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.
Modern database management best practices
Marketing mobility: How to move from marketing to the c-suite
Book: The Lost Art of Closing
How the science of mental preparation can help you succeed.
The Perfect Persona: How to increase prospect engagement, response and conversion
Content Chemistry: How simple tactics can transform your Web traffic and lead generation
Past Performance Data to Guide Future Performance
Event marketing 2.0 – how to get more ROI from your event strategy in 2018 and beyond
Stories and Data: 3 Proven Methods for More Accurate Sales Forecasting
It takes 6.8 Buyers to get a decision made.
How to increase your results 10X with Grant Cardone
Conversational Sales Presentations
Marketing Performance Management Report Results
Influence – how to get it, earn it and keep it in B2B sales & marketing
Omnichannel marketing, online and offline
Real talk with a successful B2B inside sales rep
Talking about the Demand Unit Waterfall
The Power of Relationship Marketing in a Distracted World.
Is ABM a fad or here to stay? We’ll ask one of the godfathers of ABM…
Are you fanatical about prospecting? You should be!
Create your
podcast in
minutes
It is Free
The emPOWERed Half Hour
The Marketing Architects
The Marketing Secrets Show
Right About Now with Ryan Alford
The Agile Brand™ with Greg Kihlström
B2B Agility™ with Greg Kihlström