Are you over 18 and want to see adult content?
More Annotations
A complete backup of https://tradexwll.com
Are you over 18 and want to see adult content?
A complete backup of https://bairdwarner.com
Are you over 18 and want to see adult content?
A complete backup of https://fiitgcustom.com
Are you over 18 and want to see adult content?
A complete backup of https://hankookilbo.com
Are you over 18 and want to see adult content?
A complete backup of https://abstore.pl
Are you over 18 and want to see adult content?
A complete backup of https://letechs.com
Are you over 18 and want to see adult content?
A complete backup of https://buyessay.co.uk
Are you over 18 and want to see adult content?
A complete backup of https://authentichistory.com
Are you over 18 and want to see adult content?
A complete backup of https://msche.org
Are you over 18 and want to see adult content?
A complete backup of https://openbadges.org
Are you over 18 and want to see adult content?
A complete backup of https://usasf.net
Are you over 18 and want to see adult content?
A complete backup of https://greenvilleeconomicdevelopment.com
Are you over 18 and want to see adult content?
Favourite Annotations
A complete backup of revtimothygibson.com
Are you over 18 and want to see adult content?
A complete backup of internetmarketingtutorials.co
Are you over 18 and want to see adult content?
A complete backup of bearpigpup.tumblr.com
Are you over 18 and want to see adult content?
Text
THE SALES HUNTER
The Sales Logic Podcast. Hosted by sales experts Mark Hunter and Meridith Elliott Powell, Sales Logic answers today’s toughest selling questions with a logic that will help you win more deals and make more money. When you sell with confidence and integrity, uncertainty becomes your competitive advantage and the sale becomeslogical.
10 REASONS I’M PASSIONATE ABOUT SALES A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out.If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book. 7 SALES TRAINING IDEAS YOU CAN USE NOW Allow the other person to share with you one idea and what they learned from it. Use this time to help the other person just as they are helping you. 3. Spend 15 minutes each day (2.5 hours per week) reading sales books, excellent sales blogs and sales websites. Take notes and seek ideas you can use. When you record ideas, do so usingtwo columns.
10 WAYS TO OVERCOME A CUSTOMER’S OBJECTION 1. Ask the customer to share with you more insight as to why they raised the objection. I always say it’s not the objection that is the objection; it’s the reason behind the objection that is the solution I need to address. 2. View the objection as a sign of interest; view it as one step along the way that will move you closerto getting a
7 SECRETS TO SUCCESSFULLY PRESENTING YOUR PRICE (AND Here are 7 secrets you need to follow to ensure you get the price you want: 1. Deliver it with confidence. Worst thing you can do is look unconfident as you present it. Confidence means positive solid body language, eye contact and a solid voice. 2. Make the offer time sensitive. In both the offer and in your verbal comment state theoffer is
5 WAYS TO HANDLE THE PROSPECT WHO WON’T RESPOND A great way to reach a CEO is by connecting with another CEO the prospect knows or with other people who report to the CEO. 4. Use the Hot/Cold Approach. Don’t be shy about using this approach. There are times when the best approach can be reaching out frequently. This may mean 6 or 8 times in a single month. 10 SALES PROSPECTING QUOTES TO BOOST YOUR SALES MOTIVATION Here are 10 quotes of mine I use when I’m working with salespeople and companies on sales prospecting: Until you contact the customer, you haven’t done anything. It’s prospects that buy; not suspects. Thinking about a prospect does not qualify as prospecting. Selling to your mother is not prospecting. Networking is not prospecting. 18 PHONE SALES SKILLS TIPS YOU CAN USE RIGHT NOW 17. Keep a mirror on your desk to allow you to see yourself talking. It’s amazing how much energy you’ll put into a phone call when you can see yourself. 18. Talk with your hands, as it allows you to convey more energy in your voice. Use a high-quality headset to allow you to talk with your hands. SALES MANAGERS HAVE THE HARDEST JOB IN SALES In most cases, sales managers earn less than their top salespeople. Yet, the best sales managers work longer hours, endure more stress, and have greater responsibility than the salespeople they manage. Making things worse is the fact that salespeople are harder to lead and manage than any other employee. They are emotional and oftenirrational
MAJOR ACCOUNTS VS. SALES PROSPECTING: WHERE TO SPEND YOUR Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. Salespeople tend to also be afraid of being the person who loses a major account, and thus they do all they can to make sure it doesn’t happen on their watch. Marketing, on the other hand,tends to be
THE SALES HUNTER
The Sales Logic Podcast. Hosted by sales experts Mark Hunter and Meridith Elliott Powell, Sales Logic answers today’s toughest selling questions with a logic that will help you win more deals and make more money. When you sell with confidence and integrity, uncertainty becomes your competitive advantage and the sale becomeslogical.
10 REASONS I’M PASSIONATE ABOUT SALES A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out.If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book. 7 SALES TRAINING IDEAS YOU CAN USE NOW Allow the other person to share with you one idea and what they learned from it. Use this time to help the other person just as they are helping you. 3. Spend 15 minutes each day (2.5 hours per week) reading sales books, excellent sales blogs and sales websites. Take notes and seek ideas you can use. When you record ideas, do so usingtwo columns.
10 WAYS TO OVERCOME A CUSTOMER’S OBJECTION 1. Ask the customer to share with you more insight as to why they raised the objection. I always say it’s not the objection that is the objection; it’s the reason behind the objection that is the solution I need to address. 2. View the objection as a sign of interest; view it as one step along the way that will move you closerto getting a
7 SECRETS TO SUCCESSFULLY PRESENTING YOUR PRICE (AND Here are 7 secrets you need to follow to ensure you get the price you want: 1. Deliver it with confidence. Worst thing you can do is look unconfident as you present it. Confidence means positive solid body language, eye contact and a solid voice. 2. Make the offer time sensitive. In both the offer and in your verbal comment state theoffer is
5 WAYS TO HANDLE THE PROSPECT WHO WON’T RESPOND A great way to reach a CEO is by connecting with another CEO the prospect knows or with other people who report to the CEO. 4. Use the Hot/Cold Approach. Don’t be shy about using this approach. There are times when the best approach can be reaching out frequently. This may mean 6 or 8 times in a single month. 10 SALES PROSPECTING QUOTES TO BOOST YOUR SALES MOTIVATION Here are 10 quotes of mine I use when I’m working with salespeople and companies on sales prospecting: Until you contact the customer, you haven’t done anything. It’s prospects that buy; not suspects. Thinking about a prospect does not qualify as prospecting. Selling to your mother is not prospecting. Networking is not prospecting. 18 PHONE SALES SKILLS TIPS YOU CAN USE RIGHT NOW 17. Keep a mirror on your desk to allow you to see yourself talking. It’s amazing how much energy you’ll put into a phone call when you can see yourself. 18. Talk with your hands, as it allows you to convey more energy in your voice. Use a high-quality headset to allow you to talk with your hands. SALES MANAGERS HAVE THE HARDEST JOB IN SALES In most cases, sales managers earn less than their top salespeople. Yet, the best sales managers work longer hours, endure more stress, and have greater responsibility than the salespeople they manage. Making things worse is the fact that salespeople are harder to lead and manage than any other employee. They are emotional and oftenirrational
MAJOR ACCOUNTS VS. SALES PROSPECTING: WHERE TO SPEND YOUR Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. Salespeople tend to also be afraid of being the person who loses a major account, and thus they do all they can to make sure it doesn’t happen on their watch. Marketing, on the other hand,tends to be
CONTROLS | THE SALES HUNTER A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out.If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book. 2021 | THE SALES HUNTER Sales Resolutions. by Mark Hunter | Dec 29, 2020 | Sales Mindset, Sales Motivation, Sales Process. I’d like to share my 11 sales resolutions with you. I think sales is an absolutely unbelievably amazing profession, but really, I don’t like to call it a job. I see it as a lifestyle that is a privilege to live. As we approach the NewYear
5 SALES NEGOTIATION STRATEGIES THAT WORK Here are 5 sales negotiation strategies you can use: 1. Sell first. Negotiate second. Too many salespeople are willing to negotiate at the drop of a hat. Don’t get into that habit. Rule is to sell first and allow the customer to reject your unique selling proposition twice before even thinking about negotiating. 2. Don’t negotiate on price. THE 5 SELLING FUNDAMENTALS The 5 selling fundamentals are what you need do on every sales call regardless of the form of the sales call you’re making. It can be in an email, on the phone, face-to-face, or for that matter, these also apply to text messages and voicemail. 10-STEP CHECKLIST FOR PROSPECTING EMAILS Email is a great tool for prospecting, when used correctly. It can be your foot in the door, or a foot in your mouth. Do your emails needsome fine-tuning?
