Mark Hunter's Blog, page 26

Old Becomes New Again

I’m out traveling today, and I’ve been pondering how old becomes new. How the impossible can become possible.

For almost a year, I really wasn’t on many planes. Sure, I took a few flights, but not many. In contrast, now airports are busy, and there are mask requirements.

I’m amazed  because old is new again. Airlines are ramping up schedules, and things are really getting back on track, albeit with plenty of changes. What does this mean for us?

A New Normal

Clearly, travel has always been an essential part of life, whether it be traveling for fun to see relatives, or for business.  

However, we didn’t think we could do it a few months ago, and airline stocks were crashing. Whereas today, things are busy.

I am struck by how many times we see change occur and we think, “Oh, it can never go back to the way it was.” And yet, things resume a sense of normalcy. Perhaps things don’t always turn out the way we expected, but we continue to adapt. 

Closed Doors Become Open

What does this mean in my life? Well, things that I didn’t think were possible, are now possible. Or, things that I thought had passed their expiration date, and could never happen, can indeed come to pass.

For example, you may be a relatively new college graduate, and think that the job market is dismal. But what if it’s actually great?

You may be a person who just moved to a new city and can’t find the job you want. But what if that job is just around the corner?

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Undoubtedly, there are opportunities out there. Just when you think doors are closed, doors open. 

Read  more about walking through the right doors.

Using Your Skills to the Best of Your Ability

More than ever, I think we need to be ready. We need to be prepared to seize the opportunity. Take the experiences that we’ve had in the past, maybe reshape them a little bit, but somehow make them work. We can make it happen. 

Watch this video to hear more from Mark  about impacting others through leadership.

I think that’s what success is all about–using what you have to the greatest ability possible. 

I’m thankful for that. 

I’m going to continue to find ways to use the opportunities that I have, that I’ve been blessed with, and that I’m thankful for. How do I continue to use them to not only move myself forward, but to help those around me move forward? 

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Take care.

Would you like to meet me in person, as well as gain new insights to your sales team, network, and customers? 

I want to personally invite you to OutBound Conference, where the sales profession unites to become even better.

I’ll be taking the stage with over 30 sales professionals and thought leaders – no selling from the stage, just sharing our know-how of prospecting, pipeline, and productivity  for you to bring back to your sales team.

I’ll see you there, virtually or in person: June 15-18th. Use “mark100” for $100 off tickets.

Copyright 2021, Mark Hunter “The Sales Hunter” Sales Motivation Blog.  Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

 

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The post Old Becomes New Again first appeared on The Sales Hunter.

Overcoming the Barriers to Prospecting

If you want to be great at sales, prospecting must be a part of your daily work life. Prospecting is a muscle, and if you want to do it well, you have to exercise it. Are your prospecting muscles weak?

Let’s dive into 10 ways you can overcome the barriers to prospecting.

Video – Overcoming the Barriers to Prospecting

1. Know Your Objective

Unfamiliarity with your sales objectives is one of the biggest issues. You might be thinking to yourself, “Well, I prospect, but I really don’t know what I want to do.”

Are you clear as to what your objective is? Are you focused on getting prospects qualified?

 Are you trying to move them to another person to make an account call? Whatever it is, you need to know your objective before you even start.

2. Be Customer Focused

Too often, salespeople think prospecting involves talking to clients about their own company. News flash: Nobody cares about your company.

Your focus should be sharing with them and talking to them about the problems and challenges they are facing.

It is not about your business. It is all about their problems and their business.

via CBC on GIPHY3. Know Your Ideal Prospect

I talk a lot about ICPs, or Ideal Customer Profiles, in my book, A Mind for Sales. Do you know your ICP? I don’t want to waste my time chasing, following up, and spending time with people who I can’t actually serve, or have needs that I can’t do well.

The tighter I focus my effort, the more successful I’m going to be.

4. Develop a Cadence and Have a Plan

One and done is not effective. Having a cadence can be easy. 

Recently, I was working with an individual, and we developed a cadence where they simply send out three tips in an email. Three days later, they follow up with a phone call. If that doesn’t go anywhere, they come back and repeat the process two weeks later with three other pieces of information. Then, call three days later, and if that does not work, they come back.

Now, the process you use is going to vary based on what you sell and who buys, among other factors. But it does not have to be complex.

Make a plan, and get it done. It’s an easy process that I can replicate as it becomes a habit.

5. Block Time

You’ve got to reserve time on your calendar exclusively for prospecting.

I was just on the phone with an individual who was sharing that they simply were not finding the time because they were allowing other things to get in the way. It can’t be about lack of time, you have to make the time.

When people say, “I don’t have time for prospecting,” all I hear is: “Prospecting is not a priority for me.” You have to block time on your schedule, and you have to honor that commitment.

