The Sales Hunter

FEBRUARY 27, 2012

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. When you meet someone who might benefit from what another person sells, match them up. Never give up on leads you believe have gone cold. Mark’s Insights on PROSPECTING. FREE Resources.

Drivers/motivators 110

Drivers/motivators Prospecting Negotiate Cold Call 110

The Sales Hunter

MARCH 2, 2012

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. Over the years, I’ve come up with a number of sales motivation quotes. It’s up to us to show it. Related posts: Sales Training Tip #314: Thankful for the Privilege to Sell.

Drivers/motivators 99

Drivers/motivators Negotiate Sales Price 99

The Sales Hunter

DECEMBER 6, 2011

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. Show up and show up on time. high profit selling. negotiating. negotiation. networking. sales negotiation. selling a price increase. selling skills.

Drivers/motivators 112

Drivers/motivators Negotiate Sales Technique 112

The Sales Hunter

DECEMBER 3, 2011

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. Unless there is no other way, avoid negotiating anything over the telephone. Since you can’t see them, you don’t have the advantage of using body language as a tool to help you negotiate.

Negotiate 110

Negotiate Sales Price Drivers/motivators 110

The Sales Hunter

FEBRUARY 2, 2012

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. Leadership and High-Profit Selling. high profit selling.

Drivers/motivators 96

Drivers/motivators Negotiate Sales Price 96

The Sales Hunter

NOVEMBER 19, 2011

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. Don’t waste your time joining groups made up of your peers. Selling through Social Media and LinkedIn. Sales Training Tip #199: Network with Linkedin.com. high profit selling.

Drivers/motivators 85

Drivers/motivators Negotiate Strategize Price 85

The Sales Hunter

FEBRUARY 23, 2012

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. Leaders create both formal and informal communication networks within their organization. Leaders recognize that establishing and nurturing mentoring networks is essential in high-performing organizations.

Negotiate 81

Negotiate Drivers/motivators Price Cold Call 81

The Sales Hunter

JANUARY 3, 2012

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. negotiating.

Drivers/motivators 78

Drivers/motivators Prospecting Negotiate Price 78

The Sales Hunter

JANUARY 27, 2012

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. Seek out others by building a network of sales peers — those you know and ones you read about. high profit selling. negotiating. negotiation. networking. sales negotiation.

Negotiate 81

Negotiate Sales Drivers/motivators Price 81

The Sales Hunter

DECEMBER 16, 2011

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. It’s up to you to control your time and calendar. high profit selling. negotiating. negotiation. networking. sales negotiation. selling a price increase.

Drivers/motivators 84

Drivers/motivators Negotiate Sales Cold Call 84

The Sales Hunter

FEBRUARY 20, 2012

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. high profit selling. negotiating. negotiation. networking.

Drivers/motivators 80

Drivers/motivators Referrals Negotiate Cold Call 80

The Sales Hunter

DECEMBER 27, 2011

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. It’s their ability to have these meetings that will many times open up significant new leads. Use the tail-end of 2011 and the first few days of 2012 to network like mad. high profit selling.

Drivers/motivators 85

Drivers/motivators Negotiate Objectives and Key Results Sales 85

The Sales Hunter

DECEMBER 29, 2011

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. Get others selling for you. The more you can have people like what it is you sell, the more likely they will be to tell others. Sales Motivation: 2011 Goals Check Up. high profit selling.

Drivers/motivators 84

Drivers/motivators Negotiate Technique Referrals 84

The Sales Hunter

NOVEMBER 25, 2011

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. You spend far more time preparing than you actually do selling or playing a game. Professional Selling Skills Training: Stay Motivated, Finish Strong. high profit selling. negotiating.

Negotiate 76

Negotiate Drivers/motivators Cold Call Price 76

The Sales Hunter

JANUARY 6, 2012

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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.

Drivers/motivators 75

Drivers/motivators Prospecting Negotiate Sales 75

The Sales Hunter

JANUARY 5, 2012

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. negotiating.

