The Sales Hunter

FEBRUARY 2, 2012

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. When we allow customers to have control of a conversation, it allows us to learn far more about the customer than when we try to show up and throw up.

Drivers/motivators 96

Drivers/motivators Negotiate Sales Price 96

The Sales Hunter

FEBRUARY 4, 2012

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. This is why I’m a firm believer in selling first, negotiating second. Mark’s Insights on PRICING.

Negotiate 82

Negotiate Drivers/motivators Up-sell Sales 82

The Sales Hunter

DECEMBER 3, 2011

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. high profit selling. selling a price increase.

Negotiate 110

Negotiate Sales Price Drivers/motivators 110

The Sales Hunter

JANUARY 25, 2012

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. customer service.

Inside sales 67

Inside sales Drivers/motivators Negotiate Sales 67

The Sales Hunter

JANUARY 6, 2012

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. Sales Prospecting: Follow-Up or Follow-Down. customer service. Negotiation.

Drivers/motivators 75

Drivers/motivators Prospecting Negotiate Sales 75

SaaStr

JULY 28, 2021

In the run-up to 2021 SaaStr Annual, we’re looking back at some of the top all-time sessions. One of the most popular sessions at SaaStr Annual, Busting the Myths About Startup Success with BlackLine CEO and Founder Therese Tucker is up at the top of our must-watch list. It was created by an accountant at a bank in Nebraska.

Start-ups 108

Start-ups Gaming Up-sell Contract 108

The Sales Hunter

NOVEMBER 19, 2011

Selling a Price Increase. Here are a few things to keep in mind regarding using LinkedIn as a tool to reach senior level people: Senior level people will follow you long before they will let you know they’ve been following you. Don’t waste your time joining groups made up of your peers. customer service.

Drivers/motivators 85

Drivers/motivators Negotiate Strategize Price 85

The Sales Hunter

DECEMBER 27, 2011

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. Even if you have connected the customer to someone else in the company, be sure to follow through to make sure the request was handled.

Drivers/motivators 85

Drivers/motivators Negotiate Price Cold Call 85

The Sales Hunter

DECEMBER 30, 2011

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. selling skills. customer service.

Drivers/motivators 71

Drivers/motivators Prospecting Negotiate Cold Call 71

The Sales Hunter

FEBRUARY 20, 2012

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. customer service. high profit selling.

Drivers/motivators 80

Drivers/motivators Referrals Negotiate Cold Call 80

The Sales Hunter

JANUARY 14, 2012

Selling a Price Increase. I start this by saying that you must believe in the price you are offering for your product or service. 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

DECEMBER 10, 2011

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. What you need to be doing is picking up the phone and making the call or getting in your car and visiting the customer.

Negotiate 70

Negotiate Drivers/motivators Cold Call Price 70

The Sales Hunter

JANUARY 5, 2012

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. customer service. Negotiation.

Drivers/motivators 65

Drivers/motivators Negotiate Sales Cold Call 65

The Sales Hunter

JANUARY 24, 2012

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. customer service. high profit selling. selling skills.

Negotiate 77

Negotiate Price Drivers/motivators Cold Call 77

The Sales Hunter

JANUARY 3, 2012

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. customer service. high profit selling.

Drivers/motivators 78

Drivers/motivators Prospecting Negotiate Price 78

The Sales Hunter

JANUARY 20, 2012

Selling a Price Increase. I knew what the regular price was and what the salesperson should have been selling it for. As if offering a discount right up front wasn’t a big enough mistake, the salesperson went on to give the customer an even bigger discount when they were slow to respond with their decision. Negotiation.

Drivers/motivators 73

Drivers/motivators Negotiate Price Sales 73

The Sales Hunter

DECEMBER 16, 2011

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. selling skills. Site by Nebraska Digital.

Drivers/motivators 84

Drivers/motivators Negotiate Sales Cold Call 84

The Sales Hunter

NOVEMBER 25, 2011

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?” customer service. high profit selling.

Negotiate 76

Negotiate Drivers/motivators Cold Call Price 76

The Sales Hunter

JANUARY 3, 2012

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. Too many people wind up getting suckered one step at a time.

