Sales Articles
Looking for specific information on topics relevant to your sales success? Mark Hunter “The Sales Hunter” wrote the below articles based on his own experience as a sales professional as well as the consulting he has done with thousands of sales professionals since founding his own company in 1998.
Many of Mark Hunter’s articles have appeared in leading publications because of the respect he has earned for his sales training expertise and consultative selling philosophies. Reprinting of any article is allowed as long as the following is included:
Mark Hunter, The Sales Hunter, is a consultative selling expert committed to helping individuals and companies identify better prospects, close more sales, and profitably build more long-term customer relationships. To find out more, visit www.TheSalesHunter.com.
- Selling a Price Increase in a Soft Market
- The Price Increase Switching Game
- Maximizing Your Price — The Value/Benefit Equation
- Selling a Price Increase: Is There a Good Time?
- Pricing Timeline
- Price Cutting is for Sissies
- Are You Giving Away Your Profit?
- Selling a Higher Price in a B2B Environment
- Maximizing Your Price in a Soft Economy
- Only Losers Cut Their Prices
- Does Volume Make Up for Low Price?
- Your Customer’s Price Investment Ratio (PIR)
Purchasing Departments and Buyers
- Selling to Purchasing Departments
- A Better Approach with Purchasing Departments
- Discounting to Create Cashflow? Be Careful
- Why Buyers Love Delaying
- Your Buyer is Smarter than You
- Dealing with a Purchasing Department
- Why Buyers Don’t Like Salespeople
- 10 Tips to Improve Your Negotiations
- Negotiating and the Three Ts: Trust, Time and Tactics
- Negotiating the Don’ts (Unless You Want to Lose)
- Negotiating the Do’s to Win
- Negotiating Checklist to Ensure a Successful Outcome
- Quick Tips for Increasing Sales
- Driven to Distraction: How Latest Trends Will Hurt You
- The Spirit of Service: What is Lost if Salespeople Don’t Have It
- Passion as a Sales Tool
- Confidence Sells
- Quotes by Mark Hunter “The Sales Hunter”
- Position Yourself as a Leader
- Why Customer Service Destroys Salespeople
- Who Really Achieves Success in Sales
- Intellectual Capital and Your Sales Career
- Phone Sales Tips When Contacting Customers
- 14 Steps to Successful Cold Calling
- 15 Tips to Surviving and Thriving with Voice Mail
- The First 30 Minutes of the Day
- Good Salespeople Continue to be in Demand
- Understanding Your Business: 10 Questions to Ask Yourself
- 29 Sales Territory Questions
- Questions to Ask a Sales Force
- 15 Questions to Ask a Sales Force
- What Does Success Look Like?
- What to Look for in a Professional Selling Skills Training Program
- What is Sales Development?
- Your Pipeline Could be Fuller
- Should Social Media Replace Cold Calling?
- Sales Training Process: Do You Have a Plan?
- Are You Ready to Meet the CEO?
- Have You Sold Yourself?
- Close Too Quick and You Lose Profit
- Unselling What You Just Sold
- What Does Your Customer Really Value?
- Are You Giving Away Your Profit?
- Selling With Your Personality
- Your Customer is Lying: Did You Catch It?
- 11 Rules for Small Business Success
- Learn, Teach, Sell Yourself to More Sales
- Quit Being a Salesperson
- What Does Your Customer Really Value
- Disruptive Selling
- 10 Tips to Drive Your Business Using “Drivers”
- 33 Selling Tips
- Why Customer Service Destroys Salespeople
- The Sale You Can’t Close
- L.E.A.D.E.R.S.H.I.P — What Does it Mean to You?
- 20 Things You Must Know about Leadership
- The Best Information Comes from Short Questions
- Shut Up and Sell. Your Bottom Line Will Thank You.
- 10 Communication Tips to Boost Your Sales
- Are Direct Mail Efforts Killing Your Sales Motivation?
- Sales Leadership: Are You Positioned as a Leader?
- Are You Ready to Meet the CEO?
- Networking is a Con Game
- 21 Tips to Use at a Networking Event
- Referrals: The Lifeblood of a Successful Business
