Best of Sales THE SALES HUNTER'S SALES MOTIVATION BLOG Nationally recognized for his sales motivation and sales training insights, Mark Hunter, "The Sales Hunter", helps you build your business by finding more customers and closing more sales. Sales Motivation and Continual Learning If you have a high level of sales motivation, you have a high desire to be continually improving yourself. People who have low sales motivation rarely have a desire to improve, until they reach a point where they know the only option they have is to learn and improve. The difference between the [...] Your Customer Determines the Value. Not You. Quit trying to determine the value you expect your customer to see in what you?re selling. It?s a waste of time. Rather than trying to preach to your customer about how much you?re worth, reverse the roles and let them tell you how much they value what it is you have to offer. You do [...] Sales Training Tip #330: Selling to the Purchasing Department? Never sell just to the Purchasing Department. Always know who the user of your product or service is and insist on having a working relationship with that person. During each meeting with the Purchasing Department, be sure to ask at least one technically-oriented question about how your product/service is used. The objective is to get [...] Sales Motivation, India, Singapore and More I’ve been in the midst of a two-week trip to Singapore and India training salespeople from a number of Asian countries. Each time I travel outside of the United States, I always marvel at the quality of sales talent I encounter. It?s amazing the depth of sales experience and the skill level of people [...] Sales Training Tip #329: What Is Your Voice Really Saying? Your price must be stated without any hesitation in your voice if you expect the customer to believe you. This is big fatal mistake so many salespeople make when stating their price — they don?t say it clearly or strongly enough. Subsequently, what the customer is really hearing is how the salesperson doesn?t even believe in [...] Sales Motivation and Your Phone Recently, I was with a salesperson who I felt had always demonstrated a high level of sales motivation. Whenever I would engage this person on the phone, they were always upbeat and positive about their business and the prospects for the coming months. I never had a reason to doubt their level of sales [...] Sales Motivation and Your Sales Heroes Who are your heroes? There is a distinct correlation between your sales motivation and your heroes. Recently, I?ve found myself asking salespeople, “Who comes to mind when you think of great salespeople?” It?s amazing — people tend to choose heroes based off of their own personal experiences and their outlook. [...] Sales Development and Old Sales Processes What are you doing different today from what you did yesterday? Sales development is all about finding the best way to do things. I was struck by an article in the Wall Street Journal about Campbell?s changing the look of their iconic soup cans. What caught my attention is they?re talking the spoon [...] Sales Training Tip #328: Some Customers You Can Do Without If you have a customer who has relentless tunnel vision on price, let them buy from someone else. You will never satisfy them enough to make a profit. This is very hard for a lot of salespeople to understand, but I firmly believe there comes a time when you have to stop chasing customers who can’t [...] Social Media and Sales Development Recently I attended a conference with a few hundred social media experts, and one item that came through loud and clear is a key reason to be using social media such as Twitter is to help you in with Google rankings. Google treats each tweet as an individual page, this means each time you tweet you?re [...] [ Back ]

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