Sales managers: If you are reading this, you need to make sure your salespeople are blocking time and you are helping them honor that. Keep them accountable for their priorities. 

Read more about how to fill your prospecting calendar.

6. Have the Right Mindset

If you know you have the ability to help someone, then it is your obligation to reach out to them. I cannot stress that enough. This is why I wrote the book, A Mind for Sales!

If I am focused on my ideal prospect, then I know I can help them. It is in my best interest to be reaching out to them, and really, it’s in their best interest, too.

Having the right mindset also means I am not expecting every call to be perfect. I know there are going to be bumps in the road, and that’s okay. I can mentally prepare myself that it is going to take a series of calls to make things happen, and that’s okay, too.

Adjusting your mindset helps you set the right internal goals and the right internal objectives, so that your mind does not work against you.

7. Be Focused

Keep distractions to a minimum. When I’m prospecting, that is truly what I’m doing. I am not prospecting and also responding to emails, or also taking care of something else. When I am prospecting, I’m solely concentrated on the task at hand.

Oftentimes, people will block two hours for prospecting but only make two calls. Their excuse is normally, “Well, I got caught up doing this and that.” That should be a red flag. You must maintain your focus. 

8. Follow Up

Following up is a practice that is so easy and basic. However, too many salespeople simply do not follow up with their prospects.

Failing to follow up is like building a house, but never finishing the roof. The prospecting process is not complete without following up.

via UQ Sport on GIPHY

Read more about prospecting mistakes salespeople still make.

9. Use All the Tools

Using all the tools means you are using email, the telephone, and social media. In fact, you might even be using text messages. When you’re fully committed to your prospecting, you are using every tool out there to make it happen.

 

10. Have a Clear CTA

Last but not least, you must have a clear CTA, or call to action. To have a clear CTA, you must know exactly what you are asking for. Know what you want and be looking for it. Make that clear in every message you send!

 

My challenge to you is to try these 10 practices to overcome the barriers to prospecting this week. 

In search of more prospecting training? My latest masterclass, Prospecting: Building the Plan and Making it Happen is public May 10-20. We dive deep into how to prospect successfully, and this masterclass takes a personal, introspective look at what prospecting practices could help your business.

When you enroll, you’ll receive:

8 in-depth coaching videos with me20-page masterclass action guide“Setting Up Your Prospecting” game planSpecial access to a TSHU course available to Level 3: All Access students

Broaden your skillset even more for the same price by becoming a Level 3 student at The Sales Hunter University. You’ll receive live coaching, office hours with me, and more valuable material to help you grow and learn.

Go beyond just reading my blog, and find unlimited personal growth, hands-on learning, quick tips, abundant resources, and an amazing community.

Great selling!

Are you or your sales team looking to reach higher and gain a decisive competitive advantage?

I’m personally inviting you to this year’s OutBound Conference in Atlanta. 

OutBound is the only conference focused exclusively on sales prospecting, pipeline, and productivity. There is nothing like it.  I’d love to meet you in person, but it will be offered online, too.

Use my code, mark100, to save $100 off your ticket. 

Head on over to get your tickets, check out the speakers, and learn about the conference.

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Copyright 2021, Mark Hunter “The Sales Hunter” Sales Motivation Blog.  Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

The post Overcoming the Barriers to Prospecting first appeared on The Sales Hunter.

Power Mornings

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It is just a little before 7 am right now and I have arrived at a restaurant to have breakfast with a friend. This morning, I am reflecting on the beauty of the first several hours of the day.

I know it may sound ridiculous that I get up at 4:30 every morning, but you know what is great about it?

By 7 am, I am at this restaurant and I have already had a chance to:

Work outSpend time with my wifeHave a couple of cups of coffeeDig in to make sure I am focused for the day Staying Focused Throughout the Day

I took care of a couple of critical issues, and I have been able to take some time for myself. That is all between 4:30 and 7 am. I got dressed, showered, and drove to this breakfast place.

What I find very interesting is by staying focused early in the morning, it is amazing how I stay focused throughout the day.

When I am focused throughout the day, it’s a no-brainer of how much more I can accomplish.

 

Hit the Day Hard

Stop and think about this for a moment: When we start the day out slow – and I know there are days we enjoy doing that – what does it do? It almost slows down the entire day. I want to hit the day hard. I want to hit the day fast.

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By 10 am, I want to ask myself, “What have I accomplished of significance that if I didn’t accomplish anything else the rest of today, I can call it a good day?” That is what my whole focus is, so I hit the ground running.

 

What Schedule Works for You?

Sure, 4:30 am might be a little too early for you and I get it. However, set your schedule accordingly and stay absolutely focused. You do not get caught up in ‘shiny objects.’ You make time for distractions later on if you get everything accomplished first.

