Mark Hunter
Mark Hunter, "The Sales Hunter", helps companies identify better prospects, close more sales, and profitably build more long-term customer relationships. To receive his free weekly "Sales Hunting Tip" email or to find out more information, visit http://www.TheSalesHunter.co
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Displaying Results 1 - 50 (of 50) for All Content
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Why Your Customer Doesn't like Your PriceThe one and only reason your customer doesn't like your price is because they have failed to see enough value in what you are offering to warrant paying the price.
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Social Media as a Negotiating ToolBuild your social media strategy around respect and integrity and use social media sites to position you and your company in the manner you want to be seen by others.
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6 Do's and Don'ts of Using an IPad on a Sales CallMake a wise decision regarding the use of an iPad in your next meeting - remember that you aren't going to impress anyone with any gadget '" unless you have a valid reason for having it there in the first place...
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Go Ahead and Fire Your CustomerWe wind up with unprofitable customers not because of the price we're charging them, but because of the intensity of their demands and requests. To be able to determine which customers need to be "fired," you must become more discerning of customers.
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What Did You Learn from the Last Sale You Lost?Your ability to be professional and appreciative in listening to what the customer shares with you will help ensure you have a good relationship going forward with that person.
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What is Your Customer's Price Tolerance Ratio?You must begin determining the customer's Price Tolerance Ratio, early in the prospecting and sales process or you will waste time chasing customers you ultimately do not want...
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Discounting to Create Cash Flow? Be CarefulBefore you consider discounting your price, make sure that the customer fully understands the value proposition you offer and that you fully understand the customer's needs and wants...
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Selling a Price Increase: Is There a Good Time?As you become more confident in your pricing your efforts are better spent on showing your customer how the value of your product or service meets their needs & desires.
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Are You Ready to Meet the CEO?The degree to which you prepare will directly impact the success of your meeting. Here are 6 key things you need to do before your all-important meeting with a CEO.
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The Best Information Comes from Short QuestionsWant to actually learn something about the customer's needs, get there quicker by asking short questions allow the customer to do all the talking and they'll tell you their goals and will reveal a level of information you need.
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Your Customer's PIR: Price Investment RatioIf your customer can't see the return on investment, they won't invest - they won't pay the price you want to get... help frame their expectations... -
Are You Giving Away Your Profit?Protect your profit. Protect your sales motivation. Both are too valuable to toss aside, all in the name of making a sale.
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Why Buyers Love to Delay BuyingUnderstanding the buyers' need will strengthen your own resolve and confidence in your product, your price and your potential to help the customer achieve their goals.
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What Does Your Customer Really Value?As a salesperson once you learn what the customer's value expectations are, you will do more than just close the sale...
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Why Buyers Don't like SalespeopleMost salespeople bring to their buyers only information. At the end of the day, you as a salesperson must ask yourself, "Am I merely a conduit of information?" If you are, then you're wasting your time, your company's time, and your customer's time.
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Unselling What You Just SoldWhen the buyer gives a buying signal, close the sale and leave. As a sales person don't allow your egos and pride to get in the way...
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Intellectual Capital and Your Sales CareerTo determine the success or failure of a business... we need to challenge conventional thinking and challenge ourselves to go outside of our comfort zone to seek diverse opinions and ideas.
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Driven to Distraction: How Latest Trends Will Hurt YouIt is good to be open to new ideas and new customers however stay focused on the prospects you have, and the less you'll be distracted by the latest trend... and this will leave you with more opportunities to actually make more sales.
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Your Buyer is Smarter Than YouBuyers are smart & purchasing departments do their jobs well...Here are a few simple approaches for a salesperson to follow in order to thrive with them.
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A Better Approach with Purchasing DepartmentsA positive attitude is the foundation for profitable long-term relationship with the purchasing department...Make the attitude adjustments that make a difference.
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Does Volume Make Up for Low Price?Your ability as a salesperson is not in how much you sell, but in how much you earn for your company...Here's how to ensure you are not only protecting profit, but also ultimately in a place to increase it!
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Should Social Media Replace Cold-Calling?Has social media led to the abandonment of time-tested elements such as cold-calling & meeting face-to-face with customers or they can co-exist & be profitable.
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The Sale You Can't CloseThe only sales you're going to close are going to be with prospects who show interest in what you're providing & confidence in how you're providing it.
