Mark Hunter's Blog, page 9
May 8, 2024
Why Are YOU in Sales?
Whether or not you got into sales for the right reasons, (I sure didn’t!) it’s not too late to find purpose and satisfaction in what I think is the best profession in the world.
What is the primary reason you’re in sales?I admit I first got into sales only because of the money and the car. I couldn’t afford car insurance, and I needed a job that supplied me with a car. As a result, I sought out a sales job that supplied me with a company car. That was my motivation for being in sales.
So between the money and car, I was a happy camper. But you know what’s funny? I got fired from my first two sales jobs. I didn’t know why I was in sales. Or perhaps I did, but it wasn’t the right reason to be in sales.
via The Sales Hunter on GIPHYWhat is your motivation for being in sales?
It wasn’t until my third sales job that my boss pulled me into his office, sat me down, and really grilled me as to why I was in sales and whether or not I was committed. He could tell that I wasn’t in sales for the right reason.
He said, “Until you focus on the customer; understanding the needs of the customer, what drives the customer, why we’re helping the customer—you’re not going to be successful.”
I still remember that day very well—I was on my way to getting fired from my third sales job! I thank my boss, Bob Stone, for sitting me down.
Sales is about the customer. Sales is not the commission. It is not all the other thrills and chills that we get out of it. Sales is totally about the customer. Without the customer, we wouldn’t have sales. We wouldn’t have commissions, we wouldn’t have a job.
And yet I find so many salespeople not paying attention to that, and instead racing forward. They have the initial call and if they’re in tech, they want to race to the demo and they want to try to close. But it never happens, because they didn’t take the time upfront to really understand the customer. Understanding the industry is not enough, that individual customer requires special attention.
Prospecting the top of the funnel is all about understanding the customer, understanding their needs. If we can’t be committed to that, we’re not going to be successful.
Be thankful for the opportunity to work with customers.Read these 6 Things Customers Need Before They Buy
Do you value your customer?
Each day, I want you to stop and be thankful for the opportunity to work with your customers regardless of where we are in the process, or the quality of customers you might have. Without them, you wouldn’t have a job.
Sales is a people business. Understanding their needs is where it happens.
Hidden Dangers of Sales Shortcuts
Shortcuts in sales are the quickest route to misunderstandings and unmet expectations.
Find Ep. 201 on The Sales Hunter Podcast now.
How to Get a Meeting with Anyonew/ Stu Heinecke
+Empower yourself in this episode to connect with those who can transform your business landscape.
Episode drops WEDNESDAY, 5/8/2024!!
An Exclusive Community Dedicated to Crafting the Best Salespeople
Kickstart your sales goals; learn more about the Mastermind here.
The Most Comprehensive Prospecting Training Available.54 modules at your fingertips. The learning starts now.
Watch them all, or pick and choose what you need to improve.
Click here to learn everything you need to know about turning prospects into profits.
via The Sales Hunter on GIPHY
Copyright 2024, 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 Why Are YOU in Sales? first appeared on The Sales Hunter.
May 1, 2024
4 Keys to Achieving Success in Sales
I want to help you see and achieve the sales success you didn’t think was possible.
Combine these four things and you’re going to be well on your way to achieving success in sales.
1. Discipline and focusThe best salespeople in the world are incredibly disciplined with their time and incredibly focused on their objective.
They know exactly who they’re dealing with and what their objectives are. They have laid out their plan, and are strict with their time. In fact, they’re willing to do things that the average performer will not.
A top performer does the tasks that others don’t want to do—making prospecting calls, staying late, working longer, being more diligent with their time. They get more done in the day because of their time management.
2. Commitment to understanding the customer.Read more about How to Make the Most of Each Day.
The key to achieving success in sales is understanding the needs of the customer. I can have all these names I want to contact, but until I understand their needs, forget it.
How can I put a solution on the table until I understand their needs?
This is why it’s number two, because discipline and focus gives me the time and the process to be able to spend more time with the customer to truly understand their needs.
The average salesperson races forward and never understands the needs of the customer, and then wonders why they can’t close deals.
On the other hand, when you’re achieving success in sales, you can’t even think about proposing or putting anything on the table about the product or service until you understand their needs.
3. Who you associate withWe become the average of the five people we associate with the most. Jim Rohn said that line years ago, and I firmly believe that.