DON'T GET CAUGHT SWIMMING NAKED I am struck more than ever by the old line, “Volume covers up a lot of sins.” Certainly, you can substitute the word volume for profit, but either covers up a 7 SALES PROSPECTING IDEAS THAT WORK The biggest item on the “to do” list of most salespeople is finding good sales leads. Here’s a list of 7 sales prospecting ideas you can use right now: 1. Give away prospects to others. You heard me — give away prospects. What I mean by this is help other salespeople develop leads. When you meet someone who might benefit from what HOW TO GET OUT OF A SALES SLUMP Check out these 10 tips. 3. Existing Customers. Existing customers do two magical things for us when we are in a sales slump: They convince us, tell us and confirm for us the wonderful work that we do, because there are existing customers. Existing customers can also be a 18 PHONE SALES SKILLS TIPS YOU CAN USE RIGHT NOW 17. Keep a mirror on your desk to allow you to see yourself talking. It’s amazing how much energy you’ll put into a phone call when you can see yourself. 18. Talk with your hands, as it allows you to convey more energy in your voice. Use a high-quality headset to allow you to talk with your hands. NEGOTIATION TIPS: YOU MUST HAVE A WALK-AWAY POINT! We’ve been looking at negotiation skills that set extraordinary salespeople apart from average ones, and now we have arrived at #7: Be willing to walk away! Nobody wants to walk away, but you must be comfortable in doing so at any point during the negotiating phase. More importantly, the other party must know you’re comfortablewalking away.
A MIND FOR SALES BOOK Sales is about solving pain and creating gain for your customer. In A Mind for Sales, you’ll discover what top performers do to prepare for the week and how they handle issues thrown in their way. Everything is backed up with examples of how real people make it happen. At times you will find A Mind for Sales in your face and controversial. That is very intentional. 7 SALES TRAINING IDEAS YOU CAN USE NOW Allow the other person to share with you one idea and what they learned from it. Use this time to help the other person just as they are helping you. 3. Spend 15 minutes each day (2.5 hours per week) reading sales books, excellent sales blogs and sales websites. Take notes and seek ideas you can use. When you record ideas, do so usingtwo columns.
5 WAYS TO INCREASE SALES IN A PANDEMIC The best way to do this is by keeping the conversation on the immediate and not on the future. When the customer begins talking and thinking about the immediate, the outcome’s value will increase and in turn, make the sale easier for you to achieve. Don’t think for a moment you can’t sell. THE 5 SELLING FUNDAMENTALS The 5 selling fundamentals are what you need do on every sales call regardless of the form of the sales call you’re making. It can be in an email, on the phone, face-to-face, or for that matter, these also apply to text messages and voicemail. 10 REASONS I’M PASSIONATE ABOUT SALES A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out.If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book. 3 STEPS TO CLOSING SALES FASTER 3 Steps to Closing Sales Faster. We all want to be able to close more sales and do it faster. Problem is too many salespeople wind up spending all of their time chasing sales that simply take too long to close. Let’s look at 3 things you can do now that will help you close more sales faster. First, only spend time with those people whocan buy.
5 SALES NEGOTIATION STRATEGIES THAT WORK Here are 5 sales negotiation strategies you can use: 1. Sell first. Negotiate second. Too many salespeople are willing to negotiate at the drop of a hat. Don’t get into that habit. Rule is to sell first and allow the customer to reject your unique selling proposition twice before even thinking about negotiating. 2. Don’t negotiate on price. 7 SECRETS TO SUCCESSFULLY PRESENTING YOUR PRICE (AND Here are 7 secrets you need to follow to ensure you get the price you want: 1. Deliver it with confidence. Worst thing you can do is look unconfident as you present it. Confidence means positive solid body language, eye contact and a solid voice. 2. Make the offer time sensitive. In both the offer and in your verbal comment state theoffer is
IF YOU HAVE THE ABILITY, YOU HAVE THE RESPONSIBILITY Because you have the ability to help, it is your responsibility to do so but helping them must involve getting them to buy from you. Sales is a process made up of multiple activities. Sales is not a single item. Taking responsibility for others is the same thing. You have the ability and you know what it THE MYTH OF FINDING MORE TIME TO PROSPECT: SALES TRAINING Many times the “something” you have to get rid of is the mindset you don’t have time to prospect. Prospecting is an activity that too many times gets pushed aside in favor of other things. The best way to prevent this is by scheduling hard time to prospect. Put it on your schedule and treat it with respect that you’re not going to allow A MIND FOR SALES BOOK Sales is about solving pain and creating gain for your customer. In A Mind for Sales, you’ll discover what top performers do to prepare for the week and how they handle issues thrown in their way. Everything is backed up with examples of how real people make it happen. At times you will find A Mind for Sales in your face and controversial. That is very intentional. 7 SALES TRAINING IDEAS YOU CAN USE NOW Allow the other person to share with you one idea and what they learned from it. Use this time to help the other person just as they are helping you. 3. Spend 15 minutes each day (2.5 hours per week) reading sales books, excellent sales blogs and sales websites. Take notes and seek ideas you can use. When you record ideas, do so usingtwo columns.
5 WAYS TO INCREASE SALES IN A PANDEMIC The best way to do this is by keeping the conversation on the immediate and not on the future. When the customer begins talking and thinking about the immediate, the outcome’s value will increase and in turn, make the sale easier for you to achieve. Don’t think for a moment you can’t sell. THE 5 SELLING FUNDAMENTALS The 5 selling fundamentals are what you need do on every sales call regardless of the form of the sales call you’re making. It can be in an email, on the phone, face-to-face, or for that matter, these also apply to text messages and voicemail. 10 REASONS I’M PASSIONATE ABOUT SALES A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out.If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book. 3 STEPS TO CLOSING SALES FASTER 3 Steps to Closing Sales Faster. We all want to be able to close more sales and do it faster. Problem is too many salespeople wind up spending all of their time chasing sales that simply take too long to close. Let’s look at 3 things you can do now that will help you close more sales faster. First, only spend time with those people whocan buy.
