Sales advice, recommendations and interesting, useful and fun news from the world of selling!
Friday, April 23, 2010
Satisfy All of Your Customer's Needs? That's Crazy!
Trying to satisfy all of the needs of your customers will result in lost profit. Satisfying your customer's greatest need will maximize your profit. Read on for sales trainer Mark Hunter's expert advice.
Don't try and satisfy every need of your customer. When you do, you will wind up diluting the overall value of what you're providing your customers. You will serve the customer best by dealing with the number one need they have. By doing so, you have the privilege of helping them deal with their most critical source of pain.
Too many times, salespeople in the race to try and close a sale try to position their product or service as being a solution that will take care of nearly every problem the customer has. When the salesperson starts down this road, the customer will automatically begin to think there is something wrong. There is no way the salesperson could assure everything. If the salesperson does this, the customer will naturally begin to reject everything.
Simply put, by trying to sell everything, you will wind up selling nothing. The customer ends up losing confidence in you. Once you know the customer's most critical need, focus your efforts on that one item. Doing so will increase the level of confidence the customer has in you and ultimately allow you to close the sale.
Contact Mark Hunter, The Sales Hunter for your next Conference or Sales Meeting. To see and hear Mark Hunter now visit www.TheSalesHunter.com
In today's business world you need to be at the top of prospects' minds to get their business. Sales expert Mark Hunter tells you how to best stay in touch.
How often are you reaching out to your customers and/or prospects? I suggest you set a goal for the number of customers/prospects you will reach out to each day. These "touches" may be in-person or may be over the phone, but you have to be very serious about achieving this number each day.
Your goal with reaching out is to learn more information that will help you better understand their pains. Create 10 truly great questions that get them talking. You will likely start to see how the benefits of your product or service can help alleviate their pains, thus giving them a reason to start doing business with you or to do more business with you.
Why is it so important to reach out regularly to your customers? You will be honing your selling process. I encourage you to establish a process that allows you to communicate your continuity and competence to the customer. I call this the "C+C." This then allows the customer to have confidence in you. Because here's the deal - customers will only do business with people they have confidence in.
Mark Hunter, "The Sales Hunter", is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit www.TheSalesHunter.com
Email is a wonderful convenience for salespeople today - but it could be costing you sales if you're using it as your sole means of communication. Branch out and get a little more personal - pick up the phone! Read on for more from sales trainer Mark Hunter.
If you have a doubt about something (an order, a customer need, etc.) and you need clarification, pick up the phone and call. Don't hide behind an email.
Why is it so hard to pick up the phone and call? We're in sales and yet for some reason, too many salespeople have come to believe that using a telephone to talk to someone is not necessary to be successful. What concerns me the most is when salespeople believe there's a problem of some sort with the customer or they might be a little difficult to handle on the phone, so instead of calling, they send an email.
Don't hide behind an email. Make the phone call. I prefer this for a couple of reasons. First, it shows initiative and that you're willing to be pro-active. Second, if you do reach the person on the phone, you may just find out some very important information that will help you a lot. Finally, even if you do reach their voice mail, you can leave them a message that you tried to reach out to them. Again, this shows initiative.
Sometimes, the best thing you can do is pick up the phone and call. The more you use this technique appropriately, the more you will gain the confidence of your customers.
Mark Hunter, "The Sales Hunter", is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit www.TheSalesHunter.com
For some of you, the title of this post may seem completely insane! You're thinking, "I'm doing my best to make enough sales to make ends meet - no way I'm firing customers." Today sales trainer Mark Hunter explains how firing customers can actually make your business more profitable - read on for his advice.
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 always freak out because they soon see how serious I am. There is not one salesperson who does not have a customer who needs to be fired, based on the lack of profit you're making from them and/or the hassles they are causing you and your company. The most valuable asset in any company is time - the time the employees have. When it gets wasted doing activities that are not profitable, then it only results in one thing - the overall company being less profitable.
