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| Mark Hunter |
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| Too many salespeople view their buyers as anything but smart, especially those salespeople who deal with purchasing departments. In far too many sales communities, there exists an attitude that buyers and purchasing departments are nothing more than barriers that need to be broken down.
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| Salesopedia |
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| Mark Hunter |
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| The phone rings and the sales manager hears on the other end the all-too-familiar plea of a salesperson. The salesperson tries to convince the sales manager that it makes so much sense to offer the prospect a discount to get them to finally become a customer. Of course, the salesperson has the expectation that this new customer will.... |
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| Salesopedia |
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| Mark Hunter |
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| In the past year I've made three trips to Asia, and on each one I've encountered sales people dealing with the age old problem of having to cut prices. Their problem is compounded because they've built their businesses on the premise of offering what they have thought is a price so low nobody could touch them. |
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| Sales Resources |
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| Mark Hunter |
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| Successful negotiating requires you have a strategy. The clearer your strategy before negotiating, the more successful you will be. At the core of the strategy is what I refer to as the “3 Ts of Negotiating: Trust, Time, and Tactics.” |
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| Eyes on Sales |
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| Mark Hunter |
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| You will always be your number one customer. It’s not the big account you service, nor is it the hot new prospect you just uncovered; it’s you. The reason is simple. If you’re not completely confident in what you’re selling, you will never come close to maximizing your sales potential. |
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| Salesopedia |
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| Mark Hunter |
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| Whether in a face-to-face meeting or over the phone the salesperson must take the time to engage the customer early on. The key with the early questions is to not ... |
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| Sales Gravy |
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| Mark Hunter |
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| One position that has not been impacted by the economy is sales. Ask any CEO and you will hear that one of their biggest issues is finding and retaining good salespeople.
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| Eyes on Sales |
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| Mark Hunter |
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| It’s been said that to be a successful salesperson not only do your listening skills have to be great but your closing skills have to be even better.... |
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| Eyes on Sales |
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| Mark Hunter |
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| Salesopedia |
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| Mark Hunter |
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| Discounting on price is not a sales strategy. It's an impulsive move made by desperate salespeople. In a tough economy customers think and expect everything is going to be discounted. Because of this salespeople feel it necessary to oblige the customer to close the deal. |
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| Ezine Articles |
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