5 SALES NEGOTIATION STRATEGIES THAT WORK Here are 5 sales negotiation strategies you can use: 1. Sell first. Negotiate second. Too many salespeople are willing to negotiate at the drop of a hat. Don’t get into that habit. Rule is to sell first and allow the customer to reject your unique selling proposition twice before even thinking about negotiating. 2. Don’t negotiate on price. 7 SECRETS TO SUCCESSFULLY PRESENTING YOUR PRICE (AND Here are 7 secrets you need to follow to ensure you get the price you want: 1. Deliver it with confidence. Worst thing you can do is look unconfident as you present it. Confidence means positive solid body language, eye contact and a solid voice. 2. Make the offer time sensitive. In both the offer and in your verbal comment state theoffer is
IF YOU HAVE THE ABILITY, YOU HAVE THE RESPONSIBILITY Because you have the ability to help, it is your responsibility to do so but helping them must involve getting them to buy from you. Sales is a process made up of multiple activities. Sales is not a single item. Taking responsibility for others is the same thing. You have the ability and you know what it THE MYTH OF FINDING MORE TIME TO PROSPECT: SALES TRAINING Many times the “something” you have to get rid of is the mindset you don’t have time to prospect. Prospecting is an activity that too many times gets pushed aside in favor of other things. The best way to prevent this is by scheduling hard time to prospect. Put it on your schedule and treat it with respect that you’re not going to allow A MIND FOR SALES BOOK Sales is about solving pain and creating gain for your customer. In A Mind for Sales, you’ll discover what top performers do to prepare for the week and how they handle issues thrown in their way. Everything is backed up with examples of how real people make it happen. At times you will find A Mind for Sales in your face and controversial. That is very intentional. CONTROLS | THE SALES HUNTER A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out.If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book. 5 SALES NEGOTIATION STRATEGIES THAT WORK Here are 5 sales negotiation strategies you can use: 1. Sell first. Negotiate second. Too many salespeople are willing to negotiate at the drop of a hat. Don’t get into that habit. Rule is to sell first and allow the customer to reject your unique selling proposition twice before even thinking about negotiating. 2. Don’t negotiate on price. 10-STEP CHECKLIST FOR PROSPECTING EMAILS Email is a great tool for prospecting, when used correctly. It can be your foot in the door, or a foot in your mouth. Do your emails needsome fine-tuning?
DON'T GET CAUGHT SWIMMING NAKED I am struck more than ever by the old line, “Volume covers up a lot of sins.” Certainly, you can substitute the word volume for profit, but either covers up a 10 WAYS TO STAND OUT AS A SALESPERSON Listening is about helping the customer feel more confident in being able to share more insights with you. And that leads me to my next one relating to a level of confidence. 6. Integrity. Integrity means there is a level of honesty. There’s a level of absolute genuine compassion being demonstrated. NEGOTIATION TIPS: YOU MUST HAVE A WALK-AWAY POINT! We’ve been looking at negotiation skills that set extraordinary salespeople apart from average ones, and now we have arrived at #7: Be willing to walk away! Nobody wants to walk away, but you must be comfortable in doing so at any point during the negotiating phase. More importantly, the other party must know you’re comfortablewalking away.
VIDEO: THE MOST IMPORTANT PART OF A SALES PRESENTATION The most important part of the sales presentation is YOU! You must be able to deliver your entire sales presentation without any sales tools. It’s not that you are going to do this — it’s just that you must be able to do this so that you can handle whatever situation may pop up. I’m amazed at the number of salespeople who believe a HOW IMPORTANT IS INTEGRITY IN SALES? The customer sees integrity in how you respond and the truthfulness you exhibit in everything both seen and unseen to the customer. Integrity is evident in how you process each decision and especially how you handle things in your personal life. Integrity is not something you live by in your professional life and ignore in yourpersonal life.
10 TECHNIQUES PURCHASING DEPARTMENTS USE TO GET A BETTER Leave a few items vague on a bid to give suppliers flexibility in their response. This will equip the purchasing department to then use the new ideas against the other suppliers. Tell you they have a 3rd party group that can take care of their needs at a lower price. Alter ordering quantities or supply-chain needs at the last minute, unless A MIND FOR SALES BOOK Sales is about solving pain and creating gain for your customer. In A Mind for Sales, you’ll discover what top performers do to prepare for the week and how they handle issues thrown in their way. Everything is backed up with examples of how real people make it happen. At times you will find A Mind for Sales in your face and controversial. That is very intentional. 7 SALES TRAINING IDEAS YOU CAN USE NOW Allow the other person to share with you one idea and what they learned from it. Use this time to help the other person just as they are helping you. 3. Spend 15 minutes each day (2.5 hours per week) reading sales books, excellent sales blogs and sales websites. Take notes and seek ideas you can use. When you record ideas, do so usingtwo columns.
5 WAYS TO INCREASE SALES IN A PANDEMIC The best way to do this is by keeping the conversation on the immediate and not on the future. When the customer begins talking and thinking about the immediate, the outcome’s value will increase and in turn, make the sale easier for you to achieve. Don’t think for a moment you can’t sell. THE 5 SELLING FUNDAMENTALS The 5 selling fundamentals are what you need do on every sales call regardless of the form of the sales call you’re making. It can be in an email, on the phone, face-to-face, or for that matter, these also apply to text messages and voicemail. 10 REASONS I’M PASSIONATE ABOUT SALES A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out.If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book. 3 STEPS TO CLOSING SALES FASTER 3 Steps to Closing Sales Faster. We all want to be able to close more sales and do it faster. Problem is too many salespeople wind up spending all of their time chasing sales that simply take too long to close. Let’s look at 3 things you can do now that will help you close more sales faster. First, only spend time with those people whocan buy.
5 SALES NEGOTIATION STRATEGIES THAT WORK Here are 5 sales negotiation strategies you can use: 1. Sell first. Negotiate second. Too many salespeople are willing to negotiate at the drop of a hat. Don’t get into that habit. Rule is to sell first and allow the customer to reject your unique selling proposition twice before even thinking about negotiating. 2. Don’t negotiate on price. 7 SECRETS TO SUCCESSFULLY PRESENTING YOUR PRICE (AND Here are 7 secrets you need to follow to ensure you get the price you want: 1. Deliver it with confidence. Worst thing you can do is look unconfident as you present it. Confidence means positive solid body language, eye contact and a solid voice. 2. Make the offer time sensitive. In both the offer and in your verbal comment state theoffer is
IF YOU HAVE THE ABILITY, YOU HAVE THE RESPONSIBILITY Because you have the ability to help, it is your responsibility to do so but helping them must involve getting them to buy from you. Sales is a process made up of multiple activities. Sales is not a single item. Taking responsibility for others is the same thing. You have the ability and you know what it THE MYTH OF FINDING MORE TIME TO PROSPECT: SALES TRAINING Many times the “something” you have to get rid of is the mindset you don’t have time to prospect. Prospecting is an activity that too many times gets pushed aside in favor of other things. The best way to prevent this is by scheduling hard time to prospect. Put it on your schedule and treat it with respect that you’re not going to allow A MIND FOR SALES BOOK Sales is about solving pain and creating gain for your customer. In A Mind for Sales, you’ll discover what top performers do to prepare for the week and how they handle issues thrown in their way. Everything is backed up with examples of how real people make it happen. At times you will find A Mind for Sales in your face and controversial. That is very intentional. 7 SALES TRAINING IDEAS YOU CAN USE NOW Allow the other person to share with you one idea and what they learned from it. Use this time to help the other person just as they are helping you. 3. Spend 15 minutes each day (2.5 hours per week) reading sales books, excellent sales blogs and sales websites. Take notes and seek ideas you can use. When you record ideas, do so usingtwo columns.