As I look back over my career, the times that I’ve been absolutely successful, I’ve been surrounded by great salespeople. We lift each other up. Other times I’ve struggled and I look back and I realize, that’s because I wasn’t around top performers. I was around low, even average performers.
This is why top performers always have a peer group they can reach out to and connect. You have to be absolutely careful about who you associate with, and if they’re not a top performer, you don’t have time for them.
Spending time with other top performers is going to lead you to better answers, better questions, better ideas as to how to understand your customer better.
4. Where you draw your strengthAn amazing peer group is the Sales Logic Mastermind. Started by Meridith Elliott Powell and myself, this community is dedicated to crafting the best salespeople. Driven by ambition but seeking direction? Click here to learn more.
This is often your faith, your personal faith, your belief system. For me, it’s my belief in God; it’s my walk with Jesus.
Some of you might be getting a little bit squirmy, but here’s why I say this. My faith is my anchor. Now, you may not choose that. You may choose something else, but you have to have a belief system.
Being in sales, even if you’re disciplined and focused, even if you’re hanging out with the right people, it’s still rough out there. Every top-performing salesperson I deal with has a very strong faith.
Yes, there are going to be highs, there are going to be lows, and it’s your belief system that anchors you.
It’s your belief system that allows you to start the day off right. My personal faith is something I start off with each day—combined with my exercises—and it’s made me the man I am today.
Consistency Creates Credibility
Consistency has the power to craft a credible reputation.
Find Ep. 199 on The Sales Hunter Podcast now.
Happy 200th Episode The Sales Hunter Podcast!5 Sales Myths that Kill Sales
+Could these common sales myths be undermining your success?
Episode drops WEDNESDAY, 5/1/2024!!
An Exclusive Community Dedicated to Crafting the Best Salespeople
Kickstart your sales goals; learn more about the Mastermind here.
The Most Comprehensive Prospecting Training Available.54 modules at your fingertips. The learning starts now.
Watch them all, or pick and choose what you need to improve.
Click here to learn everything you need to know about turning prospects into profits.
via The Sales Hunter on GIPHY
Copyright 2024, 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 4 Keys to Achieving Success in Sales first appeared on The Sales Hunter.
April 24, 2024
3 Ways Sales Begins with You
If you can begin with these three things, you will be successful in sales. But if you don’t believe in yourself, your process, and your ability to help your customer, success will be difficult for you.
1. Believe in yourself 100%.Too many salespeople don’t believe in themselves. They don’t have enough confidence, and if you don’t have enough confidence, how do you ever expect your customers to buy into what you say?
Belief in yourself means that you have the ability and the skillset to inspire confidence in you. Now, that’s not to be confused with arrogance. But you know that you’re capable of making things happen.
2. Be committed to your process.
So many salespeople just throw a bunch of darts against the wall. Whatever sticks today is what they work on. Instead, you have to have a process and be committed to it. Don’t make it elaborate, keep it simple.
I have found that you can have a process, but unless you believe in yourself, you won’t execute the process. This is absolutely fundamental and I can’t stress it enough.
3. Know that you can help your customer. You must have an unwavering commitment that you can help your customer. Notice I did not say your product—the sale doesn’t begin with your product.
So many salespeople are afraid to reach out to somebody. If you have the ability to help someone, you owe it to them to reach out. Think about the power of that.
Remember, it all begins with you. I want to spend the first 15 minutes a day preparing myself. Don’t jump into a customer, rather prepare yourself first, prepare your process, and know how you’re going to help the customer.
Read Mark Hunter’s How to Make the Most of Each Day.
6 Steps to Prospecting with Integrity
Get actionable insights that will not only elevate your sales performance, but also leave you feeling proud of the value you bring to every interaction.
Sales is the greatest profession in the world!
Find Ep. 197 on The Sales Hunter Podcast now.
Transparency as the Key to Sales Success
w/ Todd Caponi
+Bridge the gap between the time-tested tenets of honest salesmanship and practical application in today’s high-pressure sales environments.
Episode drops WEDNESDAY, 4/24/2024!!
An Exclusive Community Dedicated to Crafting the Best Salespeople
Kickstart your sales goals; learn more about the Mastermind here.
The Most Comprehensive Prospecting Training Available.54 modules at your fingertips. The learning starts now.
Watch them all, or pick and choose what you need to improve.
Click here to learn everything you need to know about turning prospects into profits.
via The Sales Hunter on GIPHY
Copyright 2024, 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 3 Ways Sales Begins with You first appeared on The Sales Hunter.
