This week's episode is entitled "A Mind For Sales: Sales Book Club with Mark Hunter" and our guest is Mark Hunter, one of the best voices in B2B sales today. Mark is the author of numerous books including the brand new book, A Mind for Sales.
These are uncertain times. A lot of prospects are slowing down on things. Mark is talking to sales leaders all day long trying to figure out how to keep their team motivated and how to keep selling, how to keep selling with empathy.
I ask Mark what general advice he's giving based on what he's seeing in the field?
Look at the long picture. Look at the long game. Don't try to play the short game, play the long game. We're going to get through this. We're going to get through this. I'm very optimistic.
The piece that I'm saying right now, short term, is you need to be listening to everybody's backstory. Everybody's got a backstory, a personal backstory and a professional backstory and you got to take a couple minutes and listen to that. Listen to it with empathy because you know what?
You've got a back story. What's happened so far to you and how are you responding to it? And if we demonstrate that, it's amazing how we create a much better connection. There's a lot of business being done out there, a lot of business, a lot of opportunities, but you just have to take the time to listen, and listen more intently.
And that's advice that you could give at any time. You could've given it three months ago. You can give it six months from now-- Use your active listening skills and understand where someone's coming from. I've heard pros and cons of people saying, giving the what's keeping you up at night question and making questions too broad.
How do you exercise active listening? How do you let your prospect share while still maintaining control and direction of the conversation?
Mark, in his book talks about minefields and the mind traps, M-I-N-D traps. I ask him to talk about the things many sellers face when they have good intentions. They develop their systems, they do some of the things he's talking about, but then they start to execute and they lose. Seeing they lose momentum, they lose confidence. I ask, what are some of those common minefields of mind traps and how do you get around those?
This and a lot more...
Listen in now or read the full transcript on our blog starting Monday, 4/20.
______________________________________________________________________________
Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.
What’s Working in Content Marketing 3.4 minute Podcast Shannon Dougall and Matt Heinz
Learn Advanced Metrics to Improve Sales Pipeline Health
Lessons from 20 Years of Sales Development: A Conversation with Dan McDade
How Bounced Email Creates Connections Using ABM
Where Design and Software Meet: Rethinking B2B Creative, Process and a Lot More
5 Skills for a New Sales Manager’s Success: 90 Days to Sales Coaching Skills
The power of relationship selling: New research, insights and opportunities for B2B organizations
Make it Easy for Sales Reps to Learn - Magnacca & Heinz 5 Minute Podcast
How to Convert Marketing from a Cost to a Profit Center
How Sales Leaders Can Get More Out of Their Salespeople - Keenan and Heinz
Selling with Spears: Account-Based Sales Development Best Practices with Jamie Shanks
Baseball and B2B: Sales Lessons from the Seattle Mariners
The State of ABM in 2019: Stay Ahead & Drive Revenue Impact
The Hidden Inefficiencies that are Killing Your Sales Workflow and Conversion Rates
Outbound Lives: Take Control of your Pipeline and Beat Your Competitors to Market
Hitting Your Number and Doing it the Right Way: This and More Advice from Workfront CEO Alex Shootman
How to Set Hundreds of Appointments with No Cold Calling (Here’s How Guidant Financial Does It)
Is Failure Your Friend? How One CEO Uses Failure as an Asset and Opportunity
How Lifelong Learning Plus Humility Can Lead to Marketing Success
Can Knuckle-Dragging Salespeople Still Succeed?
Create your
podcast in
minutes
It is Free
The emPOWERed Half Hour
The Power of Storytelling
The Marketing Secrets Show
Do This, NOT That: Marketing Tips with Jay Schwedelson l Presented By Marigold
The Agile Brand™ with Greg Kihlström
B2B Agility™ with Greg Kihlström