Early on in the day, it is about staying focused and making it happen.

 

Now, I need to go meet this gentleman for breakfast. Take care.

Copyright 2021, Mark Hunter “The Sales Hunter” Sales Motivation Blog.  Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

 

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ABC: Always Be Closing is Now ABV: Always Bring Value

You’ve heard of ABC: Always Be Closing.

Let me tell you something: The days of ABC are gone. It’s closed. ABC is now ABV: Always Bring Value.

I want you to be thinking about this in every conversation you have. It is always about bringing value.

Be sure you pick up my book, A Mind for Sales, subscribe to this blog and my YouTube channel for videos like this every week, and jump over to The Sales Hunter University for a plethora of sales training resources.

Let’s walk through the 10 things you need to be doing right now to be bringing value, because you will not be accomplishing this through ABC.

Video – How to ABV: Always Bring Value

1. Ask More Questions

You create value by actually understanding what the customer is looking for. You understand what the customer is looking for not by telling them, but by asking them questions.

People who live by ABV are the ones who ask the most questions. Be sure to ask more questions of your customers.

 

2. Bring Industry Insights

Customers do not know what they do not know. We all live in some sort of an echo chamber.

You can bring value to your customers by sharing with them insights and information they are not tuned in on. This is a great way to bring value and be seen as a sales leader, too.

 

3. Be Seen as the SME

When you are seen as the subject matter expert, or SME, doors open for you.

If you are new in your business and not as well-known, you cannot be the SME right away and that is okay. You may not be the SME, but you are going to connect your customers to the SME. You are going to help get the SME to them.

Ultimately, you want to become the SME in your industry.

Read more on how to be seen as an expert by your customers here. 

 

4. Curious About Everything

I love working with companies where I get to tour their manufacturing facility, warehouses, retail stores – wherever. I am curious about everything and asking questions. I am always exploring. What does this do?

It helps me uncover new information and new insights. What does this do? It allows me to be an SME.

Being curious about everything gives me more industry insights I can share and allows me to ask more questions.

It is amazing how much more I will be able to learn and in turn, I can bring more value.

 

5. Seek Different Solutions

Many times, we bring the best value by not helping the customer buy what they think they want to buy, but rather by helping them buy what they need to buy. You can accomplish this by seeking different solutions.

The different solution might be a different outcome that they are looking for, and that is what I am going to help drive them towards.

It is amazing how much long-term value we create when we seek a different solution. We help the customer and as a result, they gain a greater appreciation for us.

 

6. Customer Focused

I cannot bring value unless I am customer focused. The value the customer is looking for is different than the value somebody else is looking for.

The only way I am going to know the difference is if I am absolutely focused in on my customer.

What are the insights the customer is sharing with me? I need to be working with my customer, exploring them and being curious about them. I am actively trying to dig down deep with my customer.

Are you putting this easy phone tip into practice? Check out my quick advice on staying customer focused over the phone here.

 

7. Think Beyond the Customer

When I say to think beyond the customer, I want you to be thinking:

Who are the other players in their competitive set?Who are the others in the industry?What are the other outlying industries?What are those other pieces out there I may not be privy to yet?

When I think beyond the customer, I am moving into an industry perspective. This goes back to my point in number two: Bring Industry Insights.

I am thinking about what this customer is going to look like five years from now and what they looked like five years ago. What can I learn from this change? How can I help them? It’s about looking at customers in different ways. It’s putting on a different pair of glasses to view your customer.

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8. Know the Customer’s Supply-Chain

I cannot stress this enough: You need to know the customer’s supply chain, both upstream and downstream.

I like to say that I want to know my customer’s customer’s customer.

I don’t care if it’s a product or a service. There is always a supply chain downstream but there is also a supply chain upstream.

For products, I think about where they are their raw materials from. Where are they getting their learning from?

For service businesses, I want to know how they grow their business. Where are they turning to for learning and so forth?

I want to know where the customer sits in the middle of a supply chain. I need to know both extremes.

 

9. Never Stop Learning

This point is essentially what we have been talking about in every one of these pieces. I am always learning, and I am always willing to share insights. I love sharing insights I have just learned with customers.

I love to share books I have read with customers – not just my book, either. I will routinely buy a couple copies and send out other people’s books to a few CEOs. Find new ways to bring value to your customers.

 

10. More Conversations

When I am always bringing value, people want to meet with me and have conversations with me. It is amazing and I love that people are always trying to get on my calendar.

What you want to do is have more conversations yourself. I am not only the recipient of conversations, but I am also the driver of conversations. I am continuously trying to have more conversations.

