by Mark Hunter | Oct 9, 2019 | Profit Maximizing Price, Sales Prospecting
The number one competitor every salesperson faces is the “no decision.” This is the customer who despite everything you do chooses to not do anything. They might choose to stay with their current supplier or simply say no just to postpone making a decision. Either...
by Mark Hunter | Oct 2, 2019 | Sales Leadership, Sales Prospecting
So, you think you have a great prospect; however, why do you think they’re even interested in you or what you sell? Sales is a two-way street. You can have all the feelings you want, but the customer’s feelings are really what matter. Get over yourself and...
by Mark Hunter | Sep 18, 2019 | Sales Process, Sales Prospecting
Whether you’re building a prospecting plan from scratch or reviewing your existing plan, ask yourself these 8 questions. I have said this before, but I will say it again- the biggest improvements you can make to your prospecting are to the little things. That...
