by Mark Hunter | Jan 20, 2021 | Sales Process, Sales Prospecting
Discovery calls are probably the most underrated part of the sales process. Let’s get into how you have an effective discovery call. Video – How to Do an Effective Discovery Call 1. Do Not Show the Product Remember: It is not about showing the product. Do not...
by Mark Hunter | Mar 16, 2020 | Sales Leadership, Sales Motivation, Sales Process
You’re in sales and it is your responsibility to own the customer. Yes, it’s a tall task but to own the customer means you’re the one that gets things rolling or as many would say, “close the sale.” I prefer to say, “open the sale” but we’ll save that for...
by chris | Feb 8, 2019 | Sales Motivation, Sales Process, Sales Prospecting, Uncategorized
I’m tired of people neglecting their responsibilities and assuming somebody else will take care of them. Next time you see a task that you don’t believe you’re responsible for, ask yourself if you have the ability to deal with it. If so, then it is your...
by chris | Feb 5, 2018 | Sales Motivation, Sales Process
If you are a sales manager OR if you report to a sales manager, listen up! NOW, early in the year, is the time for sales managers to be out on sales calls with their salespeople. I refer to these as “4-legged sales calls.” This has NOTHING to do with the...
by chris | Apr 14, 2015 | Sales Leadership, Sales Process
A huge problem salespeople struggle with is asking questions — not only asking the customer questions, but making sure the questions are actually relevant to the customer. The best way to correct this situation is by using what I call the STOP questioning...
