Mark Hunter's Blog, page 54

5 Email Mistakes You Can’t Make

Email isn’t always the perfect solution that many people hope for when it comes to prospecting. When you use email in the wrong way, it will do nothing for you and actually even hurt your ability to create sales. Below are 5 mistakes you can’t afford to make:

1. Never allow yourself to believe that email is the only prospecting tool you need. Email alone, without any other form of communication, will generate a very low response rate. Email along with voicemail will have a higher response rate.

2. Never send the same email repeatedly to the same person. Just because they didn’t respond the first time doesn’t give you permission to send it to them again and again until they respond.

3. Never include so much information in your email that the prospect is finds out everything they need to know without talking to you. The objective of a prospecting email is to create interest to get them to reach out to you.

4. Never introduce yourself in the first sentence of your email. Let’s not kid ourselves, your name is not going to draw them in, unless you happen to be somebody famous! Use the first sentence to engage the prospect in something of interest to them. Trust me, they’re not interested in you!

5. Never state in the email that you will call them. Saying this may make the person who was just about to respond to you decide to wait. Don’t give them any reason to not respond immediately. This does not mean you don’t call them. You certainly do want to follow up with a call, you just don’t want to tell them that that is your plan.

So, I have a new ebook out focused on email prospecting. Go download it! It has everything from sample email scripts to practical tips and ideas. When you download it, you’ll see an offer for a free 14-day trial for Salesgenie. I highly recommend that you take advantage of the free trial as it will give you access to leads that you can use right now.

Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

Monday Motivation Video: Do You Believe In Yourself?

Your customers will never accept what you have to offer unless you are confident in what you’re selling. The first thing you are selling is not the product or service but actually yourself. Have confidence and work with integrity. Together, working with your customers, you will be able to achieve what they didn’t think was possible. It starts with you believing in you.

Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

Sales Leadership Lessons from OutBound

Many of you reading this blog post are aware of one of the largest sales event that I have the honor to co-host each year called OutBound. Today is the last day of the conference and just like in years past, the response has been amazing. Thank you from the bottom of my heart for your support. I am humbled by your comments.

Let me share a few of my thoughts from what I’ve learned learned this week:

First, we never know who we will impact. We may feel like what we’re doing isn’t resonating with anyone around us, but it is. I’ve realized how much you can impact a multitude of people by just starting to impact one.

Both good and bad leadership has a compound effect in impacting others. We have to constantly be mindful of what we do and say and its direct impact on those around us. The compounding effect happens when those we affect then impact others based on how we impacted them. Leadership and sales have a lot in common, and it begins with compounding impact.

The second lesson I learned is that we must remember that what people take away from what we do or say can often be vastly different than our intentions. We all hear and absorb information based on our own personal context which can significantly impact what we think about someone. As a sales leader, you may say one thing only to have the person on the receiving end interpret it completely different. This is what makes assumptions so fatal. It’s easy for us to assume the message is heard but how the message is interpreted can be a different story. This is another reason why I see sales and leadership as very similar: both cannot survive merely on assumptions. It’s essential to slow down and ensure clarity.

Over the coming weeks, I’ll share more of my lessons from OutBound. I’m also looking forward to hearing from those of you that attended and what lessons you learned. Sales is not a solo activity; sales is a team sport and the same is true of leadership. The more we share, the stronger we will become.

Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

10 Reasons Why I Love Sales

Not many people dream of having a career in sales. Let’s be real here: sales was probably not your first choice. For many of you, although afraid to admit, sales wasn’t even your second, third or fourth choice.

Some of you reading this are thinking to yourself, “Mark you’re smoking something funny.” Calm down. Although I used to live in Oregon, I haven’t smoked anything. You see, sales was not my first or second choice. Frankly, I first wanted to be a radio DJ but assuming that that wouldn’t go well for me, I decided to go into advertising.

Sales is what I fell into. I’m glad I did, though. My professional journey in sales began decades ago. With each passing year, I become more and more enamored with the profession. Here are the 10 reasons why I love sales:

1. Sales is about helping people. It’s an occupation where you spend your time helping those around you.

2. Sales is about helping people see and achieve what they didn’t think was possible. It about helping, but it’s more than that. As a salesperson, you must help people see and achieve what they didn’t think was possible.

3. Sales is about continuous learning. Not a day goes by where I don’t learn something new. When you’re in sales, school is always in session. You could say that that analogy applies to everyone, but when you have the opportunity to sell to many different people and entities, the learning just comes naturally.