Challenge yourself on finding those customers who are not bringing profit to your company. Don't settle for the belief that you can't get rid of them because you don't have any better customers to replace them with. That belief will get you in trouble very quickly, because no business can stay in business if it's losing money. You might as well save a lot of time and simply stop doing any business and stare at yourself all day long doing nothing.
The point is this: By getting rid of customers that are not profitable, you will free up time and resources to go after better customers that have the potential to deliver to you real profits.
Easiest way I've found to fire a customer is to raise their prices. If they accept the price increase, then you'll now make the money you need to turn the customer into a profitable one. If they don't accept the price increase and leave, then you've achieved what you set out to do.
Each time I've worked with a salesperson or company to help them do this, I've been amazed at the positive impact it has had on the sales motivation. It will absolutely sky rocket. And in the end, the only effective salesperson is the one who has a high level of sales motivation.
Mark Hunter, "The Sales Hunter", is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit www.TheSalesHunter.com
Now is the time to get started on making 2010 your best year ever - and one of the ways you can do that is by reflecting on your successes and failures from the previous years. Today sales trainer Mark Hunter shares a way for you to reflect on the past, and use it to your advantage in the coming year.
"Many salespeople take time off this time of year," says Hunter. "It can be a great time to enjoy a break, but I also encourage you to pump up your level of sales motivation. Reflect back on the year by making note of the best successes you've had. Write them down in a notebook you can access throughout the coming year."
"Use your successes of 2009 to drive your sales motivation next year," explains Hunter. "In fact, strive to surpass these successes in 2010. Each week throughout the new year, take a look at last year's successes and challenge yourself as to how you're going to do even better. When you do (and you will!), then celebrate by drawing a big fat "X" through last year's success and entering your new success. A few areas where you can measure your sales motivation may include: best new customer, best single sale, best referral, best example of overcoming an objection, best job in handling a customer issue, etc."
"Identify the key areas in your sales process and make a note. By challenging yourself in the new year, you'll be amazed at what you're able to accomplish and how it can help drive your sales motivation."
Mark Hunter, "The Sales Hunter", is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit www.TheSalesHunter.com
The SalesDog blog will be quiet tomorrow, New Year’'s Day. See you in 2010!
A sale is a sale, right? Not exactly, says sales trainer Mark Hunter. The level that you sell to has a big impact on the amount and quality of your sale. Read on for Hunter's take on the situation.
"Many times salespeople believe they can crack a new customer by contacting a person they already know who happens to work in a mid- or lower-level position in the company," says Hunter. "Salespeople do this believing it will be the best way to develop the customer, but in the end, all they're doing is giving away profit. The real profit in any transaction is made when the strategic value of the decision is understood. You can best understand that when you're dealing with senior level people."
"The lower you go in an organization, the more tactical the focus is and the more the individual is going to base their decision on the absolute price point. Lower and even mid-level people focus on the price as a way for them to be seen by others as being tough and shrewd. For them, they think this approach is the best way to get promoted."
"When you sell at the highest levels of the company, price point is way down on the list," continues Hunter. "The goal of senior level people is to move the company forward, either by eliminating an issue with which they are dealing or by opening up a new opportunity. In either of these situations, they will look at the strategic value and base their decision accordingly. This does not mean you eliminate all contact with mid-level or lower-level people in a company. It means you continue communication with these people to better develop your information and to better understand how the company works and how you can assist them."
"What you don't do is negotiate with low or mid-level people or provide them any price/value information. If you do, they will immediately begin to scrutinize you based on that. The conclusions they begin to draw may very easily begin to float up the organization, resulting in your proposal coming to a dead-end. The sales you can secure with the higher level executives are the best sales to go after." Mark Hunter, "The Sales Hunter," helps individuals and companies identify better prospects, close more sales, and profitably build more long-term customer relationships. As a keynote speaker, he is best known for his ability to motivate and move an organization through his high-energy presentations. Learn more at www.TheSalesHunter.com
Can you believe it's already November? Sometimes I don't know where the time goes! Today sales trainer Mark Hunter shares his advice for navigating the holidays and keeping your sales up!
