Welcome to Sales Kick-Off Week on Accelerate!
Joining me on Day Five of the Accelerate! 2017 Virtual Sales Kick-off Week is my guest Mark Hunter.
Mark Hunter is The Sales Hunter. He’s a keynote speaker, sales trainer and author of High-Profit Selling: Win the Sale Without Compromising on Price, and most recently, High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Benefits.
On Day 6, this last day of our 2017 Virtual Sales Kick-off Meeting the focus is squarely on you. And the steps you can take to elevate your professionalism and performance in 2017.
In this episode, Mark lays out his challenges for sales professionals in 2017, including how to put together a personal development plan, how to develop the habit of curiosity, how to create purposeful personal goals, how to hold yourself accountable for achieving your personal goals and much much more.
Want to improve your sales performance in 2017? Start by investing half an hour to learn from Mark Hunter.
[:54] Mark’s 2017 sales resolution is to spend more time with fewer prospects. Who do we prospect? Is a heartbeat enough of a qualification? Mark’s dog has not bought from him, yet.
[2:15] Mark wants social media be one-to-one communication. #SocialMediaWithoutSocialCommunityIsSocialStupidity
[4:50] The number one challenge facing salespeople is to know and accept that their most valuable asset is their time. Use tools to manage your time.
[7:41] Connect with three or four external peers to challenge and motivate each other, to get to the next level. Top performers associate with top performers.
[9:03] Every floor in a building is not the same. Move yourself to the next floor and find a whole level of new opportunities and relationships. It will change your paradigm.
[12:30] What can you do to improve yourself this month or quarter? What can you do to improve yourself over the next five-to-ten years? Mark’s goal is to read a book a week.
[12:51] To read a book a week, Mark will have to: 1) pick up his reading pace, 2) become more focused and retain what he reads, and 3) be able to cut out other activities from his time.
[14:40] Higher-achieving people, while they work out, are listening to podcasts, not to music, to better themselves.
[17:06] Disrupt You!, by Jay Samit, shows that things are changing, and there are incredible opportunities coming, if you open yourself to change, and take advantage of them.
[19:23] Ask your kids everyday, “What did you Google today?” We have to become more curious, and be methodical about it.
[22:50] Curiosity needs to build your knowledge. Have purposeful personal goals. What will you sacrifice to attain your goals? Have an accountability partner who will check in with you.
What’s one book that every salesperson should read in 2017?The Power of the Other: The startling effect other people have on you, from the boardroom to the bedroom and beyond — and what to do about it, by Dr. Henry Cloud, and Leaders Eat Last: Why Some Teams Pull Together and Others Don’t, by Simon Sinek.