It is about preparing you to always be in a position to bring new insights. I want to share with my customers information they have never seen before.

If all I do is play back to them the exact same information they have been reading on the internet or in trade pubs, I am not bringing value or anything new.

My customers are smart. That means I have to be smarter than them.

I talk about this concept at length in my book, A Mind for Sales. Grab a copy. You, too, have a mind for sales.

Touching on #9, salespeople bring value when they bring new insights to their sales team, network, and customers. 

I want to personally invite you to the only conference focused exclusively on:

Sales prospecting,Pipeline, andProductivity

OutBound Conference is an event you’ll walk away from with notebooks full of content. I hope to see you virtually or in person, June 15-18th.

Take $100 off your tickets with “mark100” at checkout. Great selling!

Copyright 2021, Mark Hunter “The Sales Hunter” Sales Motivation Blog.  Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

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The post ABC: Always Be Closing is Now ABV: Always Bring Value first appeared on The Sales Hunter.

We All Need Coaches

­­If you know me, you know that I have been speaking for a number of years. I have had this consulting business for about 21 years now, as well.

It has been very successful, and I have had a good run. It’s been terrific. Yet recently, a few months ago, I hired a speaking coach.

It’s funny – I shared this with some of my friends and told them I had hired a speaking coach. They said, “What? Why did you do that? You’re already very good,” to which I said, “No, I want to get better.”

I used the comparison to Tom Brady. To be clear, I am not putting myself on the same level as Tom Brady, he really is the greatest of all the time when it comes to playing football. Anyhow, I said, “Wait a minute – I know there are elements that I can improve myself with.”

via NFL on GIPHY

I reached out and I interviewed a number of speaking coaches before finally hiring one. It had a significant impact and I very much valued it. It has me thinking about who the coaches in my life are.

Take a moment to ask yourself this question: Who are the coaches you have or had in your life?

Do not think for a moment you are beyond the point of having a coach.

As I said, I have been speaking for years and I have been on stages all over the world in front of large, impressive audiences. It has been a great run, but I still hired a speaking coach because I wanted to go to the next level.

The speaking coach I hired was just for speaking, but it has me thinking about hiring coaches to help me with very specific things. What I found is the more targeted you become, the more specific you want to get. It is a challenge we have to face as we take things to the next level.

Who is the coach in your life? What is the piece you want to focus on?

Maybe it is time you get a coach.

Take care.

Copyright 2021, Mark Hunter “The Sales Hunter” Sales Motivation Blog.  Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

 

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How to be a Rainmaker

Are you a rainmaker or are you a rain barrel?

Too many salespeople are really nothing more than rain barrels. They have good business, but it is all business that just comes to them. I want you to be a rainmaker; that is where it happens.

Rainmakers make it happen 365 days a year, regardless of what is happening around them.

I talk about this subject at length in my book, A Mind for Sales. Pick it up; it’s going to help you become a rainmaker.

Head on over to The Sales Hunter University, too, where I have a great set of tools to help you on your journey to being a rainmaker.

For now, let’s walk through the 10 ways you can become a rainmaker.

Video – How to be a Rainmaker

1. Land and Expand

Rainmakers are never content with the business they get from a customer. They always believe there is more business to be had from every customer.

Rainmakers will go in and nurture and develop a new customer. The customer may only be a small piece of business, but that is okay.

They know the customer is in the door so they will come back and work to upsell or cross-sell them.

The key is in creating more sales opportunities and never letting go of those existing customers.

Rainmakers are landing, but then they are expanding.

This strategy is one of the easiest ways to be seen as a rainmaker, because the more you expand the business, the more the customer becomes a raving fan of yours.

As the customer becomes a raving fan, not only do they give you more business, but they are also going to refer you to other people.

via Gecko1 on GIPHY

 

2. Nurture Your Network

I am not saying use your network. I am saying to nurture your network.

A rising tide lifts all boats – this means you are helping your network be more successful.

I have a great network of fellow sales speakers, sales trainers, peers and sales consultants that I love spending time with. I help them out whenever I can, wherever I can. Why?

I do it because I know it lifts me, too. There is something magical about this ability to be stepping out, stepping up, contributing and helping your network.

The more valuable you are seen within your network, the more your network will be able to help you.

Read more about your three greatest assets: Time, money and your network.

 

3. Serve Others

Serving others builds on the point I just made in number two. This time, I mean to serve everybody you come in contact with.

True rainmakers know that business comes at them from all different directions.

People will look at rainmakers and say, “They are just lucky.” No, they’re not lucky; they put themselves in a position to be lucky.

It’s all about serving others, because success and luck do go hand-in-hand. That said, it is not just luck that gets rainmakers to where they are.

You have to be there, and you have to show up and play the game. Serve others.