"November and December are full of holidays, and every company and every employee will have variations to their sales strategy during this time," says Hunter. "Take the time now, regardless of your sales role, to lay out your calendar for the next several months. Plan right now what days you're going to be out, and what events may impede your ability to makes sales calls and follow-up on leads. Next, start getting on to your calendar those activities you know you're going to need to do to close sales before the end of the year with your current customers and prospects."
"When you start laying out dates, allow yourself time for last minute changes," continues Hunter. "In particular, allow extra time for those customers who make decisions via a committee. The last thing you want to have happen to you now is to suddenly see a 4th quarter sale not materialize until January because somebody was out of the office for a few days. Taking the time now will allow you to be more prepared for the wiggles and the shakes that will undoubtedly occur. In turn, your level of sales motivation will not be negatively impacted due to outside situations."
Mark Hunter, "The Sales Hunter," helps individuals and companies identify better prospects, close more sales, and profitably build more long-term customer relationships. As a keynote speaker, he is best known for his ability to motivate and move an organization through his high-energy presentations. Learn more at www.TheSalesHunter.com
You all know how strongly I feel about time management - so it's no surprise that I think this piece from sales expert Mark Hunter is a great reminder to all. Of course, use social media - but don't let it get in the way of your selling!
"Don't allow social media sites to hurt your sales motivation," says Hunter. "Facebook, Twitter, LinkedIn and countless other sites are all designed to help you feel part of a community. I'm okay with that, as long as you are not spending so much time on these sites that involvement begins to hurt your level of sales motivation."
"It's very easy to start off spending only a couple minutes on a social networking site, and before you know it, you've been out there an hour," explains Hunter. "First, determine a time limit before you log in. More importantly, allow yourself to only spend time with those people who are a positive influence on your sales career. Second, keep in mind that social media sites are far more sizzle than meat. The dollar payout you can expect may be quite low, unless you have a very clear strategy for using the sites to either cultivate new prospects or stay in touch with current customers."
"Even with a strategy, always pay close attention to how the sites affect your sales motivation. I'm not saying you shouldn't participate in these sites. I am merely encouraging you to use them to build your sales motivation, not simply occupy your time. Social networking sites can definitely connect you to motivated individuals and motivational sites that help you go out and do your sales job more effectively."
Mark Hunter, "The Sales Hunter," helps individuals and companies identify better prospects, close more sales, and profitably build more long-term customer relationships. As a keynote speaker, he is best known for his ability to motivate and move an organization through his high-energy presentations. Learn more at www.TheSalesHunter.com
Are you on Twitter? One of the fastest growing forms of social media, you can find almost anyone on it publishing their thoughts to the world - including us! Click here to follow our Managing Editor, Tina LoSasso (aka LadySalesDog) on Twitter.
One of the things that makes Twitter so engaging is how easy it is to keep up with others, and how easy it is for you to get a quick thought out to your readers. Of course, that also means it's very easy to post something you shouldn't without taking the time to think about the consequences. Sales trainer Mark Hunter, (who's also on Twitter!) has a compelling story that will make you think twice before your next tweet.
"Watch what you say on Twitter," says Hunter. "The other day, I received a tweet from a person complaining about a customer they lost and they even mentioned the company's name. STUPID is the first word that comes to my mind. We have all read about times where somebody in some faraway place gets in trouble for saying something publicly that should have been said privately (or not said at all!). Yet, I saw this first-hand in my circle of tweeters."
"As tempting as it is to vent on Twitter or any other social media site, you do so at great risk. Sales is about creating relationships. Even though you may say you could not care less about the company you want to blast in a tweet or other posting, you're subsequently telling the world that they could be the next one you blast. It all goes without saying: Be careful about what you post and never ever post anything before you have really thought it through."
Mark Hunter, "The Sales Hunter," helps individuals and companies identify better prospects, close more sales, and profitably build more long-term customer relationships. As a keynote speaker, he is best known for his ability to motivate and move an organization through his high-energy presentations. Learn more at www.TheSalesHunter.com
Sales Presentations: The Art of the Great Sales Call
Sales trainer Mark Hunter travels the world giving presentations about presentations, so you can definitely consider him an expert on the subject. Today he offers some great advice for you to remember the next time you're preparing to present.
