Prospecting is a critical element in keep that sales pipeline full and revenue flowing, but as Mark Hunter points out far too many salespeople avoid prospecting like the plague. In this episode, I talk to Mark about his new book: High-Profit Prospecting. Excellent book - highly recommend you check it out!
Mark defines prospecting as "an activity performed by sales and/or marketing departments to identify and qualify potential buyers.
Mark points out that prospecting is not a complex process. He believes that when you are prospecting you are looking for people who can and will buy from you. It is the quality of your prospecting efforts that lead to the development of sales opportunities. Prospecting is NOT talking to friends or people nice enough to take your call. Your goal is to find qualified buyers and that means it is just as important to get a fast no, as it is to get a win with a yes.
Mark and I discussed:
- How High-Profit Prospecting is different from his earlier book: High-Profit Selling (also a great read!)
- Why salespeople look for any excuse to avoid prospecting, because “experts” keep banging the drum that there is an easier way.
- That not everyone with a pulse is the right prospect for what you have to sell.
- The role social media plays in the prospecting process and why a nice profile, sharing content or some online conversations isn't all you need to have opportunities roll in.
- Tips for breaking through the noise with a 14-second voicemail (or super brief email) to get your point across.
- Attitude and motivation versus skilled and knowledgeable.
- A few strategies Mark's shares in his book that you can start using right now.
Enjoy the interview!
Mark Hunter, CSP, “The Sales Hunter,” is recognized as one of the top 50 most influential sales and marketing leaders in the world. He is the author of “High-Profit Prospecting” and “High-Profit Selling: Win the Sale Without Compromising on Price.” Mark helps companies identify better prospects, close more sales and profitably build more long-term customer relationships. He is known for his energetic presentation style and ability to engage sales leaders. Not only does Mark have expertise in sales, but also knows how to communicate it to others. This is seen by the 50+ speaking events he does each year throughout the U.S. and Canada and around the world. To find out more, visit Mark’s site at www.TheSalesHunter.com.