Author Archive | Mark Hunter

Your Pipeline Could Be Fuller

I talk to salespeople all the time and most say that prospecting is their number one source of new business. So if you are like most salespeople, one of your hardest tasks is simultaneously one of your most necessary – keeping your pipeline full. There’s no way to slide into loads of profit without some […]

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Unselling What You Just Sold

When the buyer gives a buying signal, close the sale and leave. It’s simple, yet we as salespeople allow our egos and our pride to get in the way. Let me share two rules I have regarding sales presentations. They’re not complicated rules, but many times are overlooked.

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Why Buyers Don’t Like Salespeople

Buyers don’t want people who bring them nothing more than information. They want solutions. Unfortunately, because buyers often have far too much to do, they don’t even know what their problems are or what challenges their company is facing. This is the role the salesperson needs to play — the role of helping identify the problems, […]

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Your Buyer is Smarter than You

As a salesperson, you can thrive with buyers and purchasing departments if you follow these simple approaches: Be yourself, be professional, and be engaged in genuinely wanting to help the buyer and their company. If you can’t do these things, then you shouldn’t be selling. If you are not sure if you’re already doing these […]

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Selling to Purchasing Departments

Whether you are a new salesperson or a seasoned veteran, you likely will agree that dealing with a purchasing department can create a tremendous amount of stress for a salesperson. Unless you are truly unprepared, there’s no reason for anyone to fear dealing with a purchasing department.

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Only Losers Cut Their Prices

In today’s marketplace, offering discounts seems to be the number one technique people are using to try and get business. Management has bought into the age-old argument that the only reason their salespeople can’t sell more is because their price is too high. It’s time to put this to rest.

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