To my next guest, “Sales is not a job.” Sales is his life and helping others achieve their full potential is his #1 mission. [That right there provides some insight into his extraordinary character!] He is recognized as one of the top 50 most influential sales and marketing leaders in the world. He is author of three best-selling books, “High-Profit Prospecting” and “High-Profit Selling” and his newest “A Mind for Sales” on its first day of release zoomed to #1 bestseller status on Amazon. He never intended to work in the sales industry but when the last name on your birth certificate is “Hunter,” a sales career has to be in your DNA & destiny, right!
  • Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

 

3 Value Bombs

  1. Customers are not bowling pins. Many salespeople treat customers like bowling pins – just knock them down and move on to the next set of pins. Customers are human beings and they have “needs”. The problem is most customers don’t know what they don’t know. All it takes is 1 question to engage a prospect.
  2. Everyday you need to focus on 3 things: 1) Protect your time – This is the most valuable asset you have 2) Grow your mind – What did I learn today and how am I going to use it tomorrow? 3) Nurture your network – Your net worth is the sum of your network.
  3. Sales is not about closing a customer (that’s final); instead, it is about creating an opportunity. Your objective each day is to influence and impact each person you come in contact with. When you do that, you will have earned the right, the privilege, the honor and the respect and you’ll be able to meet with that person again.

Sponsors

VIRTUAL SALES TRAINING PROGRAM & PLATFORM: Our virtual training has helped thousands of people and companies turn-around sluggish sales. The mobile-enabled, innovative, flexible training is rooted in human behavioral psychology and provides easy-to-consume, on-demand training for sustainable results.

SALES STRUCTURE PARTNERSHIP: Accelerate your growth with a customized partnership! This partnership includes onsite coaching and role playing for skill reinforcement, 1:1 work with Jeremy Miner on your specific product or vertical scripting (aligned to the new model of selling) and coaching support and alignment for your sales managers and/or sales coaches.

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: How To Develop A Mind For Sales – with Mark Hunter

3:37 I want to dive right into your story and your background and give our listeners a feel for how you arrived at this point where you are one of the elite authorities on sales and leadership. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?

  • Colleen started young in sales going door-to-door.
  • She put herself through university with sales jobs.

3:59 I want to dive right into your story and your background and give our listeners a feel for how you arrived at this point where you are one of the elite authorities on sales and leadership. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?

  • Mark started out as a DJ in college.
  • How did he end up in sales? He had to find a job that supplied him with a car.
  • Mark was fired from his first 2 sales jobs.
  • Sales is something you can learn. Most people are not born with it.
  • Sales is all about people. It’s about having a conversation; a skilled conversation.
  • Sales is a skillset you can learn.
  • Sales is not a job or a profession; it’s a lifestyle.
  • My goal is to help you see and achieve what you didn’t think was possible.

7:50 Let’s talk about your book A Mind For Sales. Why did you write this book and who is it for specifically?

  • Mark’s first book High Profit Selling was about how to maximize price. How to close the deal without a discount.
  • Mark’s second book High-Profit Prospecting is all about finding the right prospect or customer. 
  • Sales is not for everyone, but it’s easy once you have the right skills and the right mindset.

9:20 What specific steps did you take after you were fired from your first 2 sales jobs, to learn skills to become successful?

  • Customers are not bowling pins.
  • Too many salespeople treat customers like bowling pins – just knock them down and move on to the next set of pins.
  • Customers are human beings and they have “needs”. The problem is most customers don’t know what they don’t know.
  • All it takes is 1 question to engage a prospect.
  • Objective: Earn the right, privilege, honor and respect to be able to come back and talk to you again.

12:32 There are so many books on selling, yet so many people struggle with selling. Why do you think that is? 