"The best presentation ever made is the presentation never given." I came up with this quote a number of years ago and I believe in it more than ever for one simple reason: customers have all heard way too many boring sales presentations. In fact, you as a salesperson have probably sat through too many boring sales presentations yourself. You may even admit that you occasionally give pretty boring sales presentations.
Here's the deal: Your presentation must come across more like a discussion than a presentation. You have to make the customer feel part of the presentation, and there's no way to do this if there is not two-way dialogue. This does not mean you no longer take the time to develop a sales presentation; rather it means just the opposite. You have to take even more time. The reason is because you have to know your material inside and out. You have to be so comfortable that you can deliver your presentation more as a discussion, allowing it to go in whatever direction the customer wants it to go.
Delivering a presentation this way will not only increase your level of success with immediate sales, but also allow you to learn a lot more from the customer by listening. Ultimately, this will help you with additional long-term sales. Think of your next sales presentation more as a discussion and less of a presentation.
Mark Hunter, "The Sales Hunter", assists companies to identify better prospects, close more sales, and profitably build more long-term customer relationships. To receive his free weekly "Sales Hunting Tip" visit www.TheSalesHunter.com
Are you going on vacation this summer? If you've got some days saved up, cheap flights and hotels make it a great time to get in some rest and relaxation. That being said, you don't want vacation time to have any negative impact on your business. Follow these tips from Mark Hunter, The Sales Hunter, and you'll be able to rest easy knowing your sales aren't going anywhere.
"Summer is upon us and that means a lot of vacations. Just because there's a vacation in your schedule, it doesn't mean you should let it slow your selling process," says Hunter. "As much as you might be looking forward to it, it's best to avoid mentioning it to prospects or others. Talking about it may give a potential customer a reason to go someplace else when they're ready to buy, if for no other reason than they think you won't be focused on serving them."
Take these steps to avoid missing sales while you're away:
1. Make sure either you or someone else can still check your email and voicemail messages at least a couple of times a day.
2. Know in advance how you will handle any orders that may come in and how sales questions or issues will be handled.
3. Plan your vacation schedule so you will have a couple of blocks of time to deal with hot sales issues. For example, take one hour every other day to be available by phone or email to deal with issues. If you don't need it, great! If you do need it, you won't feel that it has disrupted your vacation because you planned for it in advance.
4. Do not leave a message on your voicemail saying you're away on vacation. Nothing will turn off potential customers faster than knowing you're away.
5. Always remember that your vacation is a product of the job you do. If you didn't do your job, you wouldn't have a vacation so working a little bit while you're on vacation is certainly no big deal.
Mark Hunter, "The Sales Hunter," is a motivational sales speaker and industry expert who addresses thousands each year on how to increase their sales profitability. For more information on his sales training or to receive a free weekly sales tip via email, contact "The Sales Hunter" at www.TheSalesHunter.com.
Sales trainer and speaker Mark Hunter gives quick tips on his blog that pack a punch. Follow his tips and see your client relationships grow!
"Leaving voicemail messages is not a very effective way to develop new relationships, but it is a great way to keep in contact with your current customers that you don't deal with frequently," says Hunter. "The entire process takes less than 5 minutes a day if you do it between 7:00 and 7:30 AM. During this time, the majority of people are not at work. Calling them early in the morning almost guarantees that you'll reach their voicemail, allowing you to make 3-5 calls in the span of only 5 minutes. Your objective should be to keep the person you're contacting from forgetting about you. Start the message by telling your contact that you haven't heard from them lately. Compliment them on their business or simply suggest that the two of you should talk later. If you happen to reach someone at this time of morning, all the better. The person who answers will be impressed that you're at work before most people, and, chances are, they will be willing to talk for a few minutes. Remember, your objective is not to sell anything. It's simply to raise the other person's awareness of you, thereby opening the door for future sales."
