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A Mind For Sales: Sales Book Club with Mark Hunter


This week's episode is entitled "A Mind For Sales: Sales Book Club with Mark Hunter" and our guest is Mark Hunter, one of the best voices in B2B sales today. Mark is the author of numerous books including the brand new book, A Mind for Sales.

These are uncertain times.  A lot of prospects are slowing down on things.  Mark is talking to sales leaders all day long trying to figure out how to keep their team motivated and how to keep selling, how to keep selling with empathy.

I ask Mark what general advice he's giving based on what he's seeing in the field?

Look at the long picture. Look at the long game. Don't try to play the short game, play the long game. We're going to get through this. We're going to get through this. I'm very optimistic.

The piece that I'm saying right now, short term, is you need to be listening to everybody's backstory. Everybody's got a backstory, a personal backstory and a professional backstory and you got to take a couple minutes and listen to that. Listen to it with empathy because you know what?

You've got a back story. What's happened so far to you and how are you responding to it? And if we demonstrate that, it's amazing how we create a much better connection. There's a lot of business being done out there, a lot of business, a lot of opportunities, but you just have to take the time to listen, and listen more intently.

And that's advice that you could give at any time. You could've given it three months ago. You can give it six months from now-- Use your active listening skills and understand where someone's coming from. I've heard pros and cons of people saying, giving the what's keeping you up at night question and making questions too broad.

How do you exercise active listening? How do you let your prospect share while still maintaining control and direction of the conversation?

Mark, in his book talks about minefields and the mind traps, M-I-N-D traps.  I ask him to talk about the things many sellers face when they have good intentions. They develop their systems, they do some of the things he's talking about, but then they start to execute and they lose. Seeing they lose momentum, they lose confidence. I ask, what are some of those common minefields of mind traps and how do you get around those? 

This and a lot more...

Listen in now or read the full transcript on our blog starting Monday, 4/20.  


Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

High Profit Prospecting with Mark Hunter

Mark Hunter is here to talk about sales. His new book: High Profit Prospecting, and his best seller give him the credibility that you need to listen in, take notes. We dove right in.

If you have to discount the price to close the deal, that means you are prospecting the wrong people. You can't make a WalMart shopper into a Nordstrom Customer.

Social Media without Social Community is Social Stupidity. It's a conduit. You must have something to share that is of value.

Think about this, too - how to leave an 8-11 second voice mail message. Stop embarrassing yourself.

Matt reminds us that phone and email are NOT dead. The phone is the most valuable tool he uses.

Stop being afraid to prospect and defaulting to social media. Don't hide behind social posts, tweets, likes, and emoticons. PICK UP THE TELEPHONE. It's an amazing tool when used right. You should learn one piece of information about them in the first call and begin to engage them.

Do you have call or prospecting reluctance?
Why? You don't have to close them in the first call. Your objective is to earn the right, privilege and respect to be able to call them again. COLD calling is dead. NOT CALLING, COLD CALLING is dead. You need to know something about them, their industry, their pain.
There are valuable tips in this episode, questions you need to ask yourself and your reps.

About Mark Hunter: (LinkedIn) (Twitter) (Website)
Mark Hunter is "The Sales Hunter." He helps companies and salespeople find and retain better customers. He is also the author of the best-selling book, High-Profit Selling.

He is recognized as one of the "Top 50 Most Influential Sales and Marketing Leaders." All of this has him traveling globally nearly 230 days per year, working with companies to help them grow their top-line sales and bottom-line profits.

He is known for his sales growth strategies and consultative selling approach to business. Mark Hunter is frequently quoted in the media and is a keynote speaker at major conferences on the subject of sales and sales leadership. His sales techniques are in use today by salespeople on 5 continents and in more than 100 different countries.
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