Here are the 10 best tips for successful selling. I based these tips on my 30+ years of selling and working with hundreds of organizations and thousands of salespeople. In the end, it comes down to these 10: 1. Be consistent. Nothing will create more success than consistently taking one step forward each day. Schedule… Read More
About Mark Hunter
6 Tips for Using Text Messaging to Sell
I am often asked whether it’s appropriate to use text messaging with a customer or a prospect. Times are changing, and as much as I would have said never a few years ago, today I’m saying that using text messaging is appropriate — but with restrictions. Here are 6 tips: 1. Text messaging an existing… Read More
7 Techniques to Overcome the Fear of Selling
You’re not alone if you’re afraid to sell. Being afraid to sell is something that impacts nearly everybody, whether they have the word “sales” in their title or not. Here are 7 techniques you can use to overcome the fear of selling: 1. Don’t set goals you can’t achieve. By setting goals that stretch you,… Read More
Are You Selling or Merely Answering the Phone and Taking Orders?
A few years back, there were a lot of salespeople who realized they weren’t salespeople. There were a lot of companies that realized they didn’t have a sales team. In both cases, what they realized is they were merely order takers, and the success they had was merely due to answering the phone and responding… Read More
Do We Have A Mind For Sales?
Is sales a science or an art? When I ask any person that question, I find the most common answer being, “well, it’s really both” followed by, “it all depends.” My answer to the question would be that sales is an art supported by science. We benefit from technology to sell more efficiently; however, it… Read More
Is There Ever a Good Time to Sell a Price Increase?
Whenever a salesperson asks me about the “best” time to implement a price increase, my quick answer is, “Right now!” Of course, after I say this, the salesperson wants me to back up my response, which is a good opportunity for me to tell them that whenever they take a rate increase, how they do… Read More
Only Negotiate After They’ve Rejected Your Offer Twice
How can you know the customer’s needs if you don’t spend time “selling” to them first? Negotiating should be an option only when the sales process has not been successful. This builds on the strategy of selling first and negotiating second and now puts some specific criteria on it. Just because the customer has rejected your… Read More
Price is All About You (It’s Not About Your Product)
What I’m about to say is going to be seen as controversial by many of you, but I’m going to say it because I believe it. It starts with the conversation I’ve had with far too many salespeople who tell me they have to cut their price to be successful. They think if they don’t,… Read More
Sales Motivation Video: Want More Profit? Try Leadership!
When you demonstrate leadership, you have a greater opportunity for more profit. This isn’t about taking advantage of customers. It’s about being able to best position your solutions to meet their needs and wants. Leaders can do that more adeptly than anyone else. Sales is leadership. Leadership is sales. Are you coming across as a… Read More
Why Most Prospecting Efforts Don’t Work
It’s time to have a candid discussion about prospecting. Too many salespeople view it as a topic to be avoided like politics. Problem is ignoring it doesn’t mean it goes away, which is really what most salespeople wish would happen. The explosion of social media platforms and the rampant talk about how “cold-calling” is dead… Read More