by Mark Hunter | Jul 17, 2024 | Sales Prospecting
Customers don’t want to buy. Why should they buy anything? What they’re willing to do is spend money to have problems solved. They have a challenge, a pain, or they have a gain, and they’re looking for solutions. The more I can do to uncover that,...
by Mark Hunter | Feb 15, 2023 | Sales Prospecting
Prospecting is not about selling. It’s an outcome game. A big reason salespeople struggle with prospecting is because they’re too busy selling the product. People don’t want to buy products. They want to buy solutions —they’re looking for...
by Mark Hunter | Jan 18, 2023 | Sales Prospecting
Stop selling your product. The product training you’ve had is bad. Who cares what you sell, or how good you or your company thinks it is. Instead, I want you to focus 100% on selling the outcomes you allow your customer to achieve. That’s what your customer is...
by Mark Hunter | Feb 23, 2022 | Sales Prospecting
The price a customer will pay is a reflection of the value you create. When learning about your prospect becomes knowing your customer, you can customize that value. There are six things you should know and have in your prospecting tool belt before you present your...
by Mark Hunter | Nov 23, 2021 | Sales Process
Asking for a referral doesn’t have to be scary. In fact, most people are more than willing to help you. All you have to do is ask. Asking for a referral is not limited to any specific time frame. However, these are six opportunities that act as great reminders for...
