by Mark Hunter | Jun 15, 2020 | Sales Leadership, Sales Mindset, Sales Motivation, Sales Process
It’s time you skip the presentation. It’s time you skip the demo to close a sale. Do you think customers wake up in the morning and tell themselves, “Wow, I hope I get to sit through a couple more presentations today,” or “Oh, wow! I hope I get to... 
by chris | Mar 16, 2018 | Sales Leadership, Sales Motivation, Sales Process, Sales Prospecting
Earlier this week I was talking to a person who was asking me what I do for a job. He was intrigued by the fact I spend the bulk of my time speaking at major conferences around the U.S. and the world. He was deeply interested in how I felt I could be knowledgeable... 
by chris | Jun 8, 2016 | Sales Process, Sales Prospecting
One of the best things any salesperson can do is develop a list of 10 questions they feel comfortable asking. The questions have to fit your personality and your market and allow you to move the process forward. Below are what I’ve found are the 10 best sales... by chris | Jan 8, 2015 | Sales Process
Sitting in the Admiral’s Club in Raleigh the other day, I couldn’t help but overhear a conversation the person next to me was having on the telephone. The person talking to another person on the phone was shocked to hear Mario Cuomo had died. Excuse me, but it... 
by chris | Aug 1, 2013 | Sales Process
In case you haven’t noticed, salespeople talk too much. I hate to say it, but we in sales have done some pretty stupid things that have ultimately prevented a lot of sales from being made. Talking too much is one of those stupid things. One of the most effective...