 

4. Reach Higher

Do not be satisfied contacting a low-level salesperson’s company. Go further up and contact the CEO or contact other people in the organization.

Never allow yourself to think that you do not have value and merit in reaching out, picking up the phone and calling somebody way up the food chain.

I love doing this. I will pick up the phone and call CEOs I don’t know. Sometimes they take the call, sometimes they don’t.

Nevertheless, I do not stop because you know what’s interesting? It is amazing the level of business I have been able to create because I am continuously reaching higher.

You only get that way when you have the mindset of knowing you can make a difference with them. I have this mindset and I want to have a conversation with them.

Need a confidence boost on your telephone prospecting strategies? Here are my latest 10 strategies.

 

5. Think Big / Big Goals

This is not the same thing as reaching higher. I want you to think big.

When I say to think big, I’m asking what your 25-year goals are. What are the big goals you are going to help your customers achieve?

Do not ever set your sights low. I look back at some of the goals I set two or three years ago, and I have blown way past them. I never dreamed I would be at this level.

You have to be willing to think big, set big goals and be goal oriented. Yes, it is about serving others and being available for others, but it is also about knowing what your mission is.

 

6. Solution Focused

Rainmakers are solution-focused with not only themselves, but also with their customers.

I look at the biggest rainmakers out there and notice certain things they are actively involved in. On the other hand, I notice things they are never involved in because they know those activities are just a waste of their time.

Rainmakers are completely solution-focused because they know what the solutions are that they have to accomplish to be successful and to help their customers be successful.

They are zeroed in on these solutions. How do you get to this point? Number seven…

 

7. Ask More Questions

I routinely will pick up the phone and call people who I may have a distant relationship with. I love having a conversation with them and I just ask questions.

It may even be conversations with customers I am dealing with; I ask them questions they cannot answer, and I cannot answer, but it fosters a deeper conversation.

In my mastermind group, I love asking questions that I know are going to generate a lot of conversation. It is how we learn.

 

8. Never Stop Learning

Rainmakers know they have to be continuously learning in order to stay ahead of everyone else.

They know that as a rainmaker, it is their obligation to bring insights to their customers that their customers do not know. Rainmakers know it is their obligation to bring insights to their network, too.

I just recently shared with my mastermind group 20 questions I was pondering. They all chimed in and said, “That was outstanding,” and it created conversation we are all learning from, digging into and sharing insights on.

You have to continuously be doing this because it then changes how you interact with other people.

via SoulPancake on GIPHY

 

9. Increase Your Resources

Rainmakers do not do everything themselves. In fact, they do very little themselves.

They are rainmakers because they connect with other people and outsource every single activity they can.

I caught myself doing this just yesterday when I was doing an activity and said, “Wait a minute. Why am I doing this?” I knew I could find somebody who could do this for me much better, and I did. I outsourced the activity.

I increase my resources when I have a question and I do not try to explore the answer. I call somebody who might know the answer.

I have been able to speed my way through the decision-making process in a number of different areas by simply turning to other experts in my network who know far more than I do.

Use your resources to be able to leverage and multiply who you are.

 

10. Give Referrals

You knew I would talk about this one. Rainmakers give referrals.

Rainmakers are not just content with themselves being a rainmaker; they want everyone around them to be one, too.

When you are a rainmaker, sales are raining and pouring on you, but when you can give referrals and help others be rainmakers, then it is raining all over the place.

This creates an even greater level of success.

I want you to be a rainmaker because I love being a rainmaker. It is how I see myself every day. Grab my book, A Mind for Sales, because it is going to show you exactly how you can be the rainmaker.

You do have a mind for sales. You are a rainmaker.

Great selling.

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As one of my loyal blog readers, I have an opportunity today for you to invest in your skills. Together, we can take today’s challenges and turn them into once in a lifetime opportunities. Consider this quote that I wrote in my new book, A Mind For Sales and say often:

When challenges arise we don’t rise to the occasion, we sink to the level of our training.

Are you ready? Watch the video above, and come be a part of the continued conversation as we all become masters in our fields and passions. My new program, The Sales Hunter University, is where you’ll find it all – unlimited personal growth, hands-on learning, quick tips, abundant resources, and an amazing community.

For more information and to join, click here!

Copyright 2021, Mark Hunter “The Sales Hunter” Sales Motivation Blog.  Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

The post How to be a Rainmaker first appeared on The Sales Hunter.

The Days Don’t Remain Cold

It’s spring and what does that mean? Winter is finally over.

As I look around the neighborhood behind me, I see cherry blossom trees starting to bloom. The grass is green and there are little sprouts popping up. The weeds, too. What I cannot help but think is in the midst of winter, when the snow is deep and it’s cold and ugly, I feel like it is going to last forever.