5 WAYS TO INCREASE SALES IN A PANDEMIC The best way to do this is by keeping the conversation on the immediate and not on the future. When the customer begins talking and thinking about the immediate, the outcome’s value will increase and in turn, make the sale easier for you to achieve. Don’t think for a moment you can’t sell. THE 5 SELLING FUNDAMENTALS The 5 selling fundamentals are what you need do on every sales call regardless of the form of the sales call you’re making. It can be in an email, on the phone, face-to-face, or for that matter, these also apply to text messages and voicemail. 10 REASONS I’M PASSIONATE ABOUT SALES A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out.If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book. 3 STEPS TO CLOSING SALES FASTER 3 Steps to Closing Sales Faster. We all want to be able to close more sales and do it faster. Problem is too many salespeople wind up spending all of their time chasing sales that simply take too long to close. Let’s look at 3 things you can do now that will help you close more sales faster. First, only spend time with those people whocan buy.
5 SALES NEGOTIATION STRATEGIES THAT WORK Here are 5 sales negotiation strategies you can use: 1. Sell first. Negotiate second. Too many salespeople are willing to negotiate at the drop of a hat. Don’t get into that habit. Rule is to sell first and allow the customer to reject your unique selling proposition twice before even thinking about negotiating. 2. Don’t negotiate on price. 7 SECRETS TO SUCCESSFULLY PRESENTING YOUR PRICE (AND Here are 7 secrets you need to follow to ensure you get the price you want: 1. Deliver it with confidence. Worst thing you can do is look unconfident as you present it. Confidence means positive solid body language, eye contact and a solid voice. 2. Make the offer time sensitive. In both the offer and in your verbal comment state theoffer is
IF YOU HAVE THE ABILITY, YOU HAVE THE RESPONSIBILITY Because you have the ability to help, it is your responsibility to do so but helping them must involve getting them to buy from you. Sales is a process made up of multiple activities. Sales is not a single item. Taking responsibility for others is the same thing. You have the ability and you know what it THE MYTH OF FINDING MORE TIME TO PROSPECT: SALES TRAINING Many times the “something” you have to get rid of is the mindset you don’t have time to prospect. Prospecting is an activity that too many times gets pushed aside in favor of other things. The best way to prevent this is by scheduling hard time to prospect. Put it on your schedule and treat it with respect that you’re not going to allow A MIND FOR SALES BOOK Sales is about solving pain and creating gain for your customer. In A Mind for Sales, you’ll discover what top performers do to prepare for the week and how they handle issues thrown in their way. Everything is backed up with examples of how real people make it happen. At times you will find A Mind for Sales in your face and controversial. That is very intentional. CONTROLS | THE SALES HUNTER A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out.If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book. 5 SALES NEGOTIATION STRATEGIES THAT WORK Here are 5 sales negotiation strategies you can use: 1. Sell first. Negotiate second. Too many salespeople are willing to negotiate at the drop of a hat. Don’t get into that habit. Rule is to sell first and allow the customer to reject your unique selling proposition twice before even thinking about negotiating. 2. Don’t negotiate on price. 10-STEP CHECKLIST FOR PROSPECTING EMAILS Email is a great tool for prospecting, when used correctly. It can be your foot in the door, or a foot in your mouth. Do your emails needsome fine-tuning?
DON'T GET CAUGHT SWIMMING NAKED I am struck more than ever by the old line, “Volume covers up a lot of sins.” Certainly, you can substitute the word volume for profit, but either covers up a 10 WAYS TO STAND OUT AS A SALESPERSON Listening is about helping the customer feel more confident in being able to share more insights with you. And that leads me to my next one relating to a level of confidence. 6. Integrity. Integrity means there is a level of honesty. There’s a level of absolute genuine compassion being demonstrated. NEGOTIATION TIPS: YOU MUST HAVE A WALK-AWAY POINT! We’ve been looking at negotiation skills that set extraordinary salespeople apart from average ones, and now we have arrived at #7: Be willing to walk away! Nobody wants to walk away, but you must be comfortable in doing so at any point during the negotiating phase. More importantly, the other party must know you’re comfortablewalking away.
VIDEO: THE MOST IMPORTANT PART OF A SALES PRESENTATION The most important part of the sales presentation is YOU! You must be able to deliver your entire sales presentation without any sales tools. It’s not that you are going to do this — it’s just that you must be able to do this so that you can handle whatever situation may pop up. I’m amazed at the number of salespeople who believe a HOW IMPORTANT IS INTEGRITY IN SALES? The customer sees integrity in how you respond and the truthfulness you exhibit in everything both seen and unseen to the customer. Integrity is evident in how you process each decision and especially how you handle things in your personal life. Integrity is not something you live by in your professional life and ignore in yourpersonal life.
10 TECHNIQUES PURCHASING DEPARTMENTS USE TO GET A BETTER Leave a few items vague on a bid to give suppliers flexibility in their response. This will equip the purchasing department to then use the new ideas against the other suppliers. Tell you they have a 3rd party group that can take care of their needs at a lower price. Alter ordering quantities or supply-chain needs at the last minute, unlessTHE SALES HUNTER
The Sales Logic Podcast. Hosted by sales experts Mark Hunter and Meridith Elliott Powell, Sales Logic answers today’s toughest selling questions with a logic that will help you win more deals and make more money. When you sell with confidence and integrity, uncertainty becomes your competitive advantage and the sale becomeslogical.
10 REASONS I’M PASSIONATE ABOUT SALES A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out.If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book. 3 STEPS TO CLOSING SALES FASTER 3 Steps to Closing Sales Faster. We all want to be able to close more sales and do it faster. Problem is too many salespeople wind up spending all of their time chasing sales that simply take too long to close. Let’s look at 3 things you can do now that will help you close more sales faster. First, only spend time with those people whocan buy.
7 SALES TRAINING IDEAS YOU CAN USE NOW Allow the other person to share with you one idea and what they learned from it. Use this time to help the other person just as they are helping you. 3. Spend 15 minutes each day (2.5 hours per week) reading sales books, excellent sales blogs and sales websites. Take notes and seek ideas you can use. When you record ideas, do so usingtwo columns.
MAJOR ACCOUNTS VS. SALES PROSPECTING: WHERE TO SPEND YOUR Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. Salespeople tend to also be afraid of being the person who loses a major account, and thus they do all they can to make sure it doesn’t happen on their watch. Marketing, on the other hand,tends to be
7 SECRETS TO SUCCESSFULLY PRESENTING YOUR PRICE (ANDHOW TO PRESENT A PROJECTVINCENT PRICE PRESENTS Here are 7 secrets you need to follow to ensure you get the price you want: 1. Deliver it with confidence. Worst thing you can do is look unconfident as you present it. Confidence means positive solid body language, eye contact and a solid voice. 2. Make the offer time sensitive. In both the offer and in your verbal comment state theoffer is
WHAT DO I DO WHEN A PROSPECT GOES SILENT? You want to engage them with something that sparks their interest. The best way to do this is by calling (and yes, leave a voicemail if they don’t answer) or emailing them. State a comment they shared with you and ask them a question about what they said. People love to have their comments and feelings validated. IF YOU HAVE THE ABILITY, YOU HAVE THE RESPONSIBILITY Because you have the ability to help, it is your responsibility to do so but helping them must involve getting them to buy from you. Sales is a process made up of multiple activities. Sales is not a single item. Taking responsibility for others is the same thing. You have the ability and you know what it SALES MANAGERS HAVE THE HARDEST JOB IN SALES In most cases, sales managers earn less than their top salespeople. Yet, the best sales managers work longer hours, endure more stress, and have greater responsibility than the salespeople they manage. Making things worse is the fact that salespeople are harder to lead and manage than any other employee. They are emotional and oftenirrational
14 THINGS GREAT SALESPEOPLE ALWAYS DO THAT AVERAGE 6. Great salespeople value time and never end a day without knowing what they’re going to accomplish the next day. It’s the same way they approach each week, month, quarter and year. 7. Great salespeople are optimists not just while they’re on the job, but also in everything they do. They’re the people others gravitate toward in all types of situations, and as a result, they understandTHE SALES HUNTER
The Sales Logic Podcast. Hosted by sales experts Mark Hunter and Meridith Elliott Powell, Sales Logic answers today’s toughest selling questions with a logic that will help you win more deals and make more money. When you sell with confidence and integrity, uncertainty becomes your competitive advantage and the sale becomeslogical.
