The Sales Hunter

DECEMBER 2, 2011

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

Drivers/motivators 110

Drivers/motivators Negotiate Sales Price 110

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 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. Show up and show up on time.

Drivers/motivators 112

Drivers/motivators Negotiate Sales Technique 112

The Sales Hunter

MARCH 2, 2012

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

Drivers/motivators 99

Drivers/motivators Negotiate Sales Price 99

The Sales Hunter

FEBRUARY 4, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 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. FREE Resources. Sales Articles.

Negotiate 82

Negotiate Drivers/motivators Up-sell Sales 82

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 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.

Negotiate 110

Negotiate Sales Price Drivers/motivators 110

The Sales Hunter

JANUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 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. Did the customer wind up buying?

Drivers/motivators 73

Drivers/motivators Negotiate Price Sales 73

The Sales Hunter

FEBRUARY 16, 2012

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

Networking 88

Networking Drivers/motivators Negotiate Price 88

The Sales Hunter

DECEMBER 10, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 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. Sales Training Tip #313: Sell With Your Hands.

Negotiate 70

Negotiate Drivers/motivators Cold Call Price 70

The Sales Hunter

DECEMBER 29, 2011

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

Drivers/motivators 84

Drivers/motivators Negotiate Technique Referrals 84

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Spend all day figuring out who you should prospect. 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.

Drivers/motivators 85

Drivers/motivators Negotiate Price Cold Call 85

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. It’s up to you to control your time and calendar. high profit selling. prospecting. selling a price increase. selling skills. high profit selling. prospecting. Negotiation.

Drivers/motivators 84

Drivers/motivators Negotiate Sales Cold Call 84

The Sales Hunter

NOVEMBER 25, 2011

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

Negotiate 76

Negotiate Drivers/motivators Cold Call Price 76

The Sales Hunter

NOVEMBER 19, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 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. selling skills.

Drivers/motivators 85

Drivers/motivators Negotiate Strategize Price 85

The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 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. Prospecting for Clients: Getting Referrals. Why You Should Prospect During the Holidays.

Drivers/motivators 80

Drivers/motivators Referrals Negotiate Cold Call 80

The Sales Hunter

DECEMBER 27, 2011

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

Drivers/motivators 85

Drivers/motivators Negotiate Objectives and Key Results Sales 85

The Sales Hunter

FEBRUARY 23, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 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. high profit selling. prospecting. prospecting.

Negotiate 81

Negotiate Drivers/motivators Price Cold Call 81

The Sales Hunter

JANUARY 5, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 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. selling skills.

Drivers/motivators 65

Drivers/motivators Negotiate Sales Cold Call 65

The Sales Hunter

JANUARY 25, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 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. 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

JANUARY 27, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 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. high profit selling. prospecting. selling skills.

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. 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?”

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. 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. selling a price increase.

Negotiate 77

Negotiate Price Drivers/motivators Cold Call 77

The Sales Hunter

JANUARY 24, 2012

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

Price 80

Price Drivers/motivators Negotiate Sales 80

The Sales Hunter

DECEMBER 8, 2011

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

Closing 81

Closing Process Negotiate Sales 81

The Sales Hunter

FEBRUARY 25, 2012

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

Closing 73

Closing Negotiate Drivers/motivators Price 73

The Sales Hunter

MARCH 1, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 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.

Negotiate 68

Negotiate Drivers/motivators Price Cold Call 68

The Sales Hunter

JANUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 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. selling a price increase.

Drivers/motivators 77

Drivers/motivators Negotiate Sales Price 77

The Sales Hunter

FEBRUARY 24, 2012

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

Negotiate 80

Negotiate Drivers/motivators Price Cold Call 80

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 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. Too many people wind up getting suckered one step at a time. high profit selling.

Negotiate 71

Negotiate Drivers/motivators Price Cold Call 71

The Sales Hunter

JANUARY 14, 2012

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

Drivers/motivators 70

Drivers/motivators Negotiate Price Sales 70

The Sales Hunter

FEBRUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 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. high profit selling.

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. 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. high profit selling.

Clients 81

Clients Negotiate Drivers/motivators Price 81

The Sales Hunter

DECEMBER 13, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Get orders set up now for the next year, including dates, quantities, etc. Prospects: Call as many prospects as possible between now and the end of the year. high profit selling. prospecting.

Negotiate 68

Negotiate Referrals Cold Call Sales 68

The Sales Hunter

NOVEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 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. prospecting.

Drivers/motivators 71

Drivers/motivators Negotiate Objectives and Key Results Price 71

The Sales Hunter

DECEMBER 23, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 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. selling skills.

Drivers/motivators 72

Drivers/motivators Non-Profits Customers Negotiate 72

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 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. High-Profit Selling: Win the Sale Without Compromising on Price. high profit selling.

Negotiate 63

Negotiate Price Drivers/motivators Cold Call 63

The Sales Hunter

FEBRUARY 17, 2012

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

DECEMBER 17, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 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. selling a price increase.

Drivers/motivators 65

Drivers/motivators Negotiate Cross-sell Cold Call 65