A summary of things you should know about Advisor Selling according to Mark Hunter: Introduction In this episode, Mark Hunter shares his and Matthew Hudson’s book, Advisor Selling, where heRead More
The post A Preview of Advisor Selling with Mark Hunter appeared first on The Entrepreneurs Library.
]]>In this episode, Mark Hunter shares his and Matthew Hudson’s book, Advisor Selling, where he reveals the secrets for becoming a trusted advisor to potential sales clients.
In their book, Hunter and Hudson give you the individual phases to becoming better at sales by understanding who the prospects are, how to qualify them, and how to engage them. The goal of the book is to provide you with a guide to have higher margins, increase referrals, and get higher customer satisfaction.
This book is perfect for B2B entrepreneurs who utilize an outdated sales approach and have a hard time understanding a customer’s point of entry.
It’s written from B to B for B to B people. This book is really driven business to business.
You need to read it all the way through because we break up the selling process by individual phases.
To know what your customer’s point of entry is.
We broke the book down into nine chapters and devoted each chapter to a very distinct portion of the sales process.
Chapter one is titled The Approach – What is the approach that I should be using and selling?
Chapter two gets into the planning phase. We spend a fair amount of time on this chapter. Too many sells people don’t have the results that they want to have because they haven’t planned.
Chapter three covers the prospect phase. We dig deep and find out who the prospects are and how to qualify them.
We move from the prospect phase into the prepare phase. The prepare phase we figure out the POE (Point of entry).
Chapter five is the present phase. How do we present in this phase that allows me to build out this POE?
Chapter six is all about the play phase. The play phase is the dialog, how to get the customer to engage.
Chapter seven is the ask phase, how to get the sell and move that through.
Chapter eight is the answer phase. This is about how to answer questions that will set you up for the next sale.
Chapter nine is the advise phase. This is where advisor selling really comes into play because you have to earn the right to be seen as the advisor.
NOTE: That was just a summary. To get the full deep dive, play the audio clip at 03:32
“The only good sale is the one that leads to the next sale.” – Mark Hunter
I help companies and sales people find a way to avoid the discount which is how to sell at full price without discounting. So I help you find better customers that close at full price.
The co-author and I have been longtime friends and about eight years ago we worked together on a project with a fortune 200 company. One of the things that were involved was going out and working with every single sales person in the company. About a year ago we realized that we have collectively done over 1,000 ride-alongs with sales people and knew we needed to capture that into a book.
One Minute Manager by Spencer Johnson and Ken Blanchard
Buy Advisor Selling by Mark Hunter on Amazon today
Visit TheSalesHunter.com to learn more about Mark, his books, and other exclusive content
Follow Mark Hunter on Twitter and Facebook
Download the full transcript here (coming soon)
Listen on iTunes, Stitcher , and SoundCloud
Related books:
The Trusted Advisor by Robert Galford
Conquering The Seven Summits of Sales by Susan Ershler
Hyper Sales Growth by Jack Daly
Relevant advice and tips:
7 Reasons Why Your Sales Skills Suck
What did you like and not like about this episode? Fill out this one minute survey here.
The post A Preview of Advisor Selling with Mark Hunter appeared first on The Entrepreneurs Library.
]]>A summary of things you should know about High Profit Selling according to Mark Hunter: Introduction In this episode, Mark Hunter takes you on a deep dive into his book,Read More
The post A Preview of High Profit Selling with Mark Hunter appeared first on The Entrepreneurs Library.
]]>In this episode, Mark Hunter takes you on a deep dive into his book, High Profit Selling where he helps you change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value.
In his book, Hunter gives you the guide for moving towards a profit-centered sales approach that will strengthen your customer relationships and increase your bottom line.
This book is perfect for entrepreneurs who are not confident in their current sales approach to prospects and need a better method for increasing profits more comfortably.
The big difference is that it is about the selling process which is you as the individual.
I would suggest the reader read straight through the book.
The level of confidence you have going into the transaction will determine the level of profit you make on the transaction.
The first chapter of the book is about the fact that you are the one who is hurting your profit. Discounts are given because the sales person, entrepreneur or business owner fails to believe in their own price. When you discount your price you are leaving all that extra profit on the table.
In chapter two I talk about how profit is not a dirty word. This chapter gets you thinking that profit is a beautiful word because it really allows you to do your business that much better which then allows you to serve your customers that much better.
Chapter three I discuss how to use needs and benefits to command a higher price. You position your price differently when you are focusing on the customers outcomes.
In chapter four tells you how to create real value by using your price point. If you position your price right it will work to your advantage.
Chapter five is about prospecting that works. I walk people through in terms how to call that prospecting list quickly.
Chapter six is about selling more by talking less. I show people exactly how they can dial down their conversation to get the customers to engage more. You are positioning yourself and if you position yourself right you create that level of confidence with the customer.
Chapter Seven I discuss how to skip the sales presentation. I believe that the most profitable sales, transaction and customer relationships are the ones that are gained with no sales presentation.
Toward the end of the book I talk about how to handle price objections, executing a price increase and leveraging knowledge to the fullest.
NOTE: That was just a summary. To get the full deep dive, play the audio clip at 03:03
“The best presentation ever made is a presentation never given.” – Mark Hunter
I help companies and sales people find a way to avoid the discount which is how to sell at full price without discounting. So I help you find better customers that close at full price. The inspiration behind the book was all about how to avoid the discount.
Fred Factor by Mark Sanborn
Buy High Profit Selling by Mark Hunter on Amazon today
Visit TheSalesHunter.com to learn more about Mark, his books, and other exclusive content
Follow Mark Hunter on Twitter and Facebook
Download the full transcript here (coming soon)
Listen on iTunes, Stitcher , and SoundCloud
Related books:
Hyper Sales Growth by Jack Daly
Pitching and Closing by Alex Taub
Go For No! by Andrea Waltz
Relevant advice and tips:
7 Reasons Why Your Sales Skills Suck
What did you like and not like about this episode? Fill out this one minute survey here.
The post A Preview of High Profit Selling with Mark Hunter appeared first on The Entrepreneurs Library.
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