Building Walls and Making Sales Calls with Mark Hunter
He's one of the biggest fans of the podcast and we're one of his biggest fans. Mark the Sales Hunter is back again with more strategies for your next sales call and insight into the buyer/seller relationship that will hit you like a ton of bricks.
Mark Hunter began his career carrying the bag for three Fortune 200 companies in both sales leadership and marketing positions. During those 15 years, he rose through the organizations to command senior positions, leading hundreds of salespeople.
It was the experience of those corporate positions, combined with the shortcomings he saw in salespeople, that led him to become a sales consultant, speaker and coach. Today, he's travelling the world helping salespeople grow and talking about his two books, , High-Profit Selling: Win the Sale Without Compromising on Price, and High-Profit Prospecting.
Mark wants you to change the way you view the customer relationship and become that person's research and development department. Don't sell to them, work for them! We'll also discuss how networking is more about who you introduce not who you meet and what the new workforce that you might be managing or selling to ACTUALLY values.
On today’s podcast…
2:00 - Being a customer's research and development department
5:38 - We can take of prospects AND existing customers
12:30 - Trust before demo
16:00 - The lost art of introducing people
21:42 - Prospecting versus Professional Growth
25:00 - Millennials and Gen-Z workers and prospects are looking for these two things
30:00 - Never end a relationship without asking this question first
34:40: The right, privilege, honor and respect
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