Mark Hunter's Blog, page 82

Do You Even Qualify to Be Called a Salesperson?

I’m proud to be in sales. In fact, I’m not just proud — I’m very proud.  But I admit that wasn’t the case early in my career. I got into sales only because I couldn’t afford car insurance due to my driving record, and I took a sales job purely because they offered me a […]

Sales Motivation Video: How Confident Are You When Stating Your Price?

Your confidence — including your eye contact and tone of voice — is vitally important when stating your price. Too many salespeople are confident right up until they have to be clear about the price. Then they hesitate or their voice gives them away, and the customer leverages this hesitancy. You must be confident when […]

Executive Sales Leader Briefing: Are You All In?

There’s a lot of talk about how leaders need to be “all in,” and I’m a firm believer in it. The same applies to salespeople at all levels. We have to be all in with those with whom we come in contact. Recently, I was working with a salesperson making sales calls and I was […]

More Sales in Less Time

Who isn’t looking for more sales in less time? Hmm, with it being the 4th quarter, it puts even more pressure to deliver more as the clock clicks down fast. I’m no different than any of you. It’s easy to become distracted, and as a result, it’s easy to suddenly find myself far behind in […]

4th Quarter Blitz — What You Need to Be Doing and Need to STOP Doing

The clock is ticking. We’re already halfway through the first week of the 4th quarter. For too many salespeople, this is the quarter that will make or break their year. If you’re in this camp, keep reading for what you need to be doing. Unfortunately, I’m sharing this from first-hand experience, having spent too many […]

Sales Motivation Video: OPiuM is the Key to Success

Top-performing salespeople are those who reach out to others and learn.  Who can you learn from today? OPiuM is simply a way to think of Other People’s Minds.  Today I encourage you to find more sales motivation by looking around and LEARNING from those around you. Check out the video to see what I mean:   […]

Executive Sales Leader Briefing: It’s Not How You Define Things. It’s How Others Define Them.

The sign said “Crocodile Safety,” followed by the words, “Very Low Crocodile Risk.”   Seeing a sign like that, I naturally began to wonder what they mean by “very low crocodile risk.” Does low risk mean the worst case is you’ll lose a foot or an arm? Or does it mean the other person swimming […]

Quit Stating the Obvious! You’re Boring Your Customer!

You may think it’s important, but does your customer? Is what you’re sharing with the customer nothing but a statement we’ll call a blinding flash of the obvious? I was just in Australia and saw this sign, “Danger Crocodiles,” with the words “No Swimming.” Excuse me, but did I miss something with my limited knowledge […]

Sales Motivation Video: Why Do Your Customers Like Doing Business With YOU?

I want you to list all the reasons your customers like doing business with you.  Yes, all of the reasons. Then compare your list with the lists of the other people on your sales team.  Too often we overlook many of the reasons customers like doing business with us.  Yet these reasons are great sales […]

Executive Sales Leader Briefing: How Good Are You at Handling Change?

Leaders and salespeople think they are good at how they can handle anything that gets thrown their way, but too many times I see just the opposite. When a change occurs, are you one who expects others to change so you don’t have to? With customers, are you forcing them into your world or are […]