"Especially in today's marketplace, keeping your name in front of your clients is crucial," continues Hunter. "Everyone is fighting for business and those who don't put forth the effort to stay on the top of the list will quickly fade or be replaced by their competition. Remember, "out of sight, out of mind." Using this early morning voicemail technique is especially effective because it accomplishes your purpose with great efficiency. Not only have you started your day off achieving an important goal, you can use the rest of your time to focus on your day's objectives."
Mark Hunter, "The Sales Hunter", assists companies to identify better prospects, close more sales, and profitably build more long-term customer relationships. To receive his free weekly "Sales Hunting Tip" visit www.TheSalesHunter.com
In this economy, we're all feeling the pinch. That can make us anxious to bend over backwards to appease prospects. While it's important to keep your clients happy, you don't want to cut into your profit by giving things away. Take this advice from sales trainer Mark Hunter and think before you commit to that freebie.
"When the market gets soft and sales become a little harder to come by, it's easy to start flinching at every hesitation you see from a prospect," says Hunter. "The problem is that each time you acknowledge a flinch by the customer, you make another commitment and give them something extra. At the time you may think it's critical to close the sale, but it rarely is, especially when what you end up offering the customer is something they really don't need."
"Think about this for a moment: if you were offered something for free, would you turn it down? No, you'd accept what's being offered, but you may not place much value in it. In fact, you may not even use what was given to you. In the same way, your customer will readily accept what you offer them, but they may not place any value on it. The end result? You cut into your profit and, in some situations, wind up making a sale with no profit at all because of the little extras that were offered up along the way."
Contact Mark Hunter, The Sales Hunter for your next Conference or Sales Meeting. To see and hear Mark Hunter now visit www.TheSalesHunter.com
Sales trainer Mark Hunter has a useful blog that he updates regularly with tips, advice, and inspiration for salespeople. He recently wrote this inspiring post that's perfect for a Friday - and everyday!
"At the end of each day, congratulate yourself for accomplishing whatever you believed was your most successful event of the day, even if it is something as small as getting an email from someone," says Hunter. "The key is to never allow your day to end with a negative thought."
"I use this technique myself and have shared it with thousands of others over the years. Those who do put it into practice often come back to me later on saying how much of a positive impact it had on them."
"Many times, the most successful tips are the simplest and this one doesn't require any great skill," continues Hunter. "It just requires you to find the positive in everything you do. Even on bad days, there is always something to be grateful for. Don't waste time lamenting about the bad stuff. Focus on the positive and use it to influence your outlook."
Read The Sales Hunter's latest thoughts and comments about consultative selling, sales development, and sales motivation techniques at www.thesaleshunter.com/blog
Sales trainer Mark Hunter recently had some very practical advice on his blog. He writes about changing your sales strategy to fit in today's economy - something to consider if you're struggling right now.
"With the economy performing at less than stellar levels right now, it is important to make sure your sales strategy fits the economic environment," says Hunter. "In normal times, I've always been one to sell the future benefits because it allows you to develop a more attractive ROI. In the times we're in, however, many customers have absolutely no desire to examine what tomorrow is going to look like. They're only concerned about today."
"For this reason, I am strongly advocating salespeople to ensure their sales strategy is designed to appeal to current needs. Although I'm not wavering from my belief that sales professionals must not allow the economy to become an excuse, I do believe that we need to use the state of the economy to create opportunities, and the best opportunity in our current economy is to sell to today's needs."
Remember, the point is not to focus on the doom and gloom, but to focus on what you can do to help your prospects now. Giving your prospects what they need ensures you stay relevant - and when they start focusing on future benefits again, so can you.
Read The Sales Hunter's latest thoughts and comments about consultative selling, sales development, and sales motivation techniques at www.thesaleshunter.com/blog
Mark Hunter has a great post on his blog. I know it's a reminder I should keep in mind!
From Mark's blog:
Regardless of how energetic you are, energy spent on complaining about something or somebody you don't have any control over is always wasted. The greatest assets any salesperson has are their time and intelligence. How you choose to spend the time you have each day is the easiest asset to control. There is a direct relationship between your energy level and the amount of time you have in your day. When we spend it complaining about something, we wind up placing our energy into an activity that has virtually zero return. Our complaining takes away our valuable energy and, as a result, our most prized resource: time.
