Mark Hunter

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

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.

Who will benefit from this program?

Companies / Sales Teams:

• This program serves well for a sales meeting that will include marketing presentations or other company-focused initiatives where the organization change is expected.
• Excellent for sales teams that are demotivated or are seen in the marketplace as struggling to find their place.

Association Audiences:

• Excellent for association events what will have a diverse audience and numerous topics presented.
• Fits well with association events that need to attract senior level people to the conference.

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

Too many salespeople resort to negotiating in an attempt to close a sale too early in the process. If they would have just handled the sales process correctly from the beginning, they would rarely have to negotiate.

This program is all about getting the sales team to embrace a better — and more profitable — perspective on selling.

Outcomes:

• Attendees will understand how they can avoid most negotiations by putting more focus on qualifying correctly and getting the right commitments throughout the process.
• Attendees will see how why too much profit is given away due to their lack of confidence.