Where is Mark?
Top Sales Expert
 
Mark is one the Top Sales Experts on a new website that is
full of valuable information on selling. The new summer edition of the
Top Sales Experts eBook is now available. This 144 page
compilation of articles from 50 leading sales gurus can be downloaded for
FREE!
Click on either link to find out more!
Telephone Selling Skills with
"The Sales Hunter"
Phone Selling Success Strategies
- Listen to Mark Hunter share his insights on how
you can increase your selling skills using the
telephone. This is a sales training audio "must" from Mark
Hunter and Lorman Education Services. To learn
more, click on the link below.
Phone Selling Success
Strategies
Mark in the Media
Many of Mark's articles on sales
have been featured on various websites and in
newsletters. To see a listing of his most
recent postings, click on the link above.
Recommendations by "The Sales Hunter"
 
www.SalesDog.com
www.SellingtoBigCompanies.com
www.Salesopedia.com
www.CEOonline.com
Highlights from the
Sales Motivation Blog
The Sales Motivation Blog
consists of Mark's latest consultative selling and sales training
program / sales training seminar tips and insights.
Get a taste of what you can find by reading the comments
below.
Sales Training Program: Great Probing Questions
When you are seeking additional information from a
customer, consider asking, "What goals are you trying to
achieve?" Once they answer, immediately follow it with,"
How are you going to achieve them?"
Consultative Selling: Selling to Big Companies
Closing a big sale has never been easy, and when you're
trying to close one with a large company, it can be even
more difficult. This past week I shared the stage with
Jill Konrath, a fellow sales professional, at the Ball
State University Sales Symposium. Jill has written a
best-seller titled Selling to Big Companies
(Kaplan Press) and I highly recommend it. Jump over to
Amazon.com and pick up a copy today!
Sales Training Program / Consultative Selling: Stall
Tactic
Next time you stall out in a presentation, try asking,
"how can I help you achieve your goals?" Not only will
it help you refocus your thoughts, but it will also
communicate your desire to see the customer succeed.
Consultative Selling: What's Changed?
What's changed about the customer you're currently
calling on? If you are unable to determine any of
their differences since you last met, then you really
haven't taken the time to understand your customer.
Sales Training Program: Your Response to an RFP
Never respond to an RFP (Request For Proposal) with a
proposal. Rather, show your confidence in your ability
to service them by providing a document titled a "plan"
or "working agreement." This does not mean you are
giving away your "secret sauce recipe." Keep the
content the same as you would for an RFP, but change the
name.
Sales Training Program: Sell the Benefits
Price is only a factor when you have not done a good
enough job of selling the benefits. If you haven't
sold the benefits, you haven't done a good enough job of
listening. There is a direct correlation between
the price you get and the listening you do?
Sales Motivation: Listen for a Change
Listen for changes in your customer's voice. A
change in their vocal pitch or tone will often come just
prior to them either throwing out an objection or
agreeing to an offer.
Sales Training Program: Listen with Your Eyes
Listening begins by giving the customer eye contact.
Looking them in the eye communicates that you are
attentive to what they are saying.
Sales Motivation: The Three Letters of Cold Calling
The three letters of cold calling are "CIC." They stand
for Client, Industry, and Competitors. Make sure you
know who the client is, the industry they compete in,
and who their competitors are before you call on them.
Professional Selling
Skills - Sales Development Training - Sales Training
Program - Selling Skills - Sales Motivation -
Consultative Selling - Motivational Sales Speaker -
Consultative Sales Training
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