by Mark Hunter | Jun 22, 2020 | Sales Mindset, Sales Motivation, Sales Process, Sales Prospecting
One thing I find in sales is that it’s really about relationships. It is all about understanding the person and both parties understanding each other. This begins with transparency. Are we being truly transparent with whom we come in contact? Video – Companies...
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 Mark Hunter | May 4, 2020 | Sales Mindset, Sales Motivation, Sales Process, Sales Prospecting
Have you asked your customer what they’re buying? It’s not what you think it is, it’s not the product or service you sell. Your customer only views what you sell as a tool to help them achieve what they need help with. The outcome they are trying to achieve may be a...
by Mark Hunter | Apr 13, 2020 | Sales Leadership, Sales Mindset, Sales Motivation
What is your customer’s backstory? Everyone has one, and you need to take the time to listen to it. More than ever, salespeople are having tons of conversations, due to so many working from home. For some salespeople, this is no different but for others, and...
by Mark Hunter | Dec 11, 2019 | Sales Process, Sales Prospecting
Here is excuse #32 for not prospecting: “I do all of my prospecting at networking events.” This ranks right up there with the village idiots who try to sell you the second you connect on LinkedIn. Thinking you can attend the after-hours mixer put on by your local...