The CPSA is lucky to have many of the top Sales and Leadership experts as guest bloggers and supporters. One such well-known thought leader is Mark Hunter.
Mark Hunter is a speaker, sales trainer and author of the bestseller “High-Profit Selling: Win the Sale Without Compromising on Price.” He has over 18 years of experience in sales and marketing divisions within three Fortune 100 companies before becoming an independent consultant. He is recognized for his cutting edge thought leadership, entertaining value and actionable strategies.
Let’s hear from Mark Hunter.
Question 1: Tell us about yourself; your career path and expertise.|
Answer 1: I’ve been in sales since I was born, but the problem was I just didn’t know it yet. I’ve been fortunate to have had 18 years’ experience with three, Fortune 500 companies in sales and marketing positions and now 15 years’ experience as a sales consultant, trainer, keynote speaker and author. My newest book comes out in September, High-Profit Prospecting. This new book builds off of my first book, High-Profit Selling. My expertise is in helping salespeople find and retain better customer which ultimately creates more profitable long-lasting sales.
Question 2: You’re very popular within the sales community, and you write some great content. What’s the secret to creating engaging content?
Answer 2: Engaging with the community. I’m fortunate as I travel 200+ per days globally and in those travels, I get to meet and work with thousands of salespeople. All of this travel has allowed me to create a fascinating level of dialogue with people, and I’m fortunate then to be able to share what I learn with others.
Question 3: What kind of challenges do you face being a speaker and running your workshops?
Answer 3: First off I love what I do, I don't feel that I work at all. However, that, in turn, creates the biggest challenge of which is being able to share everything I want to share in the allotted time. I was recently in the Philippines doing a program for a large Asian company and what began as a one-day program turned into a 3-day program because we just couldn’t stop.
Question 4: How does having a strong leader in management make a difference in the sale force?
Answer 4: It's everything and in my book is the #1 reason why many companies fail. We in the business world do not place enough emphasis on developing and supporting leaders. The leader is the one who creates the culture and the attitude of the sales team. I'm a firm believe in "culture sells" by this I mean when a sales force is motivated and engaged, and they're working in a positive sales oriented culture it's amazing what they will do.
Question 5: What’s the most difficult objection a salesperson could face? How would you respond to it?
Answer 5: Being ignored by the customer. In the world we live today, it's easy for the customer to simply ignore the salesperson. They know they can ignore them and then if they do need them they can raise their hand, and the salesperson will be there. The challenge is the fact that in sales we have not done a good enough job in creating value for the customer. When I say value I mean the value for the customer that's now what we sell and it's the value we personally bring. It's all about the insights and questions we bring, it's about our skill set in helping the customer see and achieve what they didn't think was possible. The sales associate has to prove they are purposeful.
Question 6: How does technology factor into a Sales rep's success?
Answer 6: Huge, it raises the stakes in the game. Much of what the salesperson used to do for the customer is now done via technology meaning we have to increase our game or we will become the hunted game.
Question 7: Sales is known for having a high churn, do you agree that people leave managers and not companies, and how do you deal with feedback?
Answer 7: Spot on! Nobody leaves a company even a socially irresponsible company because even a company like that is comprised of people. This is why leadership is so valuable, and it's why I'm so passionate about the need to develop leadership. Feedback is never easy, especially the negative feedback regardless if you're giving it or receiving it. The key is to keep your focus on the long-game. View feedback in the context of not the moment but what its impact is long-term. Some of the best feedback I've ever received has been on the things that have changed me the most long-term.
Question 8: What’s the best advice you can give to someone starting off in sales?
Answer 8: Let your personality come through and never allow a day to go by without learning something new. The best way to learn something new is to get mentors who will be willing to take the time to coach and share with you. We become most like those who we associate with, so it only makes sense if you're new, and you want to be the best you need to associate with the best. You are what you surround yourself with.
Mark Hunter Bio:
Mark Hunter is a speaker, sales trainer and author of HighProfit Selling: Win the Sale Without Compromising on Price. He has 18 years of experience in the sales and marketing divisions of three Fortune 100 companies, before he became an independant consultant. He is recognized for his cuttingedge thought leadership, entertaining value and actionable strategies.
Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.