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Accelerate! with Andy Paul

“Accelerate Your Sales Power.” Are you completely satisfied with your sales performance? Then Accelerate! your sales skills, leadership traits, and personal development, with sought-after speaker, best-selling author and sales sage, Andy Paul. Six times a week, Andy interviews the world’s foremost sales minds and extraordinarily interesting people like Jeffrey Gitomer, Robert Cialdini, Jill Konrath, Anthony Iannarino and Tim Sanders -- to uncover the strategies and insights you can use to generate massive value for your customers and epic wins for you. Get inspired with proven strategies to bust through limiting mindsets, amplify your value to buyers and outsell the competition. Whether you’re a sales leader, AE, AM, SDR, CEO, or entrepreneur, YOU want to generate better leads, close more sales and grow your accounts, and Accelerate! is the preeminent podcast for fast breakthroughs. Check out our growing catalog of 350+ hard-hitting episodes now.
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Sep 21, 2016

Mark Hunter, the Sales Hunter, joins me once again on Accelerate! We’re talking about his new book, High Profit Prospecting. (Mark was also the author of High Profit Selling.) Among the topics we discuss are why salespeople are better off investing more time with fewer prospects, how to find and make contact with high-profit prospects and the short questions that turn into long, substantive conversations with buyers.

  

KEY TAKEAWAYS

[00:45] Mark provides a brief introduction of himself for those who may have missed previous appearances.

[01:50] Mark shares how his approach to prospecting is different than those described in other recent books.

[04:45] What are the real outcomes sales needs achieve when prospecting?

[06:15] Prospecting is usually considered a low-level sales & marketing activity. Mark explains how prospecting is tied to high-profit sales.

[08:05] The person who buys on price will never understand value. Mark explains.

[08:20] Can one qualify value without talking about price?

[11:05] Who is the intended audience for Mark’s new book?

[12:15] Mark shares some of his best practices for making initial contact with potential prospects.

[15:50] Don’t be afraid to let your personality come through on the prospect call.

[16:20] What’s your favorite follow up question to ask?

[17:30] Learn why these short questions get you long answers.

[18:15] Mark shares 3 key methods to secure a contact, and provides some key insights.

[22:00] Mark has a different sales process that he develops for every customer which might change how you think about prospecting.

 

CONTACT MARK HUNTER

Website: Thesaleshunter.com

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