4. Sales is about the unexpected. I’ll be the first to admit that I don’t always appreciate the unexpected but over the years, I’ve learned to embrace and expect it. When the unexpected becomes the expected, it is amazing how that can change a person’s outlook on life. I’ve learned to roll with things and understand what I can impact and what I cannot.

5. Sales is about unlimited opportunities. There are no limits in sales; it is a profession that offers an unlimited number of opportunities. The only limits in sales are self-imposed.

6. Sales is about being an optimist. I viewed myself as an optimist long before I got into sales, but being rejected as often as you do in this profession, you become an even bigger optimist. Call me a sick child for thinking that way. I’ve been called far worse, but it is amazing what happens when you view everything optimistically.

7. Sales creates relationships. Throughout my sales journey, I have been able to meet so many different people from all walks of life, each with their own, unique story. The long-term relationships that have developed because of them has been a huge benefit. This is one I never would have seen coming or realized how impactful it is until now.

8. Sales is about overcoming obstacles. I am thankful that sales is not for the timid or the weak. The issues I’ve had to deal over the years and what I’ve learned from each one has without a doubt made me a better person. I have no doubt that my project management / process development skills are much better today than they were years ago. The pressure of sales has helped me refine those skills.

9. Sales offers unlimited rewards. I’ve been able to do and achieve far more than I ever would thanks to being in sales. From Super Bowls to remote islands in the Philippines to speaking in front of thousands, sales has provided me with amazing rewards.

10. Sales provides personal satisfaction. I cannot imagine spending numerous years in sales just sitting behind a desk punching numbers or anything else. The personal satisfaction I’ve gained has shaped my outlook on life and how I view everything.

Sales is not a solo activity; sales is a team sport. So, these are my 10 reasons why I love sales. I trust that they are yours too.

Hey, do yourself a favor – grab my book, High-Profit Selling, if you haven’t read it yet. Amazon has it on sale for  $2.99 all through April, so now is the time to get yours! Grab a copy, read it and let me know what you think by leaving me a review on Amazon. Thanks!

Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

Can I Discount My Price?

For some reason, salespeople are quick to believe that somehow cutting a price is not going to impact their company much. Big mistake! When we cut a price to secure a sale, two big mistakes are being made.

The first mistake is the loss of profit. Unless there is something removed from what is being sold, any reduction in price comes right out of profit. No company can operate very long without making a profit. It’s like asking an employee to work without being paid. The idea is simply not sustainable.

The second mistake is the customer receiving the discounted price will now view the lower price as the price point. Any attempt later on by the salesperson to get the price back to the regular price will be viewed by the customer as a price increase. Too often I see a discounted price given in order to close the first sale and in the end, it becomes the long-term price.

Discounting a price can occur for a couple reasons.  Failure of the salesperson to create a significant outcome for the customer is one reason.  And often, if the salesperson lacks confidence, you see a discounted price. When you combine these together, it becomes a toxic combination of lost profit.

The confidence you have as a salesperson going into a sale will determine the level of profit you make because of the sale.

In my book, High-Profit Selling: Win the Sale Without Compromising on Price, I talk a lot about this issue. If you have not read my book, High-Profit Selling, I strongly suggest you get a copy today.

Right now you can grab a Kindle copy of the book High-Profit Selling for only $2.99. This is a special offer for the month of April only. Once April is over, so  is the low price.

Give it a read and let me know how it helps you and your company. I know it will!

Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

Monday Motivation Video: Who Is The Best Person to Motivate Me?

Motivation doesn’t come from me, your boss, your spouse, or anybody around you. Motivation comes from within. It’s your destiny. It’s how you choose to see things. Motivate yourself this week, because you are the one who determines your success.

Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

Who Is The Best Person to Motivate Me?

Motivation doesn’t come from me, your boss, your spouse, or anybody around you. Motivation comes from within. It’s your destiny. It’s how you choose to see things. Motivate yourself this week, because you are the one who determines your success.

Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

Do People Want to Buy or be Sold?

Would you rather be sold something or would you rather buy something? Nobody wants to be sold something but they do want to buy. The question is, why do they want to buy? The answer-they want to gain something. Breaking this down more means customers are really looking to make an investment. They are willing to give you money in exchange for a product or a service that will help them.

In my book, High-Profit Selling, I write a lot about the concept of shifting our thinking to help us better understand why the customer would want to invest with us. It does not matter if it is business to business or business to consumer, the concept is still the same. The purchase is an investment.

