, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. 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. ” Sales Motivation Blog.

Negotiate 82

Negotiate Drivers/motivators Up-sell Sales 82

The Sales Hunter

FEBRUARY 16, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. 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.

Networking 88

Networking Drivers/motivators Negotiate Price 88

The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. ” Sales Motivation Blog. Cold Calling: The Spam of the Sales World. cold calling.

Drivers/motivators 80

Drivers/motivators Referrals Negotiate Cold Call 80

The Sales Hunter

JANUARY 7, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. Too many salespeople spend way too much of their time listening to people who only wind up doing one thing — hurting their sales performance. Sales motivation is about having momentum and that comes from being motivated.

Drivers/motivators 77

Drivers/motivators Negotiate Sales Price 77

The Sales Hunter

DECEMBER 29, 2011

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. 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.

Drivers/motivators 84

Drivers/motivators Negotiate Technique Referrals 84

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. 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. ” Sales Motivation Blog. cold calling.

Drivers/motivators 85

Drivers/motivators Negotiate Price Cold Call 85

The Sales Hunter

JANUARY 20, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. 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. cold calling.

Drivers/motivators 73

Drivers/motivators Negotiate Price Sales 73

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. Never waste an opportunity to ask your current customer who else might benefit from what it is you’re selling. The thrill of picking up a new customer this way is incredible. ” Sales Motivation Blog.

Drivers/motivators 78

Drivers/motivators Prospecting Negotiate Price 78

The Sales Hunter

NOVEMBER 26, 2011

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. 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. ” Sales Motivation Blog. cold calling.

Drivers/motivators 87

Drivers/motivators Prospecting Negotiate Referrals 87

The Sales Hunter

JANUARY 6, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. 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. cold calling.

Drivers/motivators 75

Drivers/motivators Prospecting Negotiate Sales 75

The Sales Hunter

JANUARY 5, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. More importantly, they blow up several of the myths most people have come to believe regarding sales. ” Sales Motivation Blog. Related posts: A Sales Motivation Boost with Brett Clay's Book. cold calling.

Drivers/motivators 65

Drivers/motivators Negotiate Sales Cold Call 65

The Sales Hunter

NOVEMBER 19, 2011

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. Don’t waste your time joining groups made up of your peers. ” Sales Motivation Blog. Selling through Social Media and LinkedIn. cold calling. high profit selling. sales motivation.

Drivers/motivators 85

Drivers/motivators Negotiate Strategize Price 85

The Sales Hunter

DECEMBER 23, 2011

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. Sales Motivation: Customers Will Always Pay More For Confidence. It’s a disaster for the salesperson, because they’ve either made the sales process longer than necessary or they’ve given up profit. cold calling.

Drivers/motivators 72

Drivers/motivators Non-Profits Customers Negotiate 72

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. It’s their ability to have these meetings that will many times open up significant new leads. Best thing of all is many times it means the customer or prospect will call you to do business. ” Sales Motivation Blog.

Drivers/motivators 85

Drivers/motivators Negotiate Objectives and Key Results Sales 85

The Sales Hunter

DECEMBER 30, 2011

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. The number of salespeople who go through the first three steps only to not make the call is way too high. Just make the call! ” Sales Motivation Blog. Sales Prospecting: Follow-Up or Follow-Down. cold calling.

Drivers/motivators 71

Drivers/motivators Prospecting Negotiate Cold Call 71

The Sales Hunter

JANUARY 24, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. 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.

Price 80

Price Drivers/motivators Negotiate Sales 80

The Sales Hunter

JANUARY 14, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. 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. ” Sales Motivation Blog.

Drivers/motivators 70

Drivers/motivators Negotiate Price Sales 70

The Sales Hunter

MARCH 1, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. 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. Negotiation.

Negotiate 68

Negotiate Drivers/motivators Price Cold Call 68

The Sales Hunter

NOVEMBER 15, 2011

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. 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. cold calling.

Drivers/motivators 71

Drivers/motivators Negotiate Objectives and Key Results Price 71

The Sales Hunter

FEBRUARY 17, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. They Could Be Called B2P Sales! This is a basic rule of selling in a B2B environment. However, this does not mean B2B sales do not also have a big element of what I call “B2P” impact. cold calling.

