The Sales Hunter

DECEMBER 2, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. 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. high profit selling.

Drivers/motivators 110

Drivers/motivators Negotiate Sales Price 110

The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. Again, you contact each customer. Mark’s Insights on PRICING.

Drivers/motivators 80

Drivers/motivators Referrals Negotiate Cold Call 80

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. Have a dedicated time set aside either daily or weekly to do your prospecting. Too many salespeople find themselves spending far too much doing everything else but prospecting. prospecting.

Drivers/motivators 112

Drivers/motivators Negotiate Sales Technique 112

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. If the phone call is important, stand up when you make it. Never be the first person to hang-up the telephone. Phone Sales Tips When Contacting Customers. high profit selling.

Negotiate 110

Negotiate Sales Price Drivers/motivators 110

The Sales Hunter

DECEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. Take the time to contact each one of your existing customers with one objective — get referrals. The best process to look at changing is the number of contacts you make. prospecting.

Drivers/motivators 84

Drivers/motivators Negotiate Technique Referrals 84

The Sales Hunter

FEBRUARY 16, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. 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. Negotiation.

Networking 88

Networking Drivers/motivators Negotiate Price 88

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. Always have something positive to say to people you come in contact. It’s up to you to control your time and calendar. high profit selling. prospecting. selling skills.

Drivers/motivators 84

Drivers/motivators Negotiate Sales Cold Call 84

The Sales Hunter

DECEMBER 13, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. Here is what I suggest: Current Customers: Call EVERY customer you have and EVERY contact you have within a customer. Get orders set up now for the next year, including dates, quantities, etc.

Negotiate 68

Negotiate Referrals Cold Call Sales 68

The Sales Hunter

JANUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. 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. prospecting.

Drivers/motivators 77

Drivers/motivators Negotiate Sales Price 77

The Sales Hunter

NOVEMBER 19, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. Don’t waste your time joining groups made up of your peers. Selling through Social Media and LinkedIn. Sales Prospecting and LinkedIn. high profit selling. prospecting.

Drivers/motivators 85

Drivers/motivators Negotiate Strategize Price 85

The Sales Hunter

FEBRUARY 23, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. 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. high profit selling. prospecting.

Negotiate 81

Negotiate Drivers/motivators Price Cold Call 81

The Sales Hunter

JANUARY 25, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. What this means is the salesperson has to be far more prepared to follow-up with the customer via email, telephone, mail, etc. Mark’s Insights on SALES MOTIVATION. FREE Resources. Negotiation.

Inside sales 67

Inside sales Drivers/motivators Negotiate Sales 67

The Sales Hunter

JANUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. I don’t believe it’s a lack of closing, prospecting or any other skill that most salespeople would say is the #1 way they are hurting themselves and their company. high profit selling.

Drivers/motivators 73

Drivers/motivators Negotiate Price Sales 73

The Sales Hunter

JANUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. 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. Selling a Price Increase. high profit selling.

Price 80

Price Drivers/motivators Negotiate Sales 80

The Sales Hunter

NOVEMBER 25, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. You spend far more time preparing than you actually do selling or playing a game. You can’t do your job without knowing something about your prospect or a scouting report. high profit selling.

Negotiate 76

Negotiate Drivers/motivators Cold Call Price 76

The Sales Hunter

DECEMBER 10, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. 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. FREE Resources.

Negotiate 70

Negotiate Drivers/motivators Cold Call Price 70

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. Spend all day figuring out who you should prospect. high profit selling. prospecting. selling a price increase. selling skills. Mark’s Insights on SALES MOTIVATION.

Drivers/motivators 85

Drivers/motivators Negotiate Price Cold Call 85

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. 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.

Drivers/motivators 85

Drivers/motivators Negotiate Objectives and Key Results Sales 85

The Sales Hunter

JANUARY 5, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. More importantly, they blow up several of the myths most people have come to believe regarding sales. Boost Your Sales Motivation with SNAP Selling. high profit selling. prospecting.

Drivers/motivators 65

Drivers/motivators Negotiate Sales Cold Call 65

The Sales Hunter

JANUARY 27, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. ” 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. prospecting.

Negotiate 81

Negotiate Sales Drivers/motivators Price 81

The Sales Hunter

FEBRUARY 13, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. Manipulative questions are designed to “set up” the prospect. ” Explanation: This question is presumptive because it presumes the prospect has done a review of his needs.

Negotiate 65

Negotiate Sales Drivers/motivators Cold Call 65

The Sales Hunter

JANUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. This means you don’t start negotiating until after the selling process is over. I like to say we sell first, negotiate second. high profit selling. prospecting. Networking.

Negotiate 77

Negotiate Price Drivers/motivators Cold Call 77

The Sales Hunter

FEBRUARY 25, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. For a salesperson, this particular experience, especially with a large and/or significant prospect, can be so discouraging. Your sales motivation will go up a notch or two. high profit selling.

Closing 73

Closing Negotiate Drivers/motivators Price 73

The Sales Hunter

DECEMBER 8, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. After 2 weeks, add up the time spent on various activities. Stop spending on time on people who you think are prospects but are nothing more than suspects. Mark’s Insights on PRICING.

Closing 81

Closing Process Negotiate Sales 81

The Sales Hunter

MARCH 1, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. If you want to know the best way to improve your negotiation skills, then invest more time in improving your selling skills. If you have to negotiate, be sure your negotiation skills are up to par.

Negotiate 68

Negotiate Drivers/motivators Price Cold Call 68

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. 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.

Negotiate 71

Negotiate Drivers/motivators Price Cold Call 71

The Sales Hunter

FEBRUARY 10, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. Never sell out your integrity! Use notifications you receive as a reason to contact the customer either in person, email, phone, etc. Do not hide behind things or try to cover up issues.

Clients 68

Clients Negotiate Drivers/motivators Price 68

The Sales Hunter

JANUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. 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.

Drivers/motivators 70

Drivers/motivators Negotiate Price Sales 70

The Sales Hunter

FEBRUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. You minimize the importance of prospecting. The salespeople who are exceptional actually like to prospect! Prospecting does not have to be a dreaded (or worse, neglected) aspect of sales.

Negotiate 80

Negotiate Drivers/motivators Price Cold Call 80

The Sales Hunter

FEBRUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. 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.

Cold Call 74

Cold Call Drivers/motivators B2B Negotiate 74

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. 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.

Clients 81

Clients Negotiate Drivers/motivators Price 81

The Sales Hunter

DECEMBER 23, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. 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. prospecting.

Drivers/motivators 72

Drivers/motivators Non-Profits Customers Negotiate 72

The Sales Hunter

NOVEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. 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.

Drivers/motivators 71

Drivers/motivators Negotiate Objectives and Key Results Price 71

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. Good news is that there are selling techniques you can and should develop that will set you apart as an exceptional salesperson. High-Profit Selling: Win the Sale Without Compromising on Price.

Negotiate 63

Negotiate Price Drivers/motivators Cold Call 63

The Sales Hunter

DECEMBER 17, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. 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. prospecting.

Drivers/motivators 65

Drivers/motivators Negotiate Cross-sell Cold Call 65

The Sales Hunter

FEBRUARY 17, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. This is a basic rule of selling in a B2B environment. high profit selling. prospecting. selling a price increase. selling skills. high profit selling. prospecting.

Drivers/motivators 68

Drivers/motivators B2B Negotiate Sales 68

The Sales Hunter

DECEMBER 13, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Contact Mark. 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.

Price 56

Price Negotiate Cold Call Drivers/motivators 56