Ask yourself if the questions you ask your customers are focused on getting the customer to see what you’re asking them to do as an investment. The immediate shift is to get away from talking product features and getting the customer to talk about the benefits or outcomes they are looking to achieve. Once the customer sees the value in the outcome they can achieve, then we are in a position to have them buy.

In my book, High-Profit Selling: Win the Sale Without Compromising on Price, I talk a lot about this issue. If you have not read my book, High-Profit Selling, I strongly suggest you get a copy today.

Right now you can grab a Kindle copy of the book High-Profit Selling for only $2.99. This is a special offer for the month of April only. Once April is over, so is the low price.

Give it a read, leave a review, and let me know how it helps you and your company. I know it will!

Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

Sales Leadership and 3 Essentials You Need to Have

What do others say about you? What do your customers say? What about your peers? What do others in your industry say about you? Sales leadership is not just words, but a lifestyle. It all comes down to how you approach each day and what you choose to do.

During one of my keynote sessions at OutBound, I will discuss sales leadership. I will elaborate on the 6 essentials that I think you need to be a genuine sales leader. The first 3 are trust, integrity, and passion.

Trust is what everything builds upon. Trust drives everything you do. I will go so far to say that trust is actually what allows you to rest your eyes at night and sleep soundly. People have confidence in those that they highly trust. Have you ever been in a difficult situation and need help? Who do you reach out to? You ask the people you trust for help.

Trust is not a word nor is it something you teach. Trust is a mindset that says that you value others and you value yourself. A trusting person holds everyone in high regard. Trust is far more than doing what you say you’re going to do, it’s about setting the right expectations from the start. Trust is seen in how people handle others in good and bad times. If you’re an account manager, trust is how you help the customer through their  mistake and not passing blame.

Integrity is another essential of sales leadership. Ask 10 different people to define the word, and you will probably get 10 different definitions. Integrity begins with a mindset and ends with an action. Integrity is about being who you are and holding firm to your values even when those around you disagree.

The best way I’ve seen integrity play out is by watching someone apologize for something. The person with integrity does not blame anyone for their actions. They don’t throw others under the bus to make themselves look good. The integrity-centered person always plays the long-game in both life and business. Integrity is 24/7 and it never takes a holiday. If you’re a person of utmost integrity, you can’t be integrity-centered on Mondays and a jerk on Tuesdays.

The final essential is passion, and this is one that people love to argue with me about. I am a firm believer that it’s the passionate sales leaders that truly stand out. What is passion? Passion is genuinely caring about those around you. It means that you’re committed and not just punching the clock waiting to move on. Passion is about being committed to see things through.

Passionate people quickly stand out in a crowd. They are the ones that people gravitate towards. Sometimes, people aren’t drawn to passionate people at first, but over time it happens, like a snowball going down a hill that quickly picks up speed and size.

Take a few minutes to stop and ask yourself if those closest to you would use trust, integrity or passion to describe you. If the people you know best wouldn’t use these words and your name in the same sentence, neither would others and that means neither would your customers. Your goal is to be seen as a sales leader, so you must begin working on these 3 essentials.

If you’re fortunate to be one of the 1,000+ attending OutBound, you will hear me expand more on these along with the other 3 next week. I look forward to meeting you there.

Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

How Do I Respond to an RFP or Bid?

How do I handle an RFP or a bid? Every salesperson has struggled with this issue and I contend too much time is wasted on requests for proposals. This is one of the topics I explore in my book, High-Profit Selling: Win the Sale Without Compromising on Price.

Just because you have an opportunity to submit a bid doesn’t mean you should. Remember, the objective of the person putting the bid out is to get as many responses as possible. They want to use you and your time to help them negotiate a deal with somebody else! Before you respond to any bid, ask yourself these two questions: What gives me the right to think I will get this bid? And, how much influence did I have in shaping how the bid was written?

Before you even think about doing the work on the bid, know your strategy! Yes, you can submit a response knowing you are not going to get it and that can be a viable strategy in certain situations.

Here are four reasons why you may choose to respond to a bid:

To earn the business by winning the contract
To earn the business but with a modified contract or plan
To lose the bidding process with the goal of being a strong #2
To lose but to gain key information or send a signal

Each one of these are very viable strategies. The key is knowing before you start what strategy you are going to employ and what your end goal is.

In my book, High-Profit Selling, I talk a lot about this issue. If you have not read this book, I strongly suggest you get a copy today.

Right now you can grab a Kindle copy of the book, High-Profit Selling for only $2.99. This is a special offer for the month of April only. Once April is over, so is the low price.

Give it a read and let me know how it helps you and your company. I know it will!

Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results