You know what? It changes. I hear birds singing in the background. What does this tell you? Spring is here, and as much as we sit there and say, “Life is tough right now,” and get down about our current situation, things change. Even when we think we cannot get up, things really do change.

 

Around the Corner

Regardless of the situation you may find yourself in, there is always a new season around the corner. I have to remind myself no matter how dismal or tough things may seem to be, the new season always comes.

The valleys are never as deep as we think they are. The mountains are never as high as we think they are. There is always a new day and a new opportunity ahead.

Only about three weeks ago, our grass was as brown as can be. Now, it’s green and I see a tree in the back starting to bud. It is probably a couple of weeks away from full bloom, but I know it is going to happen. The same thing applies to our lives.

 

Timetables for Change

When things start getting better, we have to realize things will continue to get better.

This tree is not budding at the same time as the cherry blossoms up the street are. Everything is on a different timetable and we need to accept that. We have to recognize that things continue to change.

 

I love spring because it confirms that no matter how harsh winter has been, spring is followed by summer. It is amazing the lessons we can learn from it. Take care.

Copyright 2021, Mark Hunter “The Sales Hunter” Sales Motivation Blog.  Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

 

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How to Get Out of a Sales Slump

How do you overcome a sales slump? We have all been there.

I talk about this more in my book, A Mind for Sales, and right now I am offering a special deal on the A Mind for Sales Masterclass through The Sales Hunter University. 

I encourage you to get it; it will change your career. Or, become a Level 3 student in TSHU and receive access to every masterclass, every month.

Now, let’s talk about how to overcome a sales slump. First of all, don’t kid yourself – even top performers have sales slumps. The key is how quickly can you get out of the sales slump?

Video – How to Get Out of a Sales Slump

1. Long-Game

Focus on the long game. There may be days, weeks or even months that things are down. Things just may not be happening for you but focus on the long game.

Everything that you do is focused on creating opportunities down the road.

When you focus your mindset on the long game, you will quickly come out of your short game problems.

 

2. Check Your Goals

What do I mean by checking the goals you have? At times, we are in a sales slump because the goals we have just are not quite there.

If I am in a sales slump, I check my goals and set some very easy ones that I can overcome and accomplish quickly.

There is something magical about doing this because when you accomplish a goal, you really motivate yourself and can quickly wind up being back on top.

Checking your goals is important because many times, we are in a sales slump because we lost our focus as to what our goals are.

Having trouble setting and achieving smart goals? Check out these 10 tips.

 

3. Existing Customers

Existing customers do two magical things for us when we are in a sales slump:

They convince us, tell us and confirm for us the wonderful work that we do, because there are existing customers.Existing customers can also be a source of additional business.

I always say to go back to your existing customers when you are in a sales slump. Let them rejuvenate you because they will tell you how fantastic you are and, many times, there is new business.

Existing customers will give you direct new business, or they will refer you to new business.

via GIPHY

 

4. Tighten Prospect List

What do I mean by a tightened prospect list?

Too many times, we get in a sales slump because we are just all over the place. Or, we say, “Wow, there are no prospects available. I do not have anyone to prospect.”

It is always one of the two. Tighten your prospect list around your ICP, or your Ideal Customer Profile.

Once you are focused on a few key prospects that you know you can help, it is amazing how much more enthused you will get because you know you can make a difference with them.

Need a confidence boost on your telephone prospecting strategies? Here are my latest 10 strategies.

 

5. Commitment to Others

When we get in a sales slump, we often become very self-centered. We become focused on what we can do for ourselves.

I hear this all the time from salespeople who call me, whining about how it is because they are so committed. In reality, they are so focused on themselves.

You have to make a commitment to others to help them. When you make a commitment to others, you are holding yourself to a higher standard.

You are being accountable to yourself and that is absolutely key.

 

6. Commitment to Yourself

An example of being committed to yourself is promising that every morning, you are going to exercise between 6:30 and 7:00, and actually following through on it.

Commitment to yourself means you are putting meetings with yourself on your calendar and you are sticking with them.

Right now, on my calendar, it says “Wednesday Sales Tip videos.” That is the activity I have committed to myself to do during this time block. It is a commitment to myself.

The more we make and honor commitments to ourselves, the easier it will be for us to be committed to other people and hold ourselves to that level of standard.

via The Hills on GIPHY

 

7. Create a Success List

What is a success list? Take a piece of paper and write down everything that has gone right and everything you have been able to make happen over the last several weeks, months, years, etc.

As you go through that list, I assume you will be able to think, “Wow, I have really been able to accomplish a lot.”

It is amazing how when you take the time to focus on your success, you are much more successful than you realize.

Past success will replicate itself. It will.

