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High-Profit Prospecting : Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results – Mark Hunter
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HIGH-PROFIT PROSPECTING : Powerful Strategies To Find The Best Leads And Drive Breakthrough Sales Results

Mark Hunter
BRAND NEW, PAPERBACK

RM30.00

Author Shatters Costly Prospecting Myths And Eliminates Confusion About What Works In Leads Generation Today

ISBN 9780814437766
Author Mark Hunter
Book Condition BRAND NEW
Format PAPERBACK
Publisher AMACOM
Publication Date 28 Mar 2018
Pages 223
Weight 0.38 kg
Dimension 23 × 15 × 1.7 cm
Retail Price RM93.90
Availability: 1 in stock

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1 in stock

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Description

 
Buyers are evolving—and so should your prospecting. Great prospectors – like great salespeople – are made, not born. Mark Hunter explains how and why.
 
Prospecting can be a challenge for any salesperson, especially when you are having to cold call. The number of times that you are hung up on in one day can be overwhelming and exhausting. Rejection is never easy, but its par for the course in sales. That being said, without prospecting, sales would be impossible, so, unfortunately, it is a necessary evil.
 
At the beginning of the book, Mark dispels six myths about prospecting. Here they are:
◆ 1. One and Done
◆ 2. I’ll Prospect When I’m Done Taking Care of My Customers
◆ 3. It’s Impossible To Have a Dedicated Time to Prospect
◆ 4. We’ve Made It This Long Without Having to Prospect
◆ 5. If We Provide Great Customer Service We Won’t Have To Prospect
◆ 6. Only Born Salespeople Can Prospect
 
As a salesperson, your pipeline is the key to your success. No matter what changes, that remains the same. Top producers prospect—and they do it ALL THE TIME. “But how?” you ask, But “In the age of the Internet, isn’t cold-calling dead?”
 
Search engines and social media have changed how prospecting pipelines for salespeople are built today, but the vitality of the pipeline itself has not. The key to success for every salesperson is his pipeline of prospects.


In High-Profit Prospecting, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today. Merging new strategies with proven practices that unfortunately many have given up (much to their demise), this must-have resource for salespeople in every industry will help you:
● Find better leads and qualify them quickly
● Trade cold calling for informed calling
● Tailor your timing and message
● Leave a great voicemail and craft a compelling email
● Use social media effectively
● Leverage referrals
● Get past gatekeepers and open new doors
● Steer clear of prospecting pitfalls
● Connect with the C-Suite
● And more
 
AUthor believes that the way you start the sales process is the way the process will end. Begin with price, and you’ll get swept to the bottom. “If anything in your sales prospecting strategy is price-oriented, then guess what? You’re naturally going to attract low-value prospects.”
 
Instead, he recommends that you begin with one of two objectives: overcoming a problem or helping them achieve a gain.” In Revenue Growth Engine, the parallel is “outcomes” since buyers don’t buy products, they buy the outcomes the products deliver.
 
Mark advises: “Don’t overcomplicate things. Keep your focus on the customer’s wants and needs and you’ll avoid having to go down the price trap road.”
 
The Internet won’t fill your sales funnel—and you can’t rely on the marketing department for leads (not if you want to succeed). High-Profit Prospecting puts the power back where it belongs—in your hands. Follow its formula and start bringing in valuable new business.
 
Hunter provides a workable exploration of the importance of prospecting and offers tips on how to prospect effectively. While his comprehensive manual suffers from some repetition, his expertise rings through.
 
Highly recommends Hunter’s useful advice to salespeople and sales managers because top producers are still prospecting. However, buyers have evolved, therefore your prospecting needs to as well. For the salesperson, prospecting is still king. Take back control of your pipeline for success!
 
This book is practical, full of real-world examples. It also includes frameworks for prospecting fundamentals like emails and call scripts. This is the kind of book a sales professional will want to keep on their desk, dog-eared and with post it notes.
 
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About the Author:
 
Mark Hunter, known as, “The Sales Hunter,” is globally recognized for his expertise in sales leadership. He specializes in business development and guiding organizations to find and retain high-quality prospects without discounting their fee. His ability to inspire sales teams to create self motivating and integrity driven cultures, makes Mark Hunter a highly sought after keynote speaker, consultant and coach. Mark has taken his vision for sales leadership to more than 25 countries and 5 continents where he leads and consults with companies ranging from small startups to global giants.
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