The “I’s” in Sales Motivation, by Mark Hunter

Sales Motivation: Sales Success Requires On-Going Attention
What are you doing this week to build your sales motivation? There are habits and disciplines that don’t take much time, but add up over time. It is essential for a salesperson to take 30 minutes in the evening or on the week-end thinking through what they can do to improve sales performance. One of the easiest ways I’ve found is to jot down the 5 best things that happened to you the previous week. Then write two things you think you could do to improve your performance for the upcoming week [...]

Sales Motivation: Agents of Amercia Site Offers Valuable Insights
For those of you in the insurance or financial planning fields, I encourage you to find valuable sales motivation and other resources at the Agents of America website (www.AgentsOfAmerica.org). This organization has recently released chapter 1 of their ebook "Enterprise Risk Management for Insurance Agencies." The organization will release a new chapter each month over the next 12 months. If you are committed to growing your profitability, you should glean from as many resources as [...]

Sales Training Tip #302: Is Your Sales Strategy Based on Relationships?
Relationship buyers are not looking for a price-based strategy.On the surface, this may sound like a no-brainer, but let me explain further. When a salesperson has too deep of a relationship with a customer, the salesperson will tend to offer that customer items not offered to other customers. This may include allowing the customer to buy at the old price after the new price has taken effect or allowing the customer a few extra days to pay. The problem is the quality of the relationship can b [...]

Sales Motivation: Are Your Customers Profitable?
All customers are not created equal. Unfortunately, you have customers in your mix that are not profitable; in fact, they are probably sucking profit and time out of your company. More importantly, they are sucking sales motivation out of you!If you're a small business owner, take a hard look at your mix of customers. Ask yourself if each is truly pulling their own weight and contributing to your profitability. Don't fall for the trap of thinking that business is slow, so you can't afford to [...]

Cold Calling: Sales Technique is Still Viable (PART 2)
Here are more of my thoughts on why I believe cold-calling is important. It is important I first clarify that I do not believe that the only way to develop new customers is strictly through cold-calling. Rather, I believe cold-calling is one of the prospecting techniques you use, in addition to using email, mail, the internet and referrals.Cold-calling is the only way for a salesperson to allow their real personality to come through with a prospect. Too many salespeople I know believe they c [...]