10 REASONS I’M PASSIONATE ABOUT SALES A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out.If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book. 3 STEPS TO CLOSING SALES FASTER 3 Steps to Closing Sales Faster. We all want to be able to close more sales and do it faster. Problem is too many salespeople wind up spending all of their time chasing sales that simply take too long to close. Let’s look at 3 things you can do now that will help you close more sales faster. First, only spend time with those people whocan buy.
7 SALES TRAINING IDEAS YOU CAN USE NOW Allow the other person to share with you one idea and what they learned from it. Use this time to help the other person just as they are helping you. 3. Spend 15 minutes each day (2.5 hours per week) reading sales books, excellent sales blogs and sales websites. Take notes and seek ideas you can use. When you record ideas, do so usingtwo columns.
MAJOR ACCOUNTS VS. SALES PROSPECTING: WHERE TO SPEND YOUR Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. Salespeople tend to also be afraid of being the person who loses a major account, and thus they do all they can to make sure it doesn’t happen on their watch. Marketing, on the other hand,tends to be
7 SECRETS TO SUCCESSFULLY PRESENTING YOUR PRICE (ANDHOW TO PRESENT A PROJECTVINCENT PRICE PRESENTS Here are 7 secrets you need to follow to ensure you get the price you want: 1. Deliver it with confidence. Worst thing you can do is look unconfident as you present it. Confidence means positive solid body language, eye contact and a solid voice. 2. Make the offer time sensitive. In both the offer and in your verbal comment state theoffer is
WHAT DO I DO WHEN A PROSPECT GOES SILENT? You want to engage them with something that sparks their interest. The best way to do this is by calling (and yes, leave a voicemail if they don’t answer) or emailing them. State a comment they shared with you and ask them a question about what they said. People love to have their comments and feelings validated. IF YOU HAVE THE ABILITY, YOU HAVE THE RESPONSIBILITY Because you have the ability to help, it is your responsibility to do so but helping them must involve getting them to buy from you. Sales is a process made up of multiple activities. Sales is not a single item. Taking responsibility for others is the same thing. You have the ability and you know what it SALES MANAGERS HAVE THE HARDEST JOB IN SALES In most cases, sales managers earn less than their top salespeople. Yet, the best sales managers work longer hours, endure more stress, and have greater responsibility than the salespeople they manage. Making things worse is the fact that salespeople are harder to lead and manage than any other employee. They are emotional and oftenirrational
14 THINGS GREAT SALESPEOPLE ALWAYS DO THAT AVERAGE 6. Great salespeople value time and never end a day without knowing what they’re going to accomplish the next day. It’s the same way they approach each week, month, quarter and year. 7. Great salespeople are optimists not just while they’re on the job, but also in everything they do. They’re the people others gravitate toward in all types of situations, and as a result, they understand WHAT MAKES A GOOD PROSPECT? 1. You must know the customer’s timing to make a decision. 2. The customer must provide you with at least one piece of proprietary information. These two items are almost bullet proof in terms of being able to know if a person is a good prospect. Timing is somewhat self-evident. If a person can qualify when they intend to make adecision, the
THE 5 SELLING FUNDAMENTALS The 5 selling fundamentals are what you need do on every sales call regardless of the form of the sales call you’re making. It can be in an email, on the phone, face-to-face, or for that matter, these also apply to text messages and voicemail. 5 SALES NEGOTIATION STRATEGIES THAT WORK Here are 5 sales negotiation strategies you can use: 1. Sell first. Negotiate second. Too many salespeople are willing to negotiate at the drop of a hat. Don’t get into that habit. Rule is to sell first and allow the customer to reject your unique selling proposition twice before even thinking about negotiating. 2. Don’t negotiate on price. NEGOTIATION TIPS: YOU MUST HAVE A WALK-AWAY POINT! We’ve been looking at negotiation skills that set extraordinary salespeople apart from average ones, and now we have arrived at #7: Be willing to walk away! Nobody wants to walk away, but you must be comfortable in doing so at any point during the negotiating phase. More importantly, the other party must know you’re comfortablewalking away.
IF YOU HAVE THE ABILITY, YOU HAVE THE RESPONSIBILITY Because you have the ability to help, it is your responsibility to do so but helping them must involve getting them to buy from you. Sales is a process made up of multiple activities. Sales is not a single item. Taking responsibility for others is the same thing. You have the ability and you know what it VIDEO: THE MOST IMPORTANT PART OF A SALES PRESENTATION The most important part of the sales presentation is YOU! You must be able to deliver your entire sales presentation without any sales tools. It’s not that you are going to do this — it’s just that you must be able to do this so that you can handle whatever situation may pop up. I’m amazed at the number of salespeople who believe a 10 WAYS TO OVERCOME A CUSTOMER’S OBJECTION 1. Ask the customer to share with you more insight as to why they raised the objection. I always say it’s not the objection that is the objection; it’s the reason behind the objection that is the solution I need to address. 2. View the objection as a sign of interest; view it as one step along the way that will move you closerto getting a
50 PROSPECTING TRUTHS 21-30: THE ART OF THE SALES CALL 24. When kept short and concise, voicemails can be an effective prospecting tool. 25. Allow your personality to come through on every phone call and in every voicemail. 26. Those who believe “cold calling” is dead are the same people who don’t like talking on the telephone and want to hide behind social media to sell. SALES PLANNING: WHAT’S YOUR CONTINGENCY PLAN? Sales Planning: What’s Your Contingency Plan? Whether you operate in the northeast United States and were impacted by Sandy or not, the issue of having a contingency plan is essential. In my job I travel extensively and I never travel without having a back-up plan with regard to flights, etc. 5 WAYS TO HANDLE THE PROSPECT WHO WON’T RESPOND A great way to reach a CEO is by connecting with another CEO the prospect knows or with other people who report to the CEO. 4. Use the Hot/Cold Approach. Don’t be shy about using this approach. There are times when the best approach can be reaching out frequently. This may mean 6 or 8 times in a single month.THE SALES HUNTER
The Sales Logic Podcast. Hosted by sales experts Mark Hunter and Meridith Elliott Powell, Sales Logic answers today’s toughest selling questions with a logic that will help you win more deals and make more money. When you sell with confidence and integrity, uncertainty becomes your competitive advantage and the sale becomeslogical.
10 REASONS I’M PASSIONATE ABOUT SALES A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out.If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book. 3 STEPS TO CLOSING SALES FASTER 3 Steps to Closing Sales Faster. We all want to be able to close more sales and do it faster. Problem is too many salespeople wind up spending all of their time chasing sales that simply take too long to close. Let’s look at 3 things you can do now that will help you close more sales faster. First, only spend time with those people whocan buy.
