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 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. Negotiation.

Drivers/motivators 72

Drivers/motivators Non-Profits Customers Negotiate 72

The Sales Hunter

JANUARY 14, 2012

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

Drivers/motivators 70

Drivers/motivators Negotiate Price Sales 70

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. customer service. high profit selling. sales motivation.

Drivers/motivators 80

Drivers/motivators Referrals Negotiate Cold Call 80

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. customer service. Negotiation.

Drivers/motivators 85

Drivers/motivators Negotiate Price Cold Call 85

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. customer service.

Drivers/motivators 87

Drivers/motivators Prospecting Negotiate Referrals 87

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

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. customer service.

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

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. customer service.

Drivers/motivators 65

Drivers/motivators Negotiate Sales Cold Call 65

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. customer service.

Drivers/motivators 75

Drivers/motivators Prospecting Negotiate Sales 75

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. customer service. high profit selling. sales motivation.

Drivers/motivators 85

Drivers/motivators Negotiate Strategize Price 85

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. They are motivated to do business with you. Hang around motivated, positive people. ” Sales Motivation Blog.

Drivers/motivators 85

Drivers/motivators Negotiate Objectives and Key Results Sales 85

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

DECEMBER 30, 2011

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. Don’t sit there and strategize about how you need to wait until the sun, moon and stars line up just right. ” Sales Motivation Blog. Sales Prospecting: Follow-Up or Follow-Down. customer service.

Drivers/motivators 71

Drivers/motivators Prospecting Negotiate Cold Call 71

The Sales Hunter

FEBRUARY 3, 2012

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

Cold Call 74

Cold Call Drivers/motivators B2B Negotiate 74

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

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

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. customer service.

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. This is a basic rule of selling in a B2B environment. The politics can come in many different forms, but the one that trips up salespeople the most is the politics that can from what I call the “remote influencer.”

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. 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. Recently, I posted a question about how to motivate a sales team during the holiday period.

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. customer service.

Inside sales 67

Inside sales Drivers/motivators Negotiate Sales 67

The Sales Hunter

FEBRUARY 21, 2012

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. Profit is left on the table, and what is worse is that the customer now has a diminished view of the true value of the product or service. Think you’ll make up that lost profit in quantity of sales? customer service.

Drivers/motivators 58

Drivers/motivators Negotiate Price 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? customer service.

Drivers/motivators 67

Drivers/motivators Negotiate Price Cold Call 67

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. customer service.

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. Companies often develop different “price points” for various levels of products and services. It is loaded up with everything imaginable. ” Sales Motivation Blog. customer service. selling skills.

Price 55

Price Drivers/motivators Negotiate Retail 55

The Sales Hunter

DECEMBER 5, 2011

Mark’s Insights on SALES MOTIVATION. Selling a Price Increase. Sales Motivation. The question still stands, “How do they overcome the fear of walking up to strangers and asking for money?” customer service. high profit selling. sales motivation. selling a price increase.

Cold Call 64

Cold Call Drivers/motivators Negotiate Sales 64

The Sales Hunter

DECEMBER 3, 2011

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

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. customer service.

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. customer service.

Negotiate 81

Negotiate Drivers/motivators Price Cold Call 81

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. customer service. high profit selling.

Negotiate 81

Negotiate Sales Drivers/motivators Price 81

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. Example: “ _ (prospect’s name) when you last reviewed your need for _(your service/goods), what did you find?” customer service.

Negotiate 65

Negotiate Sales Drivers/motivators Cold Call 65

The Sales Hunter

FEBRUARY 7, 2012

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

Negotiate 63

Negotiate Price Drivers/motivators Cold Call 63

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. ” Sales Motivation Blog. FREE Resources.

Negotiate 70

Negotiate Drivers/motivators Cold Call Price 70