Now, I am not saying past performance drives what is going to happen in the future. However, I look at my success list and go, “Wait a minute – if I was able to do that back then, why can’t I do this now?”

 

8. Relax / Don’t Panic

When people begin chasing the ‘shiny object,’ they often find themselves in a sales slump.

Too many salespeople start going out of their way on things that just do not make sense.

Hold on, people. Calm down, slow down, relax and breathe.

When you are calm, it is amazing how much more focused you are; you are able to step back from the trees and see the entire forest.

You will make better decisions when you are calm and relaxed. Do not panic because you make stupid decisions in a panic state.

 

9. Review Your Process

Review your sales process and compare with other people. Study, read books, get out there and learn from other people.

What are some tweaks and changes you can make? Ask yourself:

What are some things I want to do to change my process?What can I do to make better use of my time?How can I make better time of my prospecting calls?

When people tell me they are in a sales slump, I tell them to review their process and specifically ask them how much time they really spend prospecting. That is always the shortcoming.

In fact, it’s why I wrote the book, High-Profit Prospecting.

You cannot close what you do not prospect, so you must spend time prospecting.

Review your process and you will see where the gaps are.

Let’s simplify your sales process together in this blog post.

 

10. Keep Things Simple

Do not overcomplicate things.

Often times, salespeople get in a slump and turn to new apps, tools or SAAS that looked to have worked for other people. Do not overcomplicate it!

Keeping things simple allows you to understand things better in your own mind.

At the end of the day, your sales slump is not going to be corrected because of a new CRM system. Your sales slump is going to be corrected because of your mindset.

These are just 10 of my tips to overcome a sales slump, so hit subscribe to my YouTube channel, check out The Sales Hunter University for my sales mindset masterclass and make sure you read my book, A Mind for Sales.

Great selling.

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As one of my loyal blog readers, I have an opportunity today for you to invest in your skills. Together, we can take today’s challenges and turn them into once in a lifetime opportunities. Consider this quote that I wrote in my new book, A Mind For Sales and say often:

When challenges arise we don’t rise to the occasion, we sink to the level of our training.

Are you ready? Watch the video above, and come be a part of the continued conversation as we all become masters in our fields and passions. My new program, The Sales Hunter University, is where you’ll find it all – unlimited personal growth, hands-on learning, quick tips, abundant resources, and an amazing community.

For more information and to join, click here!

Copyright 2021, Mark Hunter “The Sales Hunter” Sales Motivation Blog.  Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

The post How to Get Out of a Sales Slump first appeared on The Sales Hunter.

How Much Margin Do You Have?

Stop and ask yourself this question: Do you have any spare time?

If you’re like me, your calendar is full all day long. I had a gentleman call me who really wanted to talk, and we couldn’t find time in our schedules. We are squeezing it in tomorrow morning during a 20-minute window when we both have some time available.

Think about this for a moment: Is that good or is that bad? What is very interesting is this person called me about a significant issue they really need to work through, and I want to help them, but my calendar was already full.

On one hand, that is an honor. My calendar says I am busy but are we making time? Do we have margins in our day to accommodate situations that arise?

via GIPHY

 

One of the things I have to challenge myself on – and this one really hits home – is I do not allow enough margin in my day to accommodate. Warren Buffet always says he keeps three or four hours a day open on his calendar because he wants to be able to take the calls of opportunities as they come.

Yet, I think everyone else views it just the opposite; that the only sign of a successful person is a full calendar.

I am challenging myself to make sure I have white space on my calendar. This white space would allow me to take advantage of opportunities that arise, which will create more opportunities for success.

Maybe the full calendar is not the opportunity-driven calendar we think. Maybe the white space calendar is the calendar that actually gives us the most opportunities.

Just something for you to think about this Friday morning. Take care.

Copyright 2021, Mark Hunter “The Sales Hunter” Sales Motivation Blog.  Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

 

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The post How Much Margin Do You Have? first appeared on The Sales Hunter.

What Does it Take to Have a Mind for Sales?

Last year, I published the book A Mind for Sales, and people ask me all the time, “What does it take to have a mind for sales?”

I’m going to walk you through 10 of the things I identify in this book.

Before I do, I want you to hit subscribe to my blog, as I post a new, relevant sales issue once a week.

Jump on to The Sales Hunter University, too. Why? Because I am offering a special masterclass on what it takes to have a mind for sales. Grab it right now.

Video – What Does it Take to Have a Mind for Sales?

1. Knowing You’re in Control

Too many salespeople allow other people to be in control when, in reality, you are the one in control.

When you have a mind for sales, you know that you are the one that controls how you react to your environment.

When you are in control, you are the one that is responsible for your own actions. You do not pass blame and you do not lay it on the feet of other people; you take control, and you take responsibility.

