Don’t just attack your goals this week, but make sure they are ones that are helping you achieve the next goal. Be diligent in setting goals that move you to the next level. Check out the video to see what I mean:   And don’t forget that a coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today! Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

You will never be able to maximize the value your customer receives from what you sell until you see yourself as a sales leader. Sales leaders are confident and are comfortable in asking what others would view as tough questions.  When you create maximum value, you can achieve maximum revenue. Watch this two-minute video, as I share a situation from my own business about helping the customer see more value:   How confident are you when talking with your customers?  Confidence comes from believing you can help the other person.  When you see results in others from what you’ve provided, it fuels your confidence. Confidence in a conversation is a two-way street.  As one party exhibits more confidence, it’s only natural for the other party to exhibit more, too.  The more confident everyone is, the deeper the conversation and the greater the ability to uncover new levels of value. Sales leadership is not a title. It’s an approach one takes to each conversation.   In the story I share in the video, there is little chance I would have avoided offering a discount, let alone being able to secure additional work, if I had not been confident. My confidence allowed me to not be shaken when the customer stated at the start of the call that my price was too high. Had I not been confident, I would have come down in price.  Anything less than being totally confident would have resulted in me offering a discount. You can’t take a pill or read one article and suddenly become confident and be a sales leader. If it were that easy, then everyone would be a sales leader.  Sales leadership is based on a fundamental belief you can help others achieve what they didn’t think was possible. It’s a belief that is unwavering due to your personal track record of helping others. Make it your objective to be seen as the leader who brings out the best in others.  As you do, you’ll move yourself closer to not only being a sales leader, but also closer to creating more value for your customers. In so doing, you’ll bring in more revenue for you. And don’t forget that a coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today! Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

Are you one of the vast majority of salespeople who don’t have a prospecting plan that works?  I get asked for help with prospecting skills more than anything else. Below are 7 secrets I bet you’ve overlooked when it comes to prospecting.  Watch the video first and then read further regarding the 7 secrets. The video is an excerpt of my keynote from OutBound 2017.   1. Repeat, repeat, repeat. Your prospects are not going to agree to buy due to a single message from you. There’s a reason why the biggest brands in the consumer world advertise, because they know they have to keep their name in front of you. No different for you. It’s the repetition of messaging that will make a difference. Just remember one key thing — each message, regardless of the delivery method, must create new value.  Repeating the same message only proves one thing — you’re lazy. 2. Don’t start what you can’t finish. Never put more names into your prospecting pipeline than you know you can manage long-term. Results take time and it requires a coordinated effort. 3. Prospects must see your confidence. They will see this confidence when you’re confident enough to ask questions that probe deep and are not seen as purely superficial and mundane. 4. Your goal is to get the prospect to say, “Great question!” When a prospect responds with “great question” to something you’ve asked, that means they’re having to think. When you reach this level, the prospect will no longer see you as a vendor. They will now see you as somebody who can help them. 5. Your goal in that first call is to uncover one critical piece of information. When you can uncover a critical piece of information on the first call, then you know you’ve established a level of interaction that will significantly increase your ability to close the customer. 6. The best question you can ask is one to which neither you nor the prospect know the answer. Think about this for a moment. Would you ask a prospect a question like this if you weren’t confident? No, and this is the mark of you knowing if you are confident. Confidence cuts two ways. Your goal by asking this type of question is for the prospect to have confidence in you and you to have confidence in them. 7. Your goal is to spend more time with fewer prospects. This runs contrary to what most people believe, but I firmly believe by asking tougher questions of the prospect, you will be able to weed out faster those prospects who are really just suspects. The end result is you know who to spend time with and who not to spend time with. One last thing!  If you have not been to OutBound, you need to make plans NOW to be there!  In 2019, we’ll have well over 1,000 attendees from around the world.  This is an event I and my three good friends Jeb Blount, Mike Weinberg and Anthony Iannarino created to better the skills of sales leaders like you! Mark your calendar now for April 24 and 25 in Atlanta. You can get your ticket now (I think a few early bird tickets remain, but you’d have to jump on them soon!) Here is the link for all the details: OutBound 2019 in Atlanta And don’t forget that a coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today! Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results