7 SALES TRAINING IDEAS YOU CAN USE NOW Allow the other person to share with you one idea and what they learned from it. Use this time to help the other person just as they are helping you. 3. Spend 15 minutes each day (2.5 hours per week) reading sales books, excellent sales blogs and sales websites. Take notes and seek ideas you can use. When you record ideas, do so usingtwo columns.
MAJOR ACCOUNTS VS. SALES PROSPECTING: WHERE TO SPEND YOUR Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. Salespeople tend to also be afraid of being the person who loses a major account, and thus they do all they can to make sure it doesn’t happen on their watch. Marketing, on the other hand,tends to be
7 SECRETS TO SUCCESSFULLY PRESENTING YOUR PRICE (ANDHOW TO PRESENT A PROJECTVINCENT PRICE PRESENTS Here are 7 secrets you need to follow to ensure you get the price you want: 1. Deliver it with confidence. Worst thing you can do is look unconfident as you present it. Confidence means positive solid body language, eye contact and a solid voice. 2. Make the offer time sensitive. In both the offer and in your verbal comment state theoffer is
WHAT DO I DO WHEN A PROSPECT GOES SILENT? You want to engage them with something that sparks their interest. The best way to do this is by calling (and yes, leave a voicemail if they don’t answer) or emailing them. State a comment they shared with you and ask them a question about what they said. People love to have their comments and feelings validated. IF YOU HAVE THE ABILITY, YOU HAVE THE RESPONSIBILITY Because you have the ability to help, it is your responsibility to do so but helping them must involve getting them to buy from you. Sales is a process made up of multiple activities. Sales is not a single item. Taking responsibility for others is the same thing. You have the ability and you know what it SALES MANAGERS HAVE THE HARDEST JOB IN SALES In most cases, sales managers earn less than their top salespeople. Yet, the best sales managers work longer hours, endure more stress, and have greater responsibility than the salespeople they manage. Making things worse is the fact that salespeople are harder to lead and manage than any other employee. They are emotional and oftenirrational
14 THINGS GREAT SALESPEOPLE ALWAYS DO THAT AVERAGE 6. Great salespeople value time and never end a day without knowing what they’re going to accomplish the next day. It’s the same way they approach each week, month, quarter and year. 7. Great salespeople are optimists not just while they’re on the job, but also in everything they do. They’re the people others gravitate toward in all types of situations, and as a result, they understandTHE SALES HUNTER
The Sales Logic Podcast. Hosted by sales experts Mark Hunter and Meridith Elliott Powell, Sales Logic answers today’s toughest selling questions with a logic that will help you win more deals and make more money. When you sell with confidence and integrity, uncertainty becomes your competitive advantage and the sale becomeslogical.
10 REASONS I’M PASSIONATE ABOUT SALES A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out.If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book. 3 STEPS TO CLOSING SALES FASTER 3 Steps to Closing Sales Faster. We all want to be able to close more sales and do it faster. Problem is too many salespeople wind up spending all of their time chasing sales that simply take too long to close. Let’s look at 3 things you can do now that will help you close more sales faster. First, only spend time with those people whocan buy.
7 SALES TRAINING IDEAS YOU CAN USE NOW Allow the other person to share with you one idea and what they learned from it. Use this time to help the other person just as they are helping you. 3. Spend 15 minutes each day (2.5 hours per week) reading sales books, excellent sales blogs and sales websites. Take notes and seek ideas you can use. When you record ideas, do so usingtwo columns.
MAJOR ACCOUNTS VS. SALES PROSPECTING: WHERE TO SPEND YOUR Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. Salespeople tend to also be afraid of being the person who loses a major account, and thus they do all they can to make sure it doesn’t happen on their watch. Marketing, on the other hand,tends to be
7 SECRETS TO SUCCESSFULLY PRESENTING YOUR PRICE (ANDHOW TO PRESENT A PROJECTVINCENT PRICE PRESENTS Here are 7 secrets you need to follow to ensure you get the price you want: 1. Deliver it with confidence. Worst thing you can do is look unconfident as you present it. Confidence means positive solid body language, eye contact and a solid voice. 2. Make the offer time sensitive. In both the offer and in your verbal comment state theoffer is
WHAT DO I DO WHEN A PROSPECT GOES SILENT? You want to engage them with something that sparks their interest. The best way to do this is by calling (and yes, leave a voicemail if they don’t answer) or emailing them. State a comment they shared with you and ask them a question about what they said. People love to have their comments and feelings validated. IF YOU HAVE THE ABILITY, YOU HAVE THE RESPONSIBILITY Because you have the ability to help, it is your responsibility to do so but helping them must involve getting them to buy from you. Sales is a process made up of multiple activities. Sales is not a single item. Taking responsibility for others is the same thing. You have the ability and you know what it SALES MANAGERS HAVE THE HARDEST JOB IN SALES In most cases, sales managers earn less than their top salespeople. Yet, the best sales managers work longer hours, endure more stress, and have greater responsibility than the salespeople they manage. Making things worse is the fact that salespeople are harder to lead and manage than any other employee. They are emotional and oftenirrational
14 THINGS GREAT SALESPEOPLE ALWAYS DO THAT AVERAGE 6. Great salespeople value time and never end a day without knowing what they’re going to accomplish the next day. It’s the same way they approach each week, month, quarter and year. 7. Great salespeople are optimists not just while they’re on the job, but also in everything they do. They’re the people others gravitate toward in all types of situations, and as a result, they understand WHAT MAKES A GOOD PROSPECT? 1. You must know the customer’s timing to make a decision. 2. The customer must provide you with at least one piece of proprietary information. These two items are almost bullet proof in terms of being able to know if a person is a good prospect. Timing is somewhat self-evident. If a person can qualify when they intend to make adecision, the
THE 5 SELLING FUNDAMENTALS The 5 selling fundamentals are what you need do on every sales call regardless of the form of the sales call you’re making. It can be in an email, on the phone, face-to-face, or for that matter, these also apply to text messages and voicemail. 5 SALES NEGOTIATION STRATEGIES THAT WORK Here are 5 sales negotiation strategies you can use: 1. Sell first. Negotiate second. Too many salespeople are willing to negotiate at the drop of a hat. Don’t get into that habit. Rule is to sell first and allow the customer to reject your unique selling proposition twice before even thinking about negotiating. 2. Don’t negotiate on price. NEGOTIATION TIPS: YOU MUST HAVE A WALK-AWAY POINT! We’ve been looking at negotiation skills that set extraordinary salespeople apart from average ones, and now we have arrived at #7: Be willing to walk away! Nobody wants to walk away, but you must be comfortable in doing so at any point during the negotiating phase. More importantly, the other party must know you’re comfortablewalking away.