April 17, 2024
Do I Have Top Performers on My Sales Team?
If you’re a sales manager, use these 14 questions to help you determine whether or not you really have top performers.
A lot of people say or think they’re top performers, but they’re not. If you’re not a manager, how do you personally measure up to these standards? Where can you grow?
1. Does the individual look at their sales quota and share with their leader a plan to overachieve it?Top performers don’t look at their quota and say, how am I going to hit it? They look at it and say, how am I going to overachieve it?
2. Does the individual actively engage others in the company to help them become stronger?Do they seek others and use other resources to help them become a better salesperson?
3. Does the individual person plan their business at least three quarters out?They’re not just working one quarter out, rather they’re looking much further into the future.
via Nickelodeon on GIPHY
4. Is the individual quick to use subject matter experts in the company to help them with a customer meeting?
Lone wolves will sit there and say, “I want to do it all myself.” Lone wolves may be successful for a while, but they’re never successful forever. The top performer reaches out and grabs those subject matter experts to help them.
5. Does the individual provide insights to senior management in a positive manner?They don’t just bellyache to senior management, but they provide insights with a good attitude. They’re always looking at things from an optimistic view.
via The Office on GIPHY
6. Does the individual effectively manage their time, have a routine and how to do things, including how they start each day?
Top performers are very regimented in their focus and how they do their time. If they can’t tell you exactly how they start their day, guess what? They’re not a top performer.
7. Is the individual being sought out by other companies to join their sales team?
Don’t let somebody tell you they’re a top performer if there’s never been another company trying to poach them. Top performers may not tell you when they have recruiters calling them, but you can tell or get wind of it.
8. Do customers view the individual as a resource for information and insights that go beyond what they sell? High-potential salespeople don’t just sell to their customers, but they help them run their business. They help them do everything, and customers will view the individual as a resource for more information.
9. Does the individual have an optimistic attitude and refrain from any negative talk about others in or outside the company?I can’t be a top performer and be negative.
10. Is the individual regularly giving referrals, not just getting referrals, but giving referrals?Top performers give referrals. They know the value of giving referrals.
11. Is the individual continuously remaining in touch with customers and working to develop more long-term relationships?Check out the How to Get More Referrals Masterclass available for $59.
You may have a sales process that once the salesperson lands the account, it gets handed off. However, top performers still find a way to stay in touch because they’re always working and looking at ways to develop long-term relationships.
via The Tonight Show Starring Jimmy Fallon on GIPHY
12. Does the individual exhibit a style and approach that puts the customer first and takes the time to understand them both professionally and personally?
Top performers don’t run in and say, “Buy for me. Buy for me.” Instead, they say, “Talk to me. Tell me about your business. Tell me about you.”
13. Is the individual continually looking to increase their knowledge?They’re never content just knowing what they know. They always want to learn.
via GIPHY
14. Does the individual demonstrate consistency in the time it takes them to respond to emails, phone messages, et cetera?
They’re consistent with that because they’re such control freaks with their time and their process.
What to Do When the Customer Says ‘No’
It’s not the end, but rather a pivotal moment to gain insights and sharpen your approach.
Find Ep. 195 on The Sales Hunter Podcast now.
Strategic Pricing for Maximum Profit
w/ Mark Stiving, Ph.D.
+Why many salespeople struggle to hit their target prices
+How companies can maximize price right now
Episode drops WEDNESDAY, 4/17/2024!!
An Exclusive Community Dedicated to Crafting the Best Salespeople
Kickstart your sales goals; learn more about the Mastermind here.
The Most Comprehensive Prospecting Training Available.54 modules at your fingertips. The learning starts now.
Watch them all, or pick and choose what you need to improve.
Click here to learn everything you need to know about turning prospects into profits.
via The Sales Hunter on GIPHY
Copyright 2024, 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 Do I Have Top Performers on My Sales Team? first appeared on The Sales Hunter.
April 10, 2024
Self Evaluation: Will I Be Successful Prospecting
I’m going to walk you through ten questions, and I want you to answer truthfully. The total number of yes’s or no’s are going to help you determine whether or not you’re going to be successful prospecting.
At the end, scroll down to see what your results mean!
1. Do I have a dedicated time to prospect daily or weekly, and do I honor those times?People who are successful do not deviate from prospecting. They have a regular time and they stick with it.