Drivers/motivators 68

Drivers/motivators B2B Negotiate Sales 68

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. This is why I say you sell first and negotiate second. Sell first and get your price on the table with the customer. Too many people wind up getting suckered one step at a time. ” Sales Motivation Blog.

Negotiate 71

Negotiate Drivers/motivators Price Cold Call 71

The Sales Hunter

DECEMBER 17, 2011

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. Over the holiday period there is a lot of networking that goes on by way of phone calls, emails, parties, etc. Recently, I posted a question about how to motivate a sales team during the holiday period. cold calling.

Drivers/motivators 65

Drivers/motivators Negotiate Cross-sell Cold Call 65

The Sales Hunter

JANUARY 25, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. What this means is the salesperson has to be far more prepared to follow-up with the customer via email, telephone, mail, etc. When following up with a prospect, it is imperative for two things to occur. cold calling.

Inside sales 67

Inside sales Drivers/motivators Negotiate Sales 67

The Sales Hunter

DECEMBER 12, 2011

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. Guest post Monday and we have Van Deeb , who has excelled as a business owner, salesman and motivational speaker. We came up with a slogan that we lived by: “A company built by agents for agents to better serve our customers.”

Drivers/motivators 58

Drivers/motivators Real Estate Negotiate Sales 58

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. 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. ” Sales Motivation Blog.

Drivers/motivators 65

Drivers/motivators Negotiate Price Cold Call 65

The Sales Hunter

JANUARY 23, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. Had I messed up? I was up at the crack of dawn and didn’t stop for twelve hours — fueling jets, inspecting engines, and inventorying aircraft parts. Want a Boost to Sales Motivation? cold calling.

Drivers/motivators 67

Drivers/motivators Negotiate Price Cold Call 67

The Sales Hunter

FEBRUARY 21, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. Think you’ll make up that lost profit in quantity of sales? Selling at a discount hurts profit short term and long term, no matter how you want to run the numbers. ” Sales Motivation Blog. cold calling.

Drivers/motivators 58

Drivers/motivators Negotiate Price Sales 58

The Sales Hunter

JANUARY 9, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. 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. cold calling.

Presentation 66

Presentation Drivers/motivators Negotiate Technique 66

The Sales Hunter

FEBRUARY 28, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. It is loaded up with everything imaginable. The lower-priced purses are still profitable for the retailer, and will likely sell at a faster rate than they would if they were displayed without the luxury purse. cold calling.

Price 55

Price Drivers/motivators Negotiate Retail 55

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. Some background noise if fine, but the last thing you want the other person to hear when you’re calling is loud music or the sound of informal activities going on in the background. ” Sales Motivation Blog.

Negotiate 110

Negotiate Sales Price Drivers/motivators 110

The Sales Hunter

NOVEMBER 25, 2011

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. You spend far more time preparing than you actually do selling or playing a game. ” Sales Motivation Blog. Professional Selling Skills Training: Stay Motivated, Finish Strong. cold calling.

Negotiate 76

Negotiate Drivers/motivators Cold Call Price 76

The Sales Hunter

FEBRUARY 23, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. Leaders are comfortable with communication flowing back up to them and how to deal with it once it’s received. ” Sales Motivation Blog. Sales Motivation: Traits of the Top Performer. cold calling.

Negotiate 81

Negotiate Drivers/motivators Price Cold Call 81

The Sales Hunter

DECEMBER 13, 2011

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. Get orders set up now for the next year, including dates, quantities, etc. If you wait until January to crank up the sales machine, that results in things really not starting up in force until at least mid to late January.

Negotiate 68

Negotiate Referrals Cold Call Sales 68

The Sales Hunter

JANUARY 27, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. ” 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. ” Sales Motivation Blog. cold calling. sales motivation.

Negotiate 81

Negotiate Sales Drivers/motivators Price 81

The Sales Hunter

FEBRUARY 25, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. Your sales motivation can really start to tank. 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 73

Closing Negotiate Drivers/motivators Price 73

The Sales Hunter

DECEMBER 10, 2011

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. 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. The best time to call on the customer is right now.

Negotiate 70

Negotiate Drivers/motivators Cold Call Price 70

The Sales Hunter

FEBRUARY 13, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. Manipulative questions are designed to “set up” the prospect. Sales Motivation: Are You Asking the Right Questions? Sales Motivation: Are You Dealing with Prospects or Suspects? cold calling.

Negotiate 65

Negotiate Sales Drivers/motivators Cold Call 65