Sales Tips From Mark Hunter
Phone Sales Tips: Who Cares About the Weather
I’m tired of listening to salespeople who call me asking if I’m freezing. Using a question about the weather to start a conversation with somebody you don’t know is pretty lame. Not only is it lame for somebody who lives in Nebraska, but it also gets pretty old....
Sales Training Tip #321: Fire Any Customers Lately?
You will always have 10% of your customers who are not profitable. No matter how much you think you need their business, they're hurting your top-line and bottom-line. Save yourself some money and gain some time by firing them. Whenever I mention this to people, they...
Sales Motivation: Are You Lying to Yourself?
We’re barely into the New Year and already people are blowing off their 2010 goals. Nothing can and will destroy your sales motivation faster than kidding yourself about why you haven’t taken your goals seriously. When you try to justify to yourself as to why you...
Sales Motivation: Prospecting is a Year-round Effort
We’re only a week into the new year, and I’ve already heard from a number of people regarding their sales motivation and prospecting. Here’s the lowdown: People are telling me they’re off to a fast start based on the level of prospecting they did last fall and in...
Sales Motivation: Listening to Reach the Top
So much about sales motivation is about what you do. But sometimes it's about what you don't do. This can be a tough one for salespeople, because we tend to feel very comfortable talking. But the real path to success in life and in sales is found in listening, which...
Sales Training Tip #320: The Eyes Say A Lot
The customer who won't give you eye contact when asking for a price concession is not serious about their request. Nothing speaks more than the eyes. When I’m with professional buyers, I always tell them to watch the eyes of the salesperson when they’re quoting prices...
Smart Selling Tools: Nancy Nardin Hits the Mark
I often speak of continually feeding your sales motivation and continually learning. Why? Because any successful salesperson knows that there is always room to grow and prosper. And it couldn't be easier to do considering today's technology! You have so much access to...
It’s Always Your Responsibility
Top performing salespeople are salespeople who take full responsibility for anything and everything that both goes right and goes wrong with their customers. When you fail to take responsibility, you’re telling your customer you’re not a leader and you're not doing...
Sales Motivation: What is the Impact of Sales Training?
Too many sales managers and salespeople blow off the need for quality sales training thinking they can handle it all themselves. As long as they just stay motivated, they think they will be okay. Nothing can be more wrong and more damaging to your sales motivation....
Sales Training Tip #319: Should You Ever Stop Prospecting?
No matter how full your pipeline is, you should never stop prospecting. I can’t say enough about this both as a tool to keep your business growing and as a way to keep your sales motivation and sales confidence high. I find too many times salespeople will start to...
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