The Sales Hunter

FEBRUARY 4, 2012

Selling a Price Increase. Sales Call Best Practices. 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.

Negotiate 82

Negotiate Drivers/motivators Up-sell Sales 82

The Sales Hunter

DECEMBER 3, 2011

Selling a Price Increase. Sales Call Best Practices. 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. If the phone call is important, stand up when you make it. cold calling.

Negotiate 110

Negotiate Sales Price Drivers/motivators 110

The Sales Hunter

DECEMBER 13, 2011

Selling a Price Increase. Sales Call Best Practices. Get orders set up now for the next year, including dates, quantities, etc. Don’t put off until tomorrow what you could be doing today: It’s easy to say you’re going to close up shop, take time off and say to yourself you’ll crank it up come January.

Negotiate 68

Negotiate Referrals Cold Call Sales 68

The Sales Hunter

FEBRUARY 16, 2012

Selling a Price Increase. Sales Call Best Practices. 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. cold calling. selling skills.

Networking 88

Networking Drivers/motivators Negotiate Price 88

The Sales Hunter

DECEMBER 16, 2011

Selling a Price Increase. Sales Call Best Practices. It’s up to you to control your time and calendar. cold calling. high profit selling. selling a price increase. selling skills. cold calling. high profit selling. selling a price increase. selling skills.

Drivers/motivators 84

Drivers/motivators Negotiate Sales Cold Call 84

The Sales Hunter

NOVEMBER 25, 2011

Selling a Price Increase. Sales Call Best Practices. 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?” cold calling.

Negotiate 76

Negotiate Drivers/motivators Cold Call Price 76

The Sales Hunter

DECEMBER 29, 2011

Selling a Price Increase. Sales Call Best Practices. 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.

Drivers/motivators 84

Drivers/motivators Negotiate Technique Referrals 84

The Sales Hunter

JANUARY 6, 2012

Selling a Price Increase. Sales Call Best Practices. 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. cold calling.

Drivers/motivators 75

Drivers/motivators Prospecting Negotiate Sales 75

The Sales Hunter

NOVEMBER 19, 2011

Selling a Price Increase. Sales Call Best Practices. Don’t waste your time joining groups made up of your peers. Selling through Social Media and LinkedIn. cold calling. high profit selling. selling a price increase. selling skills. cold calling. high profit selling.

Drivers/motivators 85

Drivers/motivators Negotiate Strategize Price 85

The Sales Hunter

JANUARY 5, 2012

Selling a Price Increase. Sales Call Best Practices. 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

DECEMBER 10, 2011

Selling a Price Increase. Sales Call Best Practices. 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. Mark’s Insights on PRICING.

Negotiate 70

Negotiate Drivers/motivators Cold Call Price 70

The Sales Hunter

FEBRUARY 23, 2012

Selling a Price Increase. Sales Call Best Practices. 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. cold calling. high profit selling. selling a price increase. selling skills.

Negotiate 81

Negotiate Drivers/motivators Price Cold Call 81

The Sales Hunter

JANUARY 20, 2012

Selling a Price Increase. Sales Call Best Practices. 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. high profit selling.

Drivers/motivators 73

Drivers/motivators Negotiate Price Sales 73

The Sales Hunter

JANUARY 27, 2012

Selling a Price Increase. Sales Call Best Practices. Salespeople are quick to see what I call “conspiracy theories.” ” 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. cold calling. selling skills.

Negotiate 81

Negotiate Sales Drivers/motivators Price 81

The Sales Hunter

DECEMBER 27, 2011

Selling a Price Increase. Sales Call Best Practices. 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. cold calling. high profit selling. selling a price increase. selling skills.

Drivers/motivators 85

Drivers/motivators Negotiate Price Cold Call 85

The Sales Hunter

JANUARY 3, 2012

Selling a Price Increase. Sales Call Best Practices. 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. cold calling.

Drivers/motivators 78

Drivers/motivators Prospecting Negotiate Price 78

The Sales Hunter

DECEMBER 30, 2011

Selling a Price Increase. Sales Call Best Practices. 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! Don’t sit there and strategize about how you need to wait until the sun, moon and stars line up just right. cold calling.

Drivers/motivators 71

Drivers/motivators Prospecting Negotiate Cold Call 71

The Sales Hunter

FEBRUARY 13, 2012

Selling a Price Increase. Sales Call Best Practices. Manipulative questions are designed to “set up” the prospect. It's Called "Professional Selling Skills" for a Reason. cold calling. high profit selling. selling a price increase. selling skills.