 

2. Discipline of Time

I cannot stress this enough: Time is an asset that you cannot make more of.

We all are blessed with 24 hours a day, seven days a week. It is only a matter of how we choose to use it.

What having a mind for sales is all about is knowing how you use your time and knowing how to use it wisely.

You are spending your time on productive activities, not on ‘busy’ activities. There is a big difference there.

I have several videos out on my YouTube channel that deal with time management; check those out.

 

3. Optimistic Mindset

You cannot have a pessimistic mindset and have a mind for sales because sales is about helping others see and achieve what they didn’t think was possible, right?

To do so, you have to be optimistic about the outcomes, the benefits and how you can help other people. That is what sales is all about.

via Star Wars on GIPHY

 

4. Passion for People

I am going to build on number three here and say: Sales is not about yourself.

Sure, sales is about results and I get that.

Salespeople are very competitive, but they are competitive because they have a passion to help people.

Are you more focused on making a commission or are you more focused on helping people?

When you have a passion to help people, to take the time to listen, to empathize and to make a difference in people, it is amazing the results you can achieve because people know you are focused on them, not on you.

More on helping others – starting with the prospecting process – here.

 

5. Servant Attitude

A servant attitude means you’re willing to go the extra mile to get what needs to be done, done.

A servant attitude means that you focus on helping other people. You are serving other people. You are not putting your needs first; you are putting the needs of the customer first.

You are there for the customer when they need you and you are also taking care of yourself, because here’s the thing:

If you do not first take care of yourself, you will never be in a position to take care of other people.

 

6. Knowing the Solutions You Create

If you do not know the outcomes you create and if you do not know how you help people, how can you even say that you are in sales?

Salespeople are very focused at knowing what the solutions they create are, and they are zeroed in and laser focused on helping people see those solutions.

They really only spend time with people who can benefit from those solutions, which comes back to my point of being disciplined with your time and being in control.

Successful salespeople know who to spend time with and who not to spend time with.

 

7. Seeing Sales as a Lifestyle

Think about this for a moment: Seeing sales as a lifestyle means that it is not a job and it is not something you tune in and tune out of.

Sales is something you do all the time.

You are wired to be open to knowing that whatever you do, it is a sales opportunity. What does this do?

This puts you in a better position to understand and to listen. It puts you in a better position to see opportunities that nobody else thought were out there, but you see them because you are viewing sales as a lifestyle.

via Spiro Technologies on GIPHY

 

8. Goal Driven

What does goal driven mean? It means that when I set a goal, I achieve it. I do not stop.

I do not just set a goal to set a goal. I set a goal and then I build a plan. That is the big difference between a lot of people.

A lot of people set goals, but they never really set a plan to achieve it.

When you have a mind for sales, you set goals and you set a plan to achieve it.

Read my latest post on the common mistakes people make when setting and achieving goals.

 

9. Focused

When you know what your goals are, you know the solutions you can provide, and you know who you are going to be focused in on.

What does this mean? You are focused.

What does this do? It helps you be a better steward of your time, which I explained in number two.

When you are focused, it is amazing how clear everything comes into being in your mind.

When things are clear in your mind, they become clear in your customers’ minds.

 

10. Continuous Learning

When you have a mind for sales, you never stop learning. You are continuously learning.

Why? Because you know there is more knowledge to be gained.

There is more knowledge to be gained so you can help more people.

There is more knowledge to be gained because you are on a continuous path of improving. You are never settling.

You view yourself as a green apple. Why a green apple? Because a green apple is still getting better; a read apple is as good as it is going to get, right? Yet, a green apple is always getting better. I love that view.

What will you do today? By watching the video above or reading this post, you are practicing continuous learning.

 

These are 10 of the practices I talk about in my book, A Mind for Sales, along with a whole host of other strategies.

If you have not read the book, pick it up here or at your local Barnes and Noble. When you do, leave me a review on Amazon if you don’t mind.

Great selling.

As one of my loyal blog readers, I have an opportunity today for you to invest in your skills. Together, we can take today’s challenges and turn them into once in a lifetime opportunities. Consider this quote that I wrote in my new book, A Mind For Sales and say often:

When challenges arise we don’t rise to the occasion, we sink to the level of our training.

Are you ready? Watch the video above, and come be a part of the continued conversation as we all become masters in our fields and passions. My new program, The Sales Hunter University, is where you’ll find it all – unlimited personal growth, hands-on learning, quick tips, abundant resources, and an amazing community.

For more information and to join, click here!

Copyright 2021, Mark Hunter “The Sales Hunter” Sales Motivation Blog.  Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

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The post What Does it Take to Have a Mind for Sales? first appeared on The Sales Hunter.