Sales Motivation Blog
Read Mark's
latest thinking and comments about
consultative selling, sales development, and sales
motivation techniques.
Learn current, practical,
and easy to implement selling tips developed from his
extensive experience as a sales training leader and
sales motivation speaker. Every entry is designed to
help you develop your professional selling skills.
Many of the entries come from the sales training
seminars and sales training programs delivered by Mark
Hunter.
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more....
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Sales
Motivation
Blog
Read and comment
on Mark's latest consultative selling and sales training
program / sales training seminar tips and insights.
Hear are just a few of the comments from the Sales
Motivation Blog....
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.
Sales Training Program: What Have You Learned?
What have you learned this week about the industry
you're a part of? If you aren't continually educating
yourself, you will soon find that you are no longer
being viewed as an industry expert.
Consultative Selling: What Not to Ask the CEO
When selling to a CEO, never ask him how his business is
doing. The CEO expects you to already know! By asking a
general question of this type, it communicates that you
haven't done your homework.
Consultative Selling: Sound Like a "Solution Provider"
When you are calling on a new large client, remember you
will always be referred to as the person who you sound
like most. If you're selling high-tech products,
you'll get referred to the IT department if you sound
like a "techie." However, if you sound like a solution
provider, you'll be far more likely to find yourself
speaking with the end user.
Sales Motivation: Vacation Reading
Use your vacation time to do some reading about your
industry. Then, when you return, be sure to update your
key customers with some of the insights you picked up.
Sales Motivation: PG & J Selling
Have you ever considered that your customer is like a PB
& J sandwich? In sales, PB & J stands for Perception,
Belief, and Justification. The perception your customer
has of you and your company becomes their belief and
justification for why they do or do not buy from you.
Ponder how you can correctly communicate who you are the
next time you're eating lunch.
Consultative Selling: Google Alerts
Do you have a customer you want to keep track of when
they are in the news? Go to
www.google.com/alerts and enter the name of the
company. Google will send you an email anytime its
search engine picks up the name.
Sales Training Program - Selling Skills - Sales
Motivation - Consultative Selling - Consultative Sales
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