  • There is no magical “pixie dust” for salespeople to learn the appropriate skills.
  • The idea is to get 3 levels deep:
    • I am going to ask you a question.
    • You are going to share with me something 
    • I am going to ask you a follow-up question 
    • You are going to come back and share with me something 
    • I am going to ask you another question.
    • The idea is to get 3 levels deep with the prospect.
  • Suddenly the prospect is paying attention to you. You are connecting with them.
  • Most salespeople have been trained to ask surface-based questions. 
  • Asking follow-up questions can help you uncover the root cause of the problem.
  • Emotion plays in everything we do in sales. Your objective is to connect with your prospect from an emotional stand point. Empathy has never been more critical in sales. You need to take time to listen and understand.

15:01 Now let’s talk about the pandemic Selling has been changing rapidly in recent years, but what has changed specifically since the pandemic hit?

  • Nothing has really changed, but all these bad habits have been exposed.
  • During the previous years of economic expansion life was pretty good. Sales People became lazy. We were no longer creating incremental value. We were just fulfilling customer requests.
  • We have to ask ourselves “how do we create incremental opportunity.”
  • Customer Service is about fulfilling existing need(s). Sales is about creating incremental opportunity. It takes a greater ability for us to listen and understand.
  • The pandemic has created even more opportunity and speed sells!
  • You have to be able to connect faster these days. 
  • It’s easy to succeed in sales during economic expansion. But during economic contraction, this is the time to really dig deep down and learn the skills that will make you successful now and exponentially more success when things recover.

19:00  Let’s dive more into your book? You start the book by talking about our 3 greatest assets: Our Time, Our Mind & Our Network. Can you quickly provide some context for your 3 points?

  • Everyday you need to 
    • Protect your time – This is the most valuable asset you have
    • Grow your mind – What did I learn today and how am I going to use it tomorrow?
    • Nurture your network – Your net worth is the sum of your network.
  • Your biggest expense in your life is your lack of knowledge.

23:36  At the end of Section 2, you talk about something interesting: You say that “sales is not a Solo Activity. It’s a Team Sport.” Please tell our listeners more about this.

  • Your network is part of your team. Do they lift you up? Do you lift them up?
  • You can’t always be the subject matter expert.
  • We become greater because of the people we get to associate with.
  • Your supporting cast can help you succeed.

25:24  In Section 3 you suggest that sales is not a numbers game, it’s a Quality Game. Can you please expound upon that point?

  • A really good CRM can help you track your numbers or even a simple spreadsheet.
  • The idea is to calculate the number of days it takes to close a piece of business.
  • Sales Velocity – 
    • Number of opportunities you have in the pipe
    • Multiplied times the average value of those
    • Multiplied by your closing ratio 
    • Divide all that by the number of days it takes you to close 
    • That number will tell you where you will end up at the end of a quarter or year if everything stays exactly the same as it is right now.

26:34  In Section 4 you talk about the value of hearing “No” – what do you mean by that exactly? 

  • No is only a moment in time. No is never permanent.
  • Look at No as a signal to you. That you need to be doing something.
  • Your number 1 competitor is the customer choosing not to make a decision.
  • We attract the type of customer you are.

29:18 Finally in Section 4 You say this: “You Do Not Close A Sale. You Begin A Relationship.” I love this concept. What do you mean by this and why is it so important for salespeople to get this point psychologically speaking.

  • Selling is being of service, not manipulating people to buy something.
  • The only good sales is one that leads to the next sale.
  • How much of your business comes by way of referrals? If that variable is not trending higher and higher, year over year, something is wrong.
  • Open the relationship such that it leaves you positioned for another opportunity.
  • Every sale is a “land and expand” opportunity.

31:05 Any final thoughts or advice for our listeners?

  • Sales is not about closing a customer (that’s final), instead it is about creating an opportunity.
  • Your objective each day is to influence and impact each person you come in contact with.
  • When you do that you will have earned the right, the privilege, the honor and the respect and you’ll be able to meet with that person again.

31:41 Where can our listeners learn more about you and your company so they can start learning these skills?

Killer Resources

  1. The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.
  2. Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

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