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Negotiating and the Three Ts: Trust, Time and TacticsSuccessful negotiating requires a strategy...The clearer your strategy before negotiating, the more successful you will be. -
Your Pipeline Could Be FullerKeeping your pipeline of prospects full is no easy task...but the payoff is worth it. -
Negotiation Checklist to Ensure a Successful OutcomePurpose of negotiation is to resolve situations...negotiate more effectively with help of this negotiation checklist & ensure a successful outcome.
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Selling to Purchasing DepartmentsOne of the most difficult parts of a salesperson's job is dealing with purchasing departments...Here are a few vital points to keep in mind when dealing with a purchasing department.
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Who Really Achieves Success in Sales?Whether you have been in sales a short time or for years, achieve a level of success that is rooted in integrity...The kind of success that cannot be matched.
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Only Losers Cut Their PricesDiscounting is for losers...In order to achieve the highest potential possible a salesperson needs to believe in their pricing as much as they believe in their selling skills.
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Close Too Quick and You Lose ProfitStriving to build a long-term sales career... Build a solid relationship with the customer instead of going for the quick close.
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Position Yourself as a LeaderTo be a top-performing sales professional, you must be a great leader...
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Why Customer Service Destroys SalespeopleCustomer service alone is not going to help a company achieve its growth targets. It is essential for salespeople to be focused on selling as their first priority...
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Holding on Price in a Down EconomyLearn how... maintaining your pricing integrity in a down economy is truly a winning strategy because, in the end, profit margins are higher, the ability to service a customer is better, and the confidence of the salesperson is greater.
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Sales Goals in a Tough EconomyAchieving your sales goals in a tough economy is not easy. Take the necessary steps to motivate yourself to achieve those weekly goals, which, in turn, will help you successfully reach your year-end objectives. -
Selling a Price Increase in a Soft MarketSelling a price increase in a soft economy is certainly harder than selling one in a booming market... with diligence and patience keep the discussion focused on the benefits the customer is looking for...
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Maximizing Your Price - the Value / Benefit EquationBy focusing your customer's attention on the value / benefits your products or services offer, you can help them see that it is imperative that they continue in business with you because of how you and your company contribute to their overall success. -
The Price Increase Switching GameWhen you are presented with the threat of a customer moving to another supplier because of a price increase, focus in on the cost of the conversion instead of allowing yourself to panic...
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Maximizing Your Price in a Soft EconomyThe main reason why companies do not capitalize on their potential revenue is because their salespeople do not have the confidence to ask for and receive the highest price point... -
Selling with Your PersonalityA powerful sales tool that many of us overlook is our personality. It positively and negatively influences far more sales than we will ever admit to...
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Your Customer Is Lying: Did You Catch It?In a sales call, challenge everything that is said with a follow-up question. Don't accept anything as fact until you've heard the customer say it at least twice. -
Price-Cutting is for SissiesSales is all about closing the deal, and in order to achieve that goal, a purchase price must be agreed upon. All salespeople, at one time or another, have had their price challenged.
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Shut Up and Sell!Contrary to popular belief, to be a successful salesperson, it doesn't matter how much you know about your product or service. It also doesn't matter how much of an industry expert you are.
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The Spirit of ServiceA spirit of service is...an attitude that communicates the desire to make a difference in the life of each customer the salesperson meets.
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Quit Being a SalespersonThinking "sale", not "sales" is the key to being a successful salesperson. Focus on selling to the primary need of the customer. Here's how. -
14 Steps to Successful Cold-CallingThe vast majority of salespeople do not enjoy cold-calling...yet, it is an activity that most need to do on a regular basis. Here are some steps to practice this critical discipline. -
The Five Types of ShoppersFinding new customers is an issue constantly faced by the retail industry today. Success requires a better understanding of the five main types of shoppers. -
Passion as a Sales ToolPassion is the most underrated & underutilized sales tool. Sales people who have passion are able to create long-term profitable relationships with their customers. Read to know how.
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The First 30 Minutes of the DayThe first 30 minutes of a workday sets the tone for the entire day. One of the ways that top-performing salespeople separate themselves from others is by effectively using the first 30 minutes of the day.
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15 Tips to Voicemail SurvivalVoicemail messages are an excellent way to introduce yourself to a person. If your goal is to get the phone call returned, create a reason for them to call you back. Read tips on Voicemail Survival.
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Selling a Higher Price in a B-B EnvironmentEven the most sales savvy among us have had to fight back the nerves that materialize whenever we are faced with telling a customer about a price increase.