Over the years, I've found that there is very little room for complaining among top performing salespeople. They would rather spend their energy and time developing customers and closing sales. Next time you're about ready to start complaining about something, take a deep breath, step back and ask yourself if it is really going to be constructive.
Read The Sales Hunter's latest thoughts and comments about consultative selling, sales development, and sales motivation techniques at www.thesaleshunter.com/blog
When you get the news from the company big-wigs that your products are increasing in price, it's never a good feeling because now you have to tell your clients about that price increase. Will they go for it? Will they understand? Will they take their business elsewhere?
Mark Hunter a.k.a. The Sales Hunter recently wrote in his blog about this situation, and had an interesting point to share:
"A price increase must always be sold to two people," says Hunter. "Not only does the person buying the product / service need to be convinced, but also (and more importantly) the salesperson doing the selling."
"I strongly believe the biggest obstacle in selling a price increase is found in the salesperson," continues Hunter. "Far too often, the person trying to make the sale doesn't believe in it and, as such, doesn't have the ability to communicate with the sense of commitment and focus needed when dealing with this issue. Before attempting to sell a price increase, I would advise any salesperson to take the time to research both the background and the driving issues behind it. Then (and more importantly), determine the real value the customer will receive. Keep in mind that it's not really about the price. It's the value that is really being sold or bought."
Read The Sales Hunter's latest thoughts and comments about consultative selling, sales development, and sales motivation techniques at www.thesaleshunter.com/blog
"Opportunities are seen by many, understood by few, and capitalized upon by even fewer." - Mark Hunter
"It is amazing how intellectual capacity drives opportunities," says sales trainer Mark Hunter. "Far too many insights are never capitalized on because we fail to use our own intellectual capacity or access the insights of others to determine how to leverage an opportunity. I read recently where Bill Gates and Warren Buffett took a trip to Alberta, Canada, to better understand how the people there are extracting oil using new technologies. They made this trip because they were curious and were driven by the fact that they knew it would expand their intellectual capacity."
"Sales is all about using your intellectual capacity to help people see opportunities," continues Hunter. "The salespeople who are at the top of their game year in and year out are the ones who know how to leverage their intellectual skills. Take the time to develop your intellect by digging into books, articles, newspapers, and engaging in conversations with others that will stimulate your mind and cause you to grow intellectually. In the long-term, your success is not driven by what you sell, who you work for, and certainly not by the price you sell it for. Long-term success is driven by your intellectual capacity and your ability to leverage it to see opportunities."
Monday is Memorial Day in the U.S. - the official beginning of the summer season. While many people are thinking, "Vacation here I come!" there are still plenty of people working the entire work week. "Staying motivated to sell when everyone around you is taking time off can suck the life out of nearly anybody," agrees sales trainer Mark Hunter. On the other hand, "it's during those periods when so many people are starting to slack off that you can have your most productive prospecting time," says Hunter.
"I've always found making prospecting calls on the eve of a holiday, or the day after a holiday is a great time to reach people. First off, many people are not in their normal work mode and as a result, they'll be more open to receiving a phone call."
"I've also found that people are often extremely impressed that you're making prospecting calls when most people are vacationing - giving them a level of confidence about you."
Hunter continues, "As easy as it might be, don't slack off tomorrow, Friday, next Tuesday, or any Friday throughout the summer. Come fall, you'll thank yourself for the additional business you've done."
Mark Hunter, "The Sales Hunter," helps individuals and companies identify better prospects, close more sales, and profitably build more long-term customer relationships. Learn more at his website, www.thesaleshunter.com and check out his blog at www.thesaleshunter.com/blog/
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Name: Editor: Kelly McLean
Location: Carlsbad, CA, United States
SalesDog.com, the internet's number one sales success destination for more than seven years, works with America's leading sales experts to bring practical selling tips and strategies to salespeople, sales managers, business owners and entrepreneurs. Over 30,000 sales professionals rely on its free weekly newsletter to keep them abreast of cutting-edge developments impacting their profession.
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