IF YOU HAVE THE ABILITY, YOU HAVE THE RESPONSIBILITY Because you have the ability to help, it is your responsibility to do so but helping them must involve getting them to buy from you. Sales is a process made up of multiple activities. Sales is not a single item. Taking responsibility for others is the same thing. You have the ability and you know what it VIDEO: THE MOST IMPORTANT PART OF A SALES PRESENTATION The most important part of the sales presentation is YOU! You must be able to deliver your entire sales presentation without any sales tools. It’s not that you are going to do this — it’s just that you must be able to do this so that you can handle whatever situation may pop up. I’m amazed at the number of salespeople who believe a 10 WAYS TO OVERCOME A CUSTOMER’S OBJECTION 1. Ask the customer to share with you more insight as to why they raised the objection. I always say it’s not the objection that is the objection; it’s the reason behind the objection that is the solution I need to address. 2. View the objection as a sign of interest; view it as one step along the way that will move you closerto getting a
50 PROSPECTING TRUTHS 21-30: THE ART OF THE SALES CALL 24. When kept short and concise, voicemails can be an effective prospecting tool. 25. Allow your personality to come through on every phone call and in every voicemail. 26. Those who believe “cold calling” is dead are the same people who don’t like talking on the telephone and want to hide behind social media to sell. SALES PLANNING: WHAT’S YOUR CONTINGENCY PLAN? Sales Planning: What’s Your Contingency Plan? Whether you operate in the northeast United States and were impacted by Sandy or not, the issue of having a contingency plan is essential. In my job I travel extensively and I never travel without having a back-up plan with regard to flights, etc. 5 WAYS TO HANDLE THE PROSPECT WHO WON’T RESPOND A great way to reach a CEO is by connecting with another CEO the prospect knows or with other people who report to the CEO. 4. Use the Hot/Cold Approach. Don’t be shy about using this approach. There are times when the best approach can be reaching out frequently. This may mean 6 or 8 times in a single month.THE SALES HUNTER
The Sales Logic Podcast. Hosted by sales experts Mark Hunter and Meridith Elliott Powell, Sales Logic answers today’s toughest selling questions with a logic that will help you win more deals and make more money. When you sell with confidence and integrity, uncertainty becomes your competitive advantage and the sale becomeslogical.
10 REASONS I’M PASSIONATE ABOUT SALES A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out.If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book. 3 STEPS TO CLOSING SALES FASTER 3 Steps to Closing Sales Faster. We all want to be able to close more sales and do it faster. Problem is too many salespeople wind up spending all of their time chasing sales that simply take too long to close. Let’s look at 3 things you can do now that will help you close more sales faster. First, only spend time with those people whocan buy.
7 SALES TRAINING IDEAS YOU CAN USE NOW Allow the other person to share with you one idea and what they learned from it. Use this time to help the other person just as they are helping you. 3. Spend 15 minutes each day (2.5 hours per week) reading sales books, excellent sales blogs and sales websites. Take notes and seek ideas you can use. When you record ideas, do so usingtwo columns.
MAJOR ACCOUNTS VS. SALES PROSPECTING: WHERE TO SPEND YOUR Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. Salespeople tend to also be afraid of being the person who loses a major account, and thus they do all they can to make sure it doesn’t happen on their watch. Marketing, on the other hand,tends to be
7 SECRETS TO SUCCESSFULLY PRESENTING YOUR PRICE (ANDHOW TO PRESENT A PROJECTVINCENT PRICE PRESENTS Here are 7 secrets you need to follow to ensure you get the price you want: 1. Deliver it with confidence. Worst thing you can do is look unconfident as you present it. Confidence means positive solid body language, eye contact and a solid voice. 2. Make the offer time sensitive. In both the offer and in your verbal comment state theoffer is
WHAT DO I DO WHEN A PROSPECT GOES SILENT? You want to engage them with something that sparks their interest. The best way to do this is by calling (and yes, leave a voicemail if they don’t answer) or emailing them. State a comment they shared with you and ask them a question about what they said. People love to have their comments and feelings validated. IF YOU HAVE THE ABILITY, YOU HAVE THE RESPONSIBILITY Because you have the ability to help, it is your responsibility to do so but helping them must involve getting them to buy from you. Sales is a process made up of multiple activities. Sales is not a single item. Taking responsibility for others is the same thing. You have the ability and you know what it SALES MANAGERS HAVE THE HARDEST JOB IN SALES In most cases, sales managers earn less than their top salespeople. Yet, the best sales managers work longer hours, endure more stress, and have greater responsibility than the salespeople they manage. Making things worse is the fact that salespeople are harder to lead and manage than any other employee. They are emotional and oftenirrational
14 THINGS GREAT SALESPEOPLE ALWAYS DO THAT AVERAGE 6. Great salespeople value time and never end a day without knowing what they’re going to accomplish the next day. It’s the same way they approach each week, month, quarter and year. 7. Great salespeople are optimists not just while they’re on the job, but also in everything they do. They’re the people others gravitate toward in all types of situations, and as a result, they understandTHE SALES HUNTER
The Sales Logic Podcast. Hosted by sales experts Mark Hunter and Meridith Elliott Powell, Sales Logic answers today’s toughest selling questions with a logic that will help you win more deals and make more money. When you sell with confidence and integrity, uncertainty becomes your competitive advantage and the sale becomeslogical.
10 REASONS I’M PASSIONATE ABOUT SALES A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out.If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book. 3 STEPS TO CLOSING SALES FASTER 3 Steps to Closing Sales Faster. We all want to be able to close more sales and do it faster. Problem is too many salespeople wind up spending all of their time chasing sales that simply take too long to close. Let’s look at 3 things you can do now that will help you close more sales faster. First, only spend time with those people whocan buy.
7 SALES TRAINING IDEAS YOU CAN USE NOW Allow the other person to share with you one idea and what they learned from it. Use this time to help the other person just as they are helping you. 3. Spend 15 minutes each day (2.5 hours per week) reading sales books, excellent sales blogs and sales websites. Take notes and seek ideas you can use. When you record ideas, do so usingtwo columns.
MAJOR ACCOUNTS VS. SALES PROSPECTING: WHERE TO SPEND YOUR Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. Salespeople tend to also be afraid of being the person who loses a major account, and thus they do all they can to make sure it doesn’t happen on their watch. Marketing, on the other hand,tends to be
7 SECRETS TO SUCCESSFULLY PRESENTING YOUR PRICE (ANDHOW TO PRESENT A PROJECTVINCENT PRICE PRESENTS Here are 7 secrets you need to follow to ensure you get the price you want: 1. Deliver it with confidence. Worst thing you can do is look unconfident as you present it. Confidence means positive solid body language, eye contact and a solid voice. 2. Make the offer time sensitive. In both the offer and in your verbal comment state theoffer is
WHAT DO I DO WHEN A PROSPECT GOES SILENT? You want to engage them with something that sparks their interest. The best way to do this is by calling (and yes, leave a voicemail if they don’t answer) or emailing them. State a comment they shared with you and ask them a question about what they said. People love to have their comments and feelings validated. IF YOU HAVE THE ABILITY, YOU HAVE THE RESPONSIBILITY Because you have the ability to help, it is your responsibility to do so but helping them must involve getting them to buy from you. Sales is a process made up of multiple activities. Sales is not a single item. Taking responsibility for others is the same thing. You have the ability and you know what it SALES MANAGERS HAVE THE HARDEST JOB IN SALES In most cases, sales managers earn less than their top salespeople. Yet, the best sales managers work longer hours, endure more stress, and have greater responsibility than the salespeople they manage. Making things worse is the fact that salespeople are harder to lead and manage than any other employee. They are emotional and oftenirrational
14 THINGS GREAT SALESPEOPLE ALWAYS DO THAT AVERAGE 6. Great salespeople value time and never end a day without knowing what they’re going to accomplish the next day. It’s the same way they approach each week, month, quarter and year. 7. Great salespeople are optimists not just while they’re on the job, but also in everything they do. They’re the people others gravitate toward in all types of situations, and as a result, they understand WHAT MAKES A GOOD PROSPECT? 1. You must know the customer’s timing to make a decision. 2. The customer must provide you with at least one piece of proprietary information. These two items are almost bullet proof in terms of being able to know if a person is a good prospect. Timing is somewhat self-evident. If a person can qualify when they intend to make adecision, the
MY BEST TRAVEL YEAR YET It’s one of the travel lessons I learned in 2020. I can be anywhere.It’s amazing how tech allows you to go anywhere. We used to think that we had to get on an airplane. THE 5 SELLING FUNDAMENTALS The 5 selling fundamentals are what you need do on every sales call regardless of the form of the sales call you’re making. It can be in an email, on the phone, face-to-face, or for that matter, these also apply to text messages and voicemail. 5 SALES NEGOTIATION STRATEGIES THAT WORK Here are 5 sales negotiation strategies you can use: 1. Sell first. Negotiate second. Too many salespeople are willing to negotiate at the drop of a hat. Don’t get into that habit. Rule is to sell first and allow the customer to reject your unique selling proposition twice before even thinking about negotiating. 2. Don’t negotiate on price. NEGOTIATION TIPS: YOU MUST HAVE A WALK-AWAY POINT! We’ve been looking at negotiation skills that set extraordinary salespeople apart from average ones, and now we have arrived at #7: Be willing to walk away! Nobody wants to walk away, but you must be comfortable in doing so at any point during the negotiating phase. More importantly, the other party must know you’re comfortablewalking away.
