Sales Call Best Practices

Your Customer is Lying…Did You Catch It? – In this article, Mark Hunter explains how prospects and customers typically refuse to disclose all the necessary information to the salesperson at the start of a sales call.  By understanding this inevitable response and countering it with follow-up questions, salespeople can prevent their sales calls from being ruined.

11 Rules for Small Business Success – In this article, Mark Hunter offers insight into how to guarantee your success in the small business world. 

Learn, Teach, Sell Yourself to More Sales – Does your sales process set you apart from your competition?  By using the “Learn – Teach – Sell” concept developed by Mark Hunter, you can gain that competitive edge needed in to be successful in today’s marketplace.  This consultative selling approach is discussed in detail in this article by “The Sales Hunter”.

10 Tips to Improve Your Negotiations – Negotiating is a skill that all salespeople need to perfect in order to achieve their sales goals.  Are you good at it?  In his article, “10 Tips to Improve Your Negotiations”, Mark offer suggestions on how to better develop this talent.

Quit Being a Salesperson – Are you too much of a salesperson?  Overwhelming the customer with your expertise and not paying attention to their needs can often serve to backfire against you.  In this article, Mark Hunter shares insight into the value of selling only to the primary need of the customer.

Disruptive Selling – There is more to being successful than just consultative selling.  A new trend in many industries is called “Disruptive Selling”.  In order to have a competitive edge, your sales process must include some of these disruptive techniques.  Learn what “Disruptive Selling” is and gain insight into how to use it to break through in your industry.

Ten Tips to Drive Your Business Using Your "Drivers" – Are you using your business and personal drivers as effectively as possible with your customers?  This article is full of informative tips from a sales training seminar developed by Mark Hunter that will help you use information you know about your customers to your advantage.

33 Selling Tips – Do you need some additional insight?  Mark’s article, “33 Selling Tips”,  contains excerpts taken from previous weekly Sales Hunting Tips emails offered by "The Sales Hunter".   Topics include how to open a sales call, effective voice mail techniques, and the best ways to use the holidays to your advantage.

Phone Sales Tips

Phone Sales Tips When Contacting Customers – Are you effectively using the telephone as a sales tool?  In his article, “Phones Sales Tips When Contacting Customers”, Mark Hunter gives helpful hints regarding telephone etiquette to help you find and close more sales.

14 Steps to Successful Cold-Calling – Although necessary for long-term success, cold-calling is not a favorite of many salespeople.  In his article, “14 Steps to Successful Cold-Calling”, Mark Hunter teaches the skills and disciplines necessary to make this task lead to greater success for your business.  This popular article has been reprinted in numerous magazines and on many websites.

15 Tips to Voicemail Survival – Do you enjoy or dread voicemail messaging?  In this insightful article, Mark offers helpful hints regarding voicemail etiquette and how to best use this important sales tool effectively. This material can be found also in a sales training program delivered by Mark Hunter.

Networking

Networking is a Con Game – In this article by “The Sales Hunter,” Mark explains the “3 Cons of Networking” that are at the core of every networking opportunity.  By carrying them out, he believes that you will find your network growing not just in size, but, more importantly, in the value and benefits you and those you network with receive from it.  

21 Tips to Use at a Networking Event – Do you enjoy networking?  Are you good at it?  The advice offered in Mark's article, "21 Tips to Use at a Networking Event," can not only change your attitude on these important events, but also help you become more successful.

Referrals, The Lifeblood of a Successful Business - Learn more about the critical skill of asking for referrals on a regular basis.

Selling a Price Increase

Price Cutting is for Sissies – What do you do when a customer confronts you on your price during a sales negotiation?  In this helpful article, Mark Hunter offers tips to help you avoid caving in so you can maintain your pricing integrity. 

Selling a Higher Price in a B to B Environment – Do you get uncomfortable when it becomes necessary to discuss a price increase in a business-to-business environment?  This article, based on content covered in a consultative selling program delivered by Mark Hunter, contains helpful insight as to how to prepare your strategy for communicating the price increase as well as some best practice tips to employ when executing it.  

Communication Skills

Shut Up and Sell! – Do you talk too much during a sales call?  Do you listen?  How good are you at engaging your customer?  In this article, Mark Hunter explains why the type of questions you ask can influence the success of your sales presentations.

Communication Tips – Are you a good communicator?  Would other people say you are?  Consider these practical guidelines on effective communication from “The Sales Hunter” and then put them to good use today!

Direct Mail Tips – In this high-tech society, direct mail is still an effective sales tool.  In his article, “Direct Mail Tips”, Mark offers guidelines to make your direct mailings as successful and well-received as possible.

Sales Motivation

Quick Tips for Increasing Sales – Are you in a sales slump?  Consider some of the insights offered from our Professional Selling Skills Training Seminar that are highlighted in this article.  Topics include effectively using the telephone, time management, and referrals.

The Spirit of Service – How important do you consider customer service?  In his article, “The Spirit of Service”, Mark Hunter offers insights into the impact that employees can have on the customer's shopping experience.   

Passion As A Sales Tool – Attitude is everything!  Leading sales motivation speaker, Mark Hunter, shares his belief that passion is most under-rated and under-utilized sales tool today.  Discover (or rediscover) your passion for sales and close more sales!

Confidence Sells! – Are you looking to increase your sales motivation?  In his article, “Confidence Sells!”, Mark Hunter offers insights on how and why confidence leads to success in sales and encourages retail salespeople to not only develop product knowledge, but also confidence in their abilities. 

Quotes from Mark Hunter, "The Sales Hunter" - Mark Hunter shares many of the quotes he is famous for and the same ones he uses in many of his sales training and sales motivation programs.

Sales Development

The First 30 Minutes of the Day – Are you a “morning person”?  Even if you are, it’s imperative to remember that those first moments on the job can set the tone for your entire day.  Mark’s article, “The First 30 Minutes of the Day”, gives informative hints of how you should be spending this important part of your work day to close more sales.

Good Sales People Continue to be in Demand – Because Sales today is more competitive than ever, the need to acquire and retain good salespeople is critical.  In his article, “Good Salespeople Continue to be in Demand”, Mark Hunter shares his thoughts on sourcing quality employees.

The Five Types of Shoppers – Do you know why people shop at your store and the impact that your customer service can have on their experience?  This article by Mark Hunter helps you be better prepared to understand and market those who walk through your door.

Understanding Your Business: 10 Questions to Ask Yourself -  Do you truly understand your business?  Leading sales motivation speaker, Mark Hunter, shares questions to consider that will give you a better grasp on the effectiveness of your sales process and how to be more successful in your industry.

29 Sales Territory Questions – Are you trying to create or further establish a sales territory?  The information found in Mark’s article, “29 Sales Territory Questions”, is designed to help you implement an effective sales development program.  These powerful questions are based on consultative selling principles.

Questions to Ask a Sales Force – Are you trying to establish or further develop a sales force?  This article highlights questions for your team members to consider that can enhance their individual success in addition to that of the entire group.

Growing the Business – Are you trying to expand your business?  Does the thought overwhelm you?  In his article, “Growing the Business”, Mark Hunter offers essential questions to ask yourself as you begin to implement a sales development strategy.

What Does Success Look Like? – For your particular industry or business, do you know the definition of success?  Sales motivation speaker, Mark Hunter, reveals some of his secrets to challenge your thinking and raise your sales.

What to Look for in a Professional Selling Skills Training Program – Are you currently looking for any type of training? If you are, this checklist created by “The Sales Hunter” will help you select the right professional selling skills training program for your needs.

What is Sales Development? - An editorial by Mark Hunter regarding the many definitions sales development.