2. Do I know the number of conversations I need to have each week to keep my pipeline full?In other words, salespeople who succeed know the numbers they need to achieve, and they’re absolutely fixated on achieving those numbers. They know if they do, they can meet or exceed their goals.
via GritTV on GIPHY3. Do I have a clear definition of who my ideal customer is?
How clear is your ICP—Ideal customer profile? It’s not just throwing mud against the wall, but rather making sure I’m absolutely laser-focused on just those who are my ideal customers. Otherwise your pipeline gets clogged with dead ends.
4. Do I have at least five questions I can ask a prospect to engage them quickly?What am I going to do if they actually answer the phone? I need five questions I can ask a leader or prospect to foster a conversation that will lead to another one.
via US National Archives on GIPHY5. Do I have a clear definition of what it takes to move someone from just a name to a qualified lead?
Do I know exactly what the criteria is that they have to achieve?
I have to see something to know this is more than just a name.
Read these four questions to qualify leads earlier.
6. Do I review my prospecting activities before each day to ensure I’m clear on my goals? If I don’t know where I’m starting, and I don’t know where I finish, I’m lost. Instead, get absolutely focused on what your specific prospecting activities for the next day are.
The key is to do it the night before, or work day before. Write it down and you’ll hit the ground running each morning.
7. Do I have a defined process to get referrals?So many salespeople fail to leverage referrals. That’s part of prospecting, too.
Referrals are a key way to get more business because they’re practically pre-qualified.
via GIPHY8. Do I have a detailed follow-up process?
We don’t close deals with one call unless you’re selling pencils. Do I have a very succinct follow-up process as part of my cadence?
via Saturday Night Live on GIPHY9. Is all my prospecting communication centered around the needs of the prospect or are they screaming of how wonderful I am?
Sometimes you can tell this by who talks more on a prospecting call. Do you get caught up talking about your experience or resume, or do you ask questions in order to sit back and listen?
10. Do I hold firm to a solid discovery process with any lead before even thinking about a demo?I don’t try to race forward until I’ve first done discovery to truly understand what their need is.
If you answered YES to eight or more, you’re a top performer when it comes to prospecting. YES to five to seven? You’ve got potential, but you need to step it up. YES to four or fewer… in your current state, you have little chance at being successful.
…Ask yourself this question. Was I truthful? Would someone who knows me, or someone who works beside me score me the same way?
via Late Night with Seth Meyers on GIPHY
The Pitfalls of Using Price to Close a Sale
It’s time for a mindset shift when it comes to price.
Find Ep. 193 on The Sales Hunter Podcast now.
Conquering Procrastination in Sales
w/ Mary Kelly, Phd.
+What makes salespeople hesitate.
+How to take action, put fuel back in the tank, and get more wins.
Episode drops WEDNESDAY, 4/10/2024!!
An Exclusive Community Dedicated to Crafting the Best Salespeople
Kickstart your sales goals; learn more about the Mastermind here.
The Most Comprehensive Prospecting Training Available.54 modules at your fingertips. The learning starts now.
Watch them all, or pick and choose what you need to improve.
Click here to learn everything you need to know about turning prospects into profits.
via The Sales Hunter on GIPHY
Copyright 2024, 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 Self Evaluation: Will I Be Successful Prospecting first appeared on The Sales Hunter.
April 3, 2024
How to Make the Most of Each Day
You can increase your sales performance significantly just by practicing time management.
Time is one of our only resources in short supply.
I’m going to share 10 strategies for how you can get control of your time.
1. Plan your day. “Tomorrow begins today.”If you wake up in the morning and you haven’t planned the day out, specifically what you’re going to do, guess what? You’re going to waste.
2. Build your plan, work your plan.
You’ve taken the time to build your plan the night before, then that day you actually work it.
You own the day. Don’t let the day own you.
3. Know your numbers.This doesn’t mean your quota.
This number is the key metric that you need to hit every day to achieve success in your job. An example could be the number of calls you need to make, the number of emails you need to send, or conversations you have to have.
Know your metrics, and that if you hit them, you will be successful.
via netflixlat on GIPHY4. Practice the 10:00 AM rule.
Take your smartphone and you set the alarm for 10:00 AM.
If I can accomplish something significant by 10:00 AM, I will have made it a great day. On the other hand, if I wait and I’m about to do something significant—make that big call, work on that important proposal—in the afternoon…chances are you won’t get to it.
