On Accelerate! Now: Episode 128 with Mark Hunter. Conquering the #1 Problem in Sales: Prospecting

Mark Hunter is known as The Sales Hunter. (Could you possibly have a better name for sales?) He has authored the book, High Profit Selling, and he has another new book, High Profit Prospecting, coming out soon. In this episode Mark and I talk about the #1 challenge in sales: prospecting.  Among the topics related to prospecting that we discuss are: Why …

Are You Qualifying The Right Prospects?

When you’re qualifying new prospects, what’s the standard you use to determine if they’re an ideal fit for the product or service you’re selling? Is the prospect looking to buy a product or service that is generally like yours? Or, do they need exactly the value that your product or service can provide? Does the prospect fit your ideal customer …

Bi-lateral Prospect Qualification: Buyers Are Not Qualified Until You Are

Who’s qualifying who? Prospect qualification is a two-way street. It’s not all about you and qualifying your prospect. The prospect will also qualify you. This bilateral qualification is a key milestone in your sales process because you don’t have a truly qualified prospect until they have qualified you, too. Qualification doesn’t just mean that the customer is a great fit …

Sales Tip Video: You Can’t Get A Price Objection From A Truly Qualified Prospect

Can you get a price objection from a truly qualified prospect? When a prospect tells you that your product is ‘too expensive,’ typically what they mean is that your product is just that, too expensive for their budget. It isn’t an objection. It is a fact. They just can’t afford what you are selling, even if your product meets their …

Are You Guilty Of Decision Creep?

Are you a perpetrator of decision creep? Decision creep is a self-inflicted injury that occurs when a seller falls into the trap of pushing a purchase decision to higher levels in the prospect’s company than is required. It slows down decision cycles and increases your risk of not winning the order. The problem starts with the common sales assumption that …