THE SALES HUNTER’S SALES MOTIVATION BLOG

It’s finally here! We have just released our latest ebook entitled, “Handling Pricing Concerns.” This timely and informative ebook is filled with tips and ideas to help you win the battles over pricing issues. Don’t wait! Download it now for FREE from our website or by clicking on the link below.

What do you do for your customers that truly separates you from others?  If you can’t think what it is, then how do you expect your customers to?  Take some time to ponder this as 2009 begins.  It’s bound to make this new year your best yet!

Especially with today’s economy, it’s essential to know why people buy from you.  People are looking to validate their decisions even more and this means the successful salesperson is the one who stands apart and brings true value to their customers.  However, this has nothing to do with being the lowest price.  Rather, it’s all about enabling the customer to see a difference before they buy and to feel a sense of confirmation after they buy.  This rule applies whether you’re selling something tangible or a service.

The easiest way to find out what makes you different is by asking both your customers and those who chose not to buy from you.  You’ll be amazed at what you learn.  And, the earlier you learn it, the more you’ll benefit from it.

In this podcast, Mark Hunter, “The Sales Hunter”, explains why it’s important for salespeople to talk less and listen more. He defines the “20 Second Rule” and shares how implementing it in every sales call is critical to your success. Click on the link below to access it through iTunes.

“20 Second Question” Podcast

I want to wish everyone a very Merry Christmas or Happy Hanukkah!  Whatever your belief, celebrate all that you’ve been blessed with.

I’m always surprised at how people choose to acknowledge Christmas, Hanukkah, and other important days.  There are those who say it’s offensive to wish someone a Merry Christmas, but I don’t agree.  If you believe in something, shouldn’t you be proud to tell others about it?  If you have a friend who believes in something but they refused to tell you about it, wouldn’t you think something is wrong with them?   Be proud of what you believe in.

For me, Christmas is a wonderful time of year and, yes, there is a reason for the season…to copy an old phrase. I have a number of Jewish friends and I love it when they share their faith with me and remind me of how important Hanukkah is to them.  I also have the privilege of knowing some wonderful Hindus and again, I respect them for their faith just as I’m not shy about sharing mine when I’m around them.

So, Merry Christmas to everyone!  May we all take a step back from the commercialization of the season and remember the wonderful birth of a very special child 2,000 years ago.

The website, Top 10 Sales Articles, has announced the nominees for its “Top Sales Article of the Year” competition.  These great articles contain important information on everything from networking to goal-setting to prospecting.  Take some time during these last few days of 2008 to read up on the latest insight and then vote for your favorite.  Click on the link below to find them.

Top 10 Sales Articles 'Article of the Year'

In this podcast, Mark Hunter, “The Sales Hunter”, describes how a mature sales person who is stuck in his ways can have a significant negative effect on both his individual success and the performance of his sales team. He emphasizes the importance of taking the time to learn and grow your sales process to ensure your success. Click on the link below to hear this valuable information.

“Mature Salesperson” Podcast

In this podcast, Mark Hunter, “The Sales Hunter”, explains how to make new sales from old prospects. He explains the importance of doing something on a regular basis to keep old prospects warm by staying in touch with them. Click on the link below to learn how!

“Old Prospects” Podcast

In this podcast, Mark Hunter, “The Sales Hunter”, explains his Learn / Teach / Sell philosophy. Click on the link below to access it from iTunes.

“Selling with L/T/S”

Be very careful about the words you use.  Most salespeople sell to cross-generational groups, so you have to be mindful of your word choice.  You may be comfortable using certain words, but they make the person you’re talking to uncomfortable.

This came up again in a meeting last week with some very competent, but young salespeople.  Several of them used the phrase, “to be honest with you…”  Each time they said it, I couldn’t help but think for a moment about how maybe everything else they had been saying up to that point in time was a lie.  I’m sure that wasn’t the case, but the very notion that it was being said got me thinking.  To me, this is a perfect example of cross-generational slang because I tend to hear it from salespeople under the age of 30.  To them, it’s very normal.  That’s the problem with cross-generational slang:  what seems very normal to the person saying it only serves to confuse their listeners.  The last thing you would want is to get “dissed by your posse.”

A sale is not finished until the money is received.  Salespeople rarely like to get into the game of having to collect receivables, yet I recommend that they do it in a number of small or mid-size companies I do consulting for.  We only have a couple of weeks left in the year and most companies are in a race to clean up AR and AP.  Touching base with your AR department and asking them how things are going is a great way to score points with them.  In many companies, those in the AR department are also the ones that help set up new accounts and assign credit limits, so it’s to your interest to help them out.  By touching base with them now, you may wind up having to make a few calls on their behalf, but, more importantly, it will help them see you as a sales leader.  The next time you come to them with a question on credit, they’ll be much more likely to get you a speedy response and potentially help you get the credit limit you’re looking for.