You’ll wind up pushing it off to the next day.
Get it done and get it done before 10:00 AM. This way, even if the day goes poorly, you will have had a good day.
5. Block your time and honor your calendar.You block time on your calendar for the prospecting calls, the meetings you’re going to have, but you should also block time with yourself,
Read this to learn more about time blocking.
6. Schedule meetings with yourself. That’s the white space in your calendar. It’s very important that you schedule meetings with yourself so that you have time during the day to update your CRM system, respond to emails, etc.
7. Reward yourself.Take credit when you accomplish a significant task or activity by turning off work and pursuing something else.
I do this all the time. If I’ve accomplished something significant, I’m going to take 10 minutes and just stop. I’m going to go check ESPN.com or I’m going to go do something I want to do to reward myself.
It helps me feel a sense of accomplishment and it gets me back in a groove when it’s time to work again.
via Best Besties on GIPHY8. Celebrate the activities and assess your actions at the end of each day.
I want you to stop and celebrate your day. I want you to congratulate yourself on the most significant thing you did all day. You may have had a terrible day, but maybe you had one phone call go well. Congratulate yourself.
Then you say, what is it I need to do differently? What is it that I need to change? This is going to help you with Number 1, so you can plan what you’ll do differently tomorrow.
9. Stay focused on your objectives.Before each action you do, ask yourself, is it going to move me closer to achieving my goals?
The key is not to be busy. The key is to be productive. I’m productive when I’m moving myself closer to achieving my goals.
10. Be obsessed with your routine.Be obsessed with boredom.
The most successful, highly productive salespeople I know are extremely routine-oriented, and they do it with vigor every day. Their success is because they do it every day.
It’s like going to the gym. You can’t think you’ll get physically fit by only going once every couple of weeks. You’ve got to go regularly.
Routine and Discipline Over Goals
Mark shares the true path to achieving your numbers—and it’s not through your goals!
Find Ep. 191 on The Sales Hunter Podcast now.
Expert Insights for Peak Sales Performance
w/ Jon Alwinson
+Strategies for salespeople and sales managers to excel and lead in the competitive world of sales.
Episode drops WEDNESDAY, 4/3/2024!!
Start off 2024 with the Most Comprehensive Prospecting Training Available.54 modules at your fingertips. The learning starts now.
Watch them all, or pick and choose what you need to improve.
Click here to learn everything you need to know about turning prospects into profits.
via The Sales Hunter on GIPHY
Copyright 2024, 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 Make the Most of Each Day first appeared on The Sales Hunter.
March 27, 2024
How to Close the Deal, Convert the Relationship
Closing deals is about continuously converting sales relationships from prospect to long-term customer.
I don’t like the word close because it is synonymous with terminating, or ending. I want to convert and have the customer around for a long time. Helping you with other things in the future means additional business!
Give a clear, timely CTA.This blog continues our series on The 7 C’s of Successful Sales Hunting
Converting is a process we go through at each step, each conversation, each communication because we have a very clear call to action.
I’m amazed at the number of salespeople who send out emails, leave phone messages and so forth, and there’s really no CTA and if they do leave a CTA, it’s not time sensitive—it’s not urgent.
If I really want to convert, I’m going to give you a CTA that makes you think, Ooh, I need to respond to that, because it is timely and urgent. Next time you leave a voicemail, or send out an email, ask yourself, is my CTA clear and is it time-driven?
Align your value prop with the customer’s desired outcome.When I convert, it really comes down to this very simple thing: what’s my value prop, and does it line up with the outcome the customer’s looking for?
If I do this, I’m going to be able to close the deal. In fact, if I do this, it’s going to allow me to achieve the holy grail in sales—repeat business! Because the only good deal is the one that leads to the next one.
Less is more.When you try to close a customer, are you being clear? Are you being definitive, or are you giving them a whole smorgasbord of options they may or may not need? If you are, you’re not going anywhere because a confused customer doesn’t buy.
via Achievement Hunter on GIPHY
Whenever I do a CTA, it needs to be about one thing, and one thing only.
If I can’t be clear to the customer, how in the world can I ever expect the customer to be clear to me? Remember, it may be clear in my head, but only because I walk it, breathe it, live it every day.
Never send a plan without legs attached.How do you frame up the close? So many salespeople blow it because they merely email the customer their proposal. Don’t do that.