Drivers/motivators 65

Drivers/motivators Negotiate Sales Cold Call 65

The Sales Hunter

DECEMBER 27, 2011

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. high profit selling. negotiating.

Drivers/motivators 85

Drivers/motivators Negotiate Price Cold Call 85

The Sales Hunter

JANUARY 17, 2012

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. high profit selling. negotiating. negotiation.

Cold Call 83

Cold Call Drivers/motivators Negotiate Price 83

The Sales Hunter

DECEMBER 8, 2011

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. high profit selling. negotiating.

Closing 81

Closing Process Negotiate Sales 81

The Sales Hunter

JANUARY 20, 2012

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. I knew what the regular price was and what the salesperson should have been selling it for. Did the customer wind up buying? high profit selling. negotiating. negotiation.

Drivers/motivators 73

Drivers/motivators Negotiate Price Sales 73

The Sales Hunter

DECEMBER 10, 2011

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. Sales Articles.

Negotiate 70

Negotiate Drivers/motivators Cold Call Price 70

The Sales Hunter

DECEMBER 17, 2011

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. Over the holiday period there is a lot of networking that goes on by way of phone calls, emails, parties, etc. Social Media and Networking Over the Holidays. high profit selling. negotiating.

Drivers/motivators 65

Drivers/motivators Negotiate Cross-sell Cold Call 65

The Sales Hunter

JANUARY 24, 2012

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. Selling a Price Increase.

Price 80

Price Drivers/motivators Negotiate Sales 80

The Sales Hunter

JANUARY 7, 2012

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. negotiating.

Drivers/motivators 77

Drivers/motivators Negotiate Sales Price 77

The Sales Hunter

DECEMBER 30, 2011

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. high profit selling. networking.

Drivers/motivators 71

Drivers/motivators Prospecting Negotiate Cold Call 71

The Sales Hunter

FEBRUARY 25, 2012

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. high profit selling.

Closing 73

Closing Negotiate Drivers/motivators Price 73

The Sales Hunter

DECEMBER 13, 2011

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. Get orders set up now for the next year, including dates, quantities, etc. If you have a large network, then trying to telephone everyone is virtually impossible. high profit selling.

Negotiate 68

Negotiate Referrals Cold Call Sales 68

The Sales Hunter

NOVEMBER 26, 2011

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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. high profit selling.

Drivers/motivators 87

Drivers/motivators Prospecting Negotiate Referrals 87

The Sales Hunter

FEBRUARY 13, 2012

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. Manipulative questions are designed to “set up” the prospect. It's Called "Professional Selling Skills" for a Reason. high profit selling. negotiating.

Negotiate 65

Negotiate Sales Drivers/motivators Cold Call 65

The Sales Hunter

JANUARY 25, 2012

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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.

Inside sales 67

Inside sales Drivers/motivators Negotiate Sales 67

The Sales Hunter

FEBRUARY 3, 2012

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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

DECEMBER 23, 2011

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. It’s a disaster for the salesperson, because they’ve either made the sales process longer than necessary or they’ve given up profit. Sales Motivation: Negotiate with Confidence.

Drivers/motivators 72

Drivers/motivators Non-Profits Customers Negotiate 72

The Sales Hunter

JANUARY 14, 2012

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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 7, 2012

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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

JANUARY 13, 2012

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. The new year is underway, momentum is hopefully picking up, and you are looking ahead with eager anticipation, right? high profit selling. negotiating. negotiation. networking.

Drivers/motivators 71

Drivers/motivators Negotiate Price Sales 71

The Sales Hunter

NOVEMBER 15, 2011

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. 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 24, 2012

Selling a Price Increase. Negotiation. Networking. Negotiating Doesn’t Have to Mean Sacrificing Profit. If you are consistently coming up with reasons why you don’t really need to go after new customers, then you really should stop being a salesperson. high profit selling. negotiating.

Negotiate 80

Negotiate Drivers/motivators Price Cold Call 80