High-Profit Prospecting: Driving Breakthrough Results
This keynote is based on Mark’s best-selling book, High-Profit Prospecting – Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.
The quest for leads and prospects is a never ending battle. Salespeople are quick to blame everything but themselves for their own shortcoming when it comes to prospecting.
Mark Hunter, CSP, “The Sales Hunter,” in his fast-paced and engaging style, will have everyone assessing what they’ve been doing. More importantly, he will equip them with strategies they can use immediately!
With Mark Hunter as your keynote speaker, you get content and motivation. It’s why he’s shared the platform with such prominent speakers, including Seth Godin, Tony Robbins, Gary Vaynerchuk, Simon Sinek and others.
Attendees will leave the session believing they can fill their pipeline with the right prospects and, better yet, they’ll leave with specific steps they need to do to make it happen.
Sample of Subjects Covered:
Your Attitude Toward Prospecting
Assessing Your Existing Prospecting Methods
Measuring the Prospecting Process
Who is Your Perfect Prospect
Developing the Prospecting Process
Refining Your Communication Process / Timing
Engaging Your Prospect
The Value of You to Your Prospect
Suspect vs. Prospect
Building Value from Their Needs
Using Multiple Tools to Reach Your Prospect
Getting Past the Gatekeeper
Reaching the C-Level Person
Leveraging Referrals
Keeping the Prospect Engaged
Re-Engaging with a Dormant Prospect
Managing Yourself
Staying Motivated to Prospect
Sales is Leadership. Leadership is Sales.
This program is based on the belief that the salesperson who acts like a leader will indeed be seen as a leader and will develop better customers.
Developing this leadership attitude across an entire sale team can have dramatic positive impact on the bottom line.
Too many salespeople don’t understand their role. They see it as selling a product or a service — when in fact the sales rep’s role is to show the prospect what is changing in their industry, strategies they can deploy to avoid mistakes that their competitors are making and be a true partner, rather than a vendor.
In this program, Mark Hunter, CSP, “The Sales Hunter,” gets up close with personal leadership stories that pull people in and create lasting change.
Your team will benefit from these outcomes:
Attendees will understand why being seen as a leader is essential if they expect their customers to see them differently and have greater respect for them.
Attendees will learn how to use influence and impact to create legacy outcomes.
Attendees will see how motivation is not something others do for them, but what they do for themselves.
Attendees will understand how to use “sales leadership” to open up new opportunities with existing accounts and new accounts.
The Insanity of Discounting Your Price
Whether you team is discounting too much, struggling to implement a price increase or facing other pricing challenges in today’s economic landscape, Mark Hunter, CSP, “The Sales Hunter,” is the foremost thought leader in helping organizations eradicate poor pricing behavior and drive top line and bottom line profits.
Discounting your price is not a sustainable strategy. In fact, it’s not even a viable quarter-end strategy.
Sample of Subjects Covered:
Low Pricing is Not a Sustainable Competitive Advantage
C+C=C=O=P
The Reality of a Discount / Price Increase
Value Equation
Finding Value / Building “Added Value” Benefits
Value Propositions
Risk Factor Worksheet
ROI Driven Presentations
Cost Conversion Assessment
Solution Saving — The ROI
Profit / Outcome Focused Questions
Rules of Pricing
Responding to Common Pricing Issues
Pricing Excuses
Dealing with a Purchasing Department