Never send a plan without legs attached. If I’m going to send a plan out, I’m going to make sure that I’m on the phone with you as we go through it. Otherwise, if I send the plan out, you’re naturally going to cut to the last page and see what the price is.
via Bounce on GIPHY
I never put a value proposition on the table without first sharing what the customer and I have agreed is the problem, the magnitude of the problem, the size of the problem, and how my proposal is going to help them solve that.
If I just put the price out, you’re going to be consumed by looking at the price. Whereas if I get you thinking about the problem you have, then suddenly the price no longer becomes the critical issue.
This is going to be the single biggest thing that’s going to change your close ratio. Nevertheless, you can’t put your value proposition on the table until you truly understand their needs.
Slow down to speed up the deal.What I’ve found is you slow down to speed up the close.
Take your time framing up your proposal by sharing the problems they have and how your solution is going to help them. Suddenly your close ratio is going to increase dramatically.
Read these 6 Questions to Solidify Your Value Prop
Why Cookie-Cutter Value Props Limit Success
How to listen so your value prop is tailored to the customer’s needs.
Find Ep. 189 on The Sales Hunter Podcast now.
The Seller’s Journey v.s. The Buyer’s Experience
w/ Richard Harris
+Flip the script on the buyer’s journey narrative and introduce yourself to the concept of the seller’s journey.
Episode drops WEDNESDAY, 3/27/2024!!
Start off 2024 with the Most Comprehensive Prospecting Training Available.54 modules at your fingertips. The learning starts now.
Watch them all, or pick and choose what you need to improve.
Click here to learn everything you need to know about turning prospects into profits.
via The Sales Hunter on GIPHY
Copyright 2024, 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 Close the Deal, Convert the Relationship first appeared on The Sales Hunter.
March 20, 2024
How to Build a Foundation of Competence and Customer Trust
You can make active choices to build credibility, but in the end it’s customer perception that has the final say.
What do your customers believe?This blog continues our series on The 7 C’s of Successful Sales Hunting
We all think we’re credible, but it’s irrelevant what we think. What do our customers believe?
Would you buy from a salesperson who you didn’t deem as credible?
via GIPHY
We don’t buy stuff just for the sake of buying, but because it’s going to help us with something and has a level of credibility.
We and our products both have to be credible. So what are we doing to help ourselves? “Hey, I’m going to do what I say I’m going to do.” That’s the bare minimum. That’s too easy.
Credibility is going past what is expected.When a product you buy delivers more than you expected, you suddenly have a lot more confidence in that product. When a salesperson does more than you expect them to, it increases their level of credibility with you.
It makes the relationship, the transaction, the potential for additional sales much easier. We have to go past what is expected.
When was the last time you engaged a customer in a conversation that got both you and the customer thinking? To me, that’s creating credibility because you’re willing to go the extra mile.
via GIPHY
Product knowledge isn’t paramount. You might think, “Well, if I don’t know my product, how can I talk about my product?” Yes, credibility is in the knowledge that you have about your product, but it’s much more than that. If you wait until you’re the master of all things, you’ll never undertake a sales call.
Credibility is not about knowing everything about your product. It’s knowing just enough to be able to have a conversation and occasionally say, “Hey, I don’t have the answer, but I’m going to get back to you by this afternoon,” and by that afternoon you deliver it in the promised time frame.
In fact, exceed their expectations by getting it back before you even said you would. I may never have the answers to everything, but I’m going to demonstrate to the customer that I will find the answers.
Plus, I’m going to ask you questions that are going to challenge your thinking, because ultimately we’re going to come up with a better solution.
via Animanias on GIPHYReferrals, reviews and reputation matter.
Sometimes I can’t deliver what you’re looking for, and I’ve got to refer you to somebody else. Credibility includes bringing in that subject matter expert to help the customer.
Are your customers speaking positively about you when you’re not around? Are they giving you referrals? Or when you ask for referrals, do they willingly give you referrals?.
You’re not credible if you’re not getting referrals, testimonials, or reviews.
If those are the outcomes you desire, start by doing more than what is expected.
Read more about how to create your own referral network.
How to Overcome a Lack of Engagement
How to shift your messages from noise to necessity by focusing on benefits over features.
Find Ep. 187 on The Sales Hunter Podcast now.
How to Be a Sales Opportunity Maker
w/ Derek Roberts
+Preparation allows salespeople to be present. Could you enhance your sales through authentic listening and connection?