Negotiate 65

Negotiate Sales Drivers/motivators Cold Call 65

The Sales Hunter

JANUARY 24, 2012

Selling a Price Increase. Sales Call Best Practices. 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. cold calling. cold calling.

Negotiate 77

Negotiate Price Drivers/motivators Cold Call 77

The Sales Hunter

MARCH 1, 2012

Selling a Price Increase. Sales Call Best Practices. 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. cold calling. high profit selling.

Negotiate 68

Negotiate Drivers/motivators Price Cold Call 68

The Sales Hunter

JANUARY 25, 2012

Selling a Price Increase. Sales Call Best Practices. 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. cold calling.

Inside sales 67

Inside sales Drivers/motivators Negotiate Sales 67

The Sales Hunter

JANUARY 7, 2012

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

Drivers/motivators 77

Drivers/motivators Negotiate Sales Price 77

The Sales Hunter

FEBRUARY 25, 2012

Selling a Price Increase. Sales Call Best Practices. 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. cold calling. selling skills.

Closing 73

Closing Negotiate Drivers/motivators Price 73

The Sales Hunter

JANUARY 24, 2012

Selling a Price Increase. Sales Call Best Practices. 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.

Price 80

Price Drivers/motivators Negotiate Sales 80

The Sales Hunter

DECEMBER 27, 2011

Selling a Price Increase. Sales Call Best Practices. 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. cold calling. high profit selling. selling a price increase. selling skills.

Drivers/motivators 85

Drivers/motivators Negotiate Objectives and Key Results Sales 85

The Sales Hunter

JANUARY 3, 2012

Selling a Price Increase. Sales Call Best Practices. 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. cold calling.

Negotiate 71

Negotiate Drivers/motivators Price Cold Call 71

The Sales Hunter

JANUARY 14, 2012

Selling a Price Increase. Sales Call Best Practices. 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. cold calling. high profit selling. selling skills.

Drivers/motivators 70

Drivers/motivators Negotiate Price Sales 70

The Sales Hunter

DECEMBER 8, 2011

Selling a Price Increase. Sales Call Best Practices. 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. cold calling. high profit selling. selling a price increase. selling skills. cold calling.

Closing 81

Closing Process Negotiate Sales 81

The Sales Hunter

DECEMBER 23, 2011

Selling a Price Increase. Sales Call Best Practices. 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. high profit selling. selling a price increase. selling skills. cold calling.

Drivers/motivators 72

Drivers/motivators Non-Profits Customers Negotiate 72

The Sales Hunter

FEBRUARY 7, 2012

Selling a Price Increase. Sales Call Best Practices. Good news is that there are selling techniques you can and should develop that will set you apart as an exceptional salesperson. In my just-released book, High-Profit Selling: Win the Sale Without Compromising on Price , I outline what it takes to stop sabotaging your profits.

Negotiate 63

Negotiate Price Drivers/motivators Cold Call 63

The Sales Hunter

NOVEMBER 26, 2011

Selling a Price Increase. Sales Call Best Practices. 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. cold calling.

Drivers/motivators 87

Drivers/motivators Prospecting Negotiate Referrals 87

The Sales Hunter

NOVEMBER 15, 2011

Selling a Price Increase. Sales Call Best Practices. 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. high profit selling. cold calling.

Drivers/motivators 71

Drivers/motivators Negotiate Objectives and Key Results Price 71

The Sales Hunter

DECEMBER 17, 2011

Selling a Price Increase. Sales Call Best Practices. 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. cold calling.

Drivers/motivators 65

Drivers/motivators Negotiate Cross-sell Cold Call 65

The Sales Hunter

FEBRUARY 7, 2012

Selling a Price Increase. Sales Call Best Practices. 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. cold calling. high profit selling. selling a price increase.

Clients 81

Clients Negotiate Drivers/motivators Price 81

The Sales Hunter

FEBRUARY 17, 2012

Selling a Price Increase. Sales Call Best Practices. 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. high profit selling. Networking.

Drivers/motivators 68

Drivers/motivators B2B Negotiate Sales 68

The Sales Hunter

DECEMBER 13, 2011

Selling a Price Increase. Sales Call Best Practices. Related posts: Selling a Price Increase: Have You Sold Yourself? 7 Easy Ways to Screw Up a Price Increase. Selling a Price Increase: Is There a Good Time? Selling a Price Increase: Tips To Start Using Now. Selling a Price Increase. cold calling.

Price 56

Price Negotiate Cold Call Drivers/motivators 56

The Sales Hunter

FEBRUARY 24, 2012

Selling a Price Increase. Sales Call Best Practices. 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. cold calling. high profit selling.

Negotiate 80

Negotiate Drivers/motivators Price Cold Call 80