Negotiate 71

Negotiate Drivers/motivators Price Cold Call 71

The Sales Hunter

JANUARY 17, 2012

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. Up until a few years ago, I was not an advocate of using voicemail as part of the cold-calling strategy except in dire situations. customer service.

Cold Call 83

Cold Call Drivers/motivators Negotiate Price 83

The Sales Hunter

FEBRUARY 13, 2012

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?” It's Called "Professional Selling Skills" for a Reason. customer service.

Negotiate 65

Negotiate Sales Drivers/motivators Cold Call 65

The Sales Hunter

FEBRUARY 7, 2012

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. 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. FREE Resources.

Negotiate 63

Negotiate Price Drivers/motivators Cold Call 63

The Sales Hunter

DECEMBER 29, 2011

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. Sales Motivation: 2011 Goals Check Up. customer service.

Drivers/motivators 84

Drivers/motivators Negotiate Technique Referrals 84

The Sales Hunter

JANUARY 13, 2012

Selling a Price Increase. The new year is underway, momentum is hopefully picking up, and you are looking ahead with eager anticipation, right? Everything about their demeanor clearly conveys they aren’t just extroverted, they thrive off of being outwardly positive and revved up. customer service. selling skills.

Drivers/motivators 71

Drivers/motivators Negotiate Price Sales 71

The Sales Hunter

FEBRUARY 20, 2012

Selling a Price Increase. Guest post Monday brings us Jeb Blount, author of People Follow You: The Real Secret to What Matters Most in Leadership. Though each year thousands of sales professionals give up their sales roles and accept the promotion. So we follow that up with Tuesday—you show up but no one else does.

Drivers/motivators 88

Drivers/motivators Negotiate Sales Price 88

The Sales Hunter

DECEMBER 23, 2011

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. high profit selling. selling a price increase. selling skills.

Drivers/motivators 72

Drivers/motivators Non-Profits Customers Negotiate 72

SaaStr

AUGUST 2, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Bootstrapped, because nobody in their right mind would have actually invested in us back then and took it up until 2014 as a bootstrapped company. It was created by an accountant at a bank in Nebraska.

Contract 62

Contract Start-ups Up-sell Gaming 62

The Sales Hunter

FEBRUARY 23, 2012

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. selling skills. customer service. selling skills.

Negotiate 81

Negotiate Drivers/motivators Price Cold Call 81

The Sales Hunter

DECEMBER 13, 2011

Selling a Price Increase. Naturally, you’re going to wish them the best for the holidays and the new year, but your objective should also include one or more of the following: Gain any additional year-end business that might be available. 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 27, 2012

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. selling skills. customer service. high profit selling.

Negotiate 81

Negotiate Sales Drivers/motivators Price 81

The Sales Hunter

JANUARY 24, 2012

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. 7 Easy Ways to Screw Up a Price Increase. Selling a Price Increase.

Price 80

Price Drivers/motivators Negotiate Sales 80

The Sales Hunter

FEBRUARY 7, 2012

Selling a Price Increase. 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. It’s always amazing how a few cookies or food of any type can open up a relationship. selling skills.

Clients 81

Clients Negotiate Drivers/motivators Price 81

The Sales Hunter

DECEMBER 20, 2011

Selling a Price Increase. They are quick to give you a date as to when you can have your order, but just as quick to never follow through with you to ensure it happens. What’s worse is not only do they blame everybody else, but they’re so busy blaming others that they never come up with a solution to fix anything.

Drivers/motivators 76

Drivers/motivators Negotiate Price Cold Call 76

The Sales Hunter

DECEMBER 8, 2011

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. selling skills. customer service. high profit selling.

Closing 81

Closing Process Negotiate Sales 81

The Sales Hunter

NOVEMBER 15, 2011

Selling a Price Increase. 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. Sales Training Tip #398: Do Your Goals Line Up With Your Boss’s Goals? customer service.

Drivers/motivators 71

Drivers/motivators Negotiate Objectives and Key Results Price 71

The Sales Hunter

MARCH 1, 2012

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. 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

FEBRUARY 3, 2012

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. selling a price increase. selling skills.

Cold Call 74

Cold Call Drivers/motivators B2B Negotiate 74