Episode drops WEDNESDAY, 3/20/2024!!
Start off 2024 with the Most Comprehensive Prospecting Training Available.54 modules at your fingertips. The learning starts now.
Watch them all, or pick and choose what you need to improve.
Click here to learn everything you need to know about turning prospects into profits.
via The Sales Hunter on GIPHY
Copyright 2024, 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 Build a Foundation of Competence and Customer Trust first appeared on The Sales Hunter.
March 13, 2024
5 Ways to Nurture Connections for Sales Growth
Connection begins with your sales prospecting process.
I can have the best product, the best price, the best service, the best everything, but if customers and prospects don’t hear from you, it’s totally meaningless.
1. Connect through gratitude and referrals.This blog continues our series on The 7 C’s of Successful Sales Hunting
The number of connections you’re able to have each week is a real determining factor of your sales success.
How many conversations are you having each day? Not how many emails you’re sending out, but how many conversations?
How many referrals are you giving each week? How many people are you thanking each week? Hold on, Mark, what are those last two all about?
You may be giving somebody a referral as a way of connecting with them. That’s a key part of sales. It probably isn’t going to directly result in a sale to you. You may be giving away a customer, but that connection moves you to a different status with each of the parties. You’re investing in those relationships which could pay great dividends in additional opportunities in the future.
via Angie Tribeca on GIPHY
How many people are you thanking? When we take the time to thank people, it’s amazing at how it changes our own demeanor. It even changes our level of hearing, our level of connection, adjusts our frame of mind.
2. Some connections occur without you.The conversation becomes absolutely critical, and many times the connection is going to happen without you involved at all. All it takes is one person talking to another person.
I have this happen all the time. Somebody knows me and refers somebody else to me. I love it.
Tap the image or click here. to register!
3. Connect through following up.Follow up is where the sale is made. I see too many salespeople give up after two or three calls. I called that person five times. They never responded, so they must not be interested.
Hold it. I’ve gone for months and even years of reaching out to a person to close the deal. I recently closed a deal with somebody who I had been pursuing for three years, and they wound up being an absolutely great customer.
What was my cadence? I reached out to them every month, every six weeks. It wasn’t like it was every week, this was a senior level person, so that type of communication was going to work for them. I was always bringing them some value-added insights and information.
I’ve got several more prospects that I’ve been reaching out to for pretty close to a year. And you know what? I’m not giving up. I bet my CRM system would show I’ve reached out to them 20 or 30 times, but I’m not giving up. I know I can help them, and I just have to be patient.
4. Connections take time.These companies I’ve been reaching out to for almost a year, I know they’re reading my messages, but they’ve not chosen to respond….yet. But I want to be in the forefront of their thinking when it comes time to make a decision.
Sure, I’d love to be able to get them on the phone. I’ve tried many, many, many times to get them on the phone. It hasn’t worked yet, and that’s okay. I am not going to stop.
Yes, connection occurs when I reach out and you respond, but connection also occurs when I reach out to you and all you do is think about it.
via Your Happy Workplace on GIPHY5. Connect through personalized messages.
Don’t take the shortcut and say, “Oh, Mark, this is all my way of marketing. Every one of these people I’m reaching out to, they’re on my email list. I send out a weekly email.“
I’m talking about connecting with personalized messages, not mass emails.
I’m doing that intentionally. It allows me to gain more insight, and the more personalized I make it, the greater my probability of success.
So ask yourself those three questions:
How many conversations are you having each week?
How many referrals are you giving each week?
How many people are you thanking each week?
5 Strategies to Enhance Communication
Capture your customers’ attention, or risk them checking out quickly.
Find Ep. 185 on The Sales Hunter Podcast now.
How to Simplify Your Selling Process
w/ Scott Schilling
+Have you ever wondered how to cut through the noise and make selling simple?
Episode drops WEDNESDAY, 3/13/2024!!
Thank you, reader!
via FOX TV on GIPHY
We’re pleased this blog has earned recognition by Top Sales Awards!
Thank you to everyone who follows the blog and has shared it with a friend or colleague.
We wish you great selling in 2024!
Start off 2024 with the Most Comprehensive Prospecting Training Available.54 modules at your fingertips. The learning starts now.
Watch them all, or pick and choose what you need to improve.