IF YOU HAVE THE ABILITY, YOU HAVE THE RESPONSIBILITY Because you have the ability to help, it is your responsibility to do so but helping them must involve getting them to buy from you. Sales is a process made up of multiple activities. Sales is not a single item. Taking responsibility for others is the same thing. You have the ability and you know what it 10 WAYS TO OVERCOME A CUSTOMER’S OBJECTION 1. Ask the customer to share with you more insight as to why they raised the objection. I always say it’s not the objection that is the objection; it’s the reason behind the objection that is the solution I need to address. 2. View the objection as a sign of interest; view it as one step along the way that will move you closerto getting a
VIDEO: THE MOST IMPORTANT PART OF A SALES PRESENTATION The most important part of the sales presentation is YOU! You must be able to deliver your entire sales presentation without any sales tools. It’s not that you are going to do this — it’s just that you must be able to do this so that you can handle whatever situation may pop up. I’m amazed at the number of salespeople who believe a SALES PLANNING: WHAT’S YOUR CONTINGENCY PLAN? Sales Planning: What’s Your Contingency Plan? Whether you operate in the northeast United States and were impacted by Sandy or not, the issue of having a contingency plan is essential. In my job I travel extensively and I never travel without having a back-up plan with regard to flights, etc. 5 WAYS TO HANDLE THE PROSPECT WHO WON’T RESPOND A great way to reach a CEO is by connecting with another CEO the prospect knows or with other people who report to the CEO. 4. Use the Hot/Cold Approach. Don’t be shy about using this approach. There are times when the best approach can be reaching out frequently. This may mean 6 or 8 times in a single month.Skip to content
For speaking inquiries, contact Charlotte Raybourn, bookmark@charlotteraybourn.com, (913) 890-3246 Facebook __ Twitter __Linkedin __
Youtube __
* Home
* About__
* Who is Mark Hunter* Clients
* Testimonials
* Awards and Honors
* Engage Mark__
* How Mark Works
* Speaking
* Training
* Coaching
* Consulting
* Meeting Planners
* On-Line Learning
* Blog
* Books
* Free Resources__
* Weekly Tips
* Free eBooks
* Free Infographics
* Podcasts
* Videos
* Contact Mark
__ Menu
* Home
* About__
* Who is Mark Hunter* Clients
* Testimonials
* Awards and Honors
* Engage Mark__
* How Mark Works
* Speaking
* Training
* Coaching
* Consulting
* Meeting Planners
* On-Line Learning
* Blog
* Books
* Free Resources__
* Weekly Tips
* Free eBooks
* Free Infographics
* Podcasts
* Videos
* Contact Mark
"ACCELERATE YOUR SALES PROSPECTING" MARK "THE SALES HUNTER" HELPS COMPANIES FIND AND RETAIN BETTER PROSPECTS THEY CAN CLOSE AT FULL PRICE. HE DOES THIS THROUGH SPEAKING, TRAINING, AND CONSULTING.__ Watch Video
__ About Mark
__
WHO IS
MARK HUNTER?
Engage Mark
Sales is without a doubt the greatest profession. There is nothing I enjoy more than helping others be successful. It is why I enjoy delivering a keynote speech as much as coaching the single solo salesperson or helping a company develop a prospecting strategy. The reason I enjoy sales so much is I never set out to have a career in sales. If it had not been for the Seattle Police Department and their habit of giving me tickets, there is little chance I would have wound up in sales. Yes, you’re eager to know more details, but we’ll save that for another day or a keynote speech.SPEAKING
SPEAKING
"By far the best speaker on any subject we have ever had." Learn More__
TRAINING
TRAINING
"His training resulted in a 300% increase in sales per person!”Learn More
__
CONSULTING
CONSULTING
“Mark challenged our thinking to create the solution we needed.”Learn More
__
COACHING
COACHING
"He gave me the confidence and skills to finally be successful.”Learn More
"MARK HUNTER SHARES HIS SECRETS FOR IMPROVING YOUR OUTCOME SO YOU CAN IMPROVE YOUR INCOME." Gerhard Gschwandther Selling Power Magazine AFTER YEARS OF WORKING WITH COMPANIES AND SALESPEOPLE I felt it was time to write with two great books and proven salesmethodologies
HIGH-PROFIT SELLING
More Info
HIGH-PROFIT PROSPECTINGMore Info
SALES KICK-OFF SPEAKER MARK HUNTER, CSP, "THE SALES HUNTER"__
SALES LEADERSHIP: WHAT DO YOU KNOW ABOUT YOUR CUSTOMER'S CUSTOMER?__
STOP THE DISCOUNTING BY INCREASING YOUR VALUE__
__ Connect with Mark__ What Clients Say
","nextArrow":"","autoplay":false,"autoplaySpeed":5000,"rtl":false}"dir="ltr">
Blog Communication SkillsProspecting
Sales Training
Uncategorized
_August 14, 2019
How Do I Use Email to Prospect? How effective are your emails? You want to think that the email you just wrote is perfect and sending it out to 100 prospects will... Blog Motivational SalesSpeaker
Sales
Motivation
Uncategorized
__August 12, 2019
Monday Motivation Video: What Is the One Item You Can Do 10x Better? Take one item this week and go all the way with it. You'll gain a lot of satisfaction and joy when you just do one... Blog Sales MotivationUncategorized
__August 9, 2019
Time Management: How Will You Use Your Day? We all say we have too much to do. Even my 84 year-old in-laws claim they’re too busy to get everything done in a day.... FOR SPEAKING INQUIRIES * __ bookmark@charlotteraybourn.com* __ (913) 890-3246
Facebook __ Twitter __Linkedin __
Youtube __
SUBSCRIBE TO OUR WEEKLY SALES TIPFirst Name*
Last Name*
Your Email*
2019 Copyright Mark Hunter | The Sales Hunter* __ Privacy Policy
* __ Site Map
Web Design by Square Pixel, LLC We use cookies to give you the best online experience. By using our website, you agree to our use of cookies in accordance with our privacy policy. Accept Read More Privacy & Cookies Policy Necessary Always EnabledNon-necessary
Non-necessary
Details
Copyright © 2024 ArchiveBay.com. All rights reserved. Terms of Use | Privacy Policy | DMCA | 2021 | Feedback | Advertising | RSS 2.0