Click here to learn everything you need to know about turning prospects into profits.
via The Sales Hunter on GIPHY
Copyright 2024, 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 5 Ways to Nurture Connections for Sales Growth first appeared on The Sales Hunter.
March 6, 2024
6 Steps to Customer-Centric Communication
I find too many salespeople think that sales is all about emails, emails, emails, social media, emails, emails, social media.
It’s much more than that. If I want my messaging to succeed, I have to be able to master every form of communication.
1. Master every form of communication.This blog continues our series on The 7 C’s of Successful Sales Hunting
I’ve got a tremendous number of customers that I was only able to reach by phone. That’s an unusual thing. The phone works far more than we give it credit for.
Well, nobody answers the phone. Guess what? Nobody responds to your email either.
Watch this 6-minute podcast about prospecting with voicemail.
We have to master every form of communication, including text messaging and social media depending on the audience, the age, etc. Use the medium that the customer wants to use, but also do it at the time and the frequency that the customer wants.
2. Find your customer’s preferred timing.What’s their timing? Is it early morning? Late in the day? Is it Monday or Friday?
Of course, this is going to vary by industry and type of person you’re reaching out to.
Don’t think your preferred communication methods are the same as theirs.
3. Fridays and Saturdays might surprise you.In fact, the best days to prospect might not be what you think.
I love to say that Fridays is for selling. Fridays is for closing deals. I’m amazed at the number of deals I’m able to close on a Friday afternoon because customers want to get this off their plate. Since nobody else is calling them, and afternoon meetings tend to die down on Friday afternoons, this is prime time.
via The Office on GIPHY
I have conversations that I don’t normally get during the week, and it’s the same for Saturday mornings. Saturday morning is a great time to be reaching via email to senior-level people, because they don’t stop working on the weekends. They’re working on their business, and I get great results by reaching out at that time.
Tap the image or click here. to register!
4. Brevity and clarity matter.Regardless of the medium, you’ve got to understand two things: brevity and clarity. Brevity wins first. You could have the best message in the world, but if it’s too long, forget it. They’re not going to read it, or listen if it’s a voicemail.
Clarity gets them to embrace it, not necessarily to respond, but to embrace it. So many times we get somebody on the phone or we have an email and we want to tell them everything. Wait, have you taken the time to identify their needs yet? If not, you run the risk of oversharing.
Ask yourself, is your communication leading first with questions or is it story time of your life? One of the biggest facets of communication is getting the other person to respond. The conversation can’t be one-sided.
5. Communication isn’t what you say, it’s what you hear.Here’s a very simple rule of thumb: are my conversations starting off personal or professional? It’s going to vary by the type of person I’m reaching out to, but either way, I’ve got to start the conversation by making it about them.
One way to achieve engagement is in the questions I ask. I’ll only find out the best way I can help them solve their problem if I get them talking.
via ABC Network on GIPHY6. Choose conversations over presentations.
The best sales presentation ever made is the presentation never given.
Marketing (or you) have created this unbelievable PowerPoint presentation. It’s all the stuff you ever wanted to know. However, the customer doesn’t want to hear that, they want a conversation.
I’ve taken the time to create this presentation, and I know my stuff. That’s good. But then I want you to take a step back and realize that it’s not about giving the presentation, it’s about having a conversation and allowing the customer to share.
I know my stuff. I know my content, but I’m going to share it with you by way of questions and a conversation. That’s what your customer’s looking for.
Confidence v.s. Arrogance
Confidence is contagious. Arrogance is contagious, too.
Find Ep. 183 on The Sales Hunter Podcast now.
The ChatGPT Sales Playbook
w/ Sam Richter
+How to set up each prompt for success by priming the AI with a persona, goal, intended audience, etc.
Episode drops WEDNESDAY, 3/6/2024!!
Thank you, reader!via FOX TV on GIPHY
We’re pleased this blog has earned recognition by Top Sales Awards!
Thank you to everyone who follows the blog and has shared it with a friend or colleague.
We wish you great selling in 2024!
Start off 2024 with the Most Comprehensive Prospecting Training Available.54 modules at your fingertips. The learning starts now.
Watch them all, or pick and choose what you need to improve.
Click here to learn everything you need to know about turning prospects into profits.
via The Sales Hunter on GIPHY
Copyright 2024, 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 6 Steps to Customer-Centric Communication first appeared on The Sales Hunter.
Mark Hunter's Blog